Special Report on
The Customer-Driven Sales Process
The Customer-Driven Sales Process - Trends
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Let’s get this out of the way once and for all: trends are not one-off coining affairs. Some trends are worth tracking for years and years, especially if they represent a radically new definition of what constitutes value to consumers. INFOLUST is one of them. So is GENERATION C . And from a business and innovation angle, we’d like to argue that the CUSTOMER-MADE trend, co-creating with your customers, is the most important one to watch. Not because everything has to or will be co-created in the future, but because tapping into the collective experiences, skills and ingenuity of hundreds of millions of consumers ...
traditional vendor-centric sales processes are ineffective because they don’t reflect the way that customers want to buy. As such, they can get in the way of a sale as many times as they help move the sale forward. The solution is to base your sales process on how the customer wants to buy, rather than how you think you ought to sell. To find out how to do this, I contacted sales process guru Mike Bosworth , co-author of the bestselling books " Solution Selling " (McGraw-Hill, 1994) and " CustomerCentric Selling " (McGraw-Hill, 2003). He recommends building sales ... Read More
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