SPEAR Selling: The ultimate Account-Based Sales guide for the modern digital sales professional - Hardcover

Shanks, Jamie

Hardcover

ISBN 10: 1999009401 ISBN 13: 9781999009403

Verlag: Sales for Llife Inc, 2019

Inhaltsangabe

The ultimate Account-based Sales guide for the modern, digital seller. SPEAR Selling is the battle-tested process for both sales leaders and sales professionals to leverage in their pursuit for greater account-based sales results. Author Jamie Shanks has trained and advised 100’s of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). The key to account-based sales results is the focus on upfront planning that leverage key competitive differentiators, used to significantly improve account activation and opportunity creation. Combine this focus on account planning, with a relentless accountability to structured sales activity, and this account-based motion will:

•    Increase the volume of opportunities in a territory
•    Shorten the timeline to opportunity creation in key accounts
•    Increase the conversion of prospective accounts into customers
•    Select the right accounts
•    Plan & Storyboard the engagement strategy
•    Engage with a structured process
•    Activate  & educate with a Bold & Different strategy than the competition
•    Run or Replace (build sales pipeline with an objective framework).

If you or your sales organization is running an account-centric sales motion, and you’re not leveraging social proximity as a key competitive differentiator in your account selection process – you’ve already lost your competitive advantage. Let this book be your guide to being first, bold and different in your service of the modern, digital buyer.

 

Über diesen Titel

Críticas

“Jamie sheds light on a radically simple, yet powerful, SPEAR framework that could make
companies grow 10x. Read with an open mind. It’s going to challenge your very assumptions
on how to sell and how your customers buy.”
—SANGRAM VAJRE, Chief Evangelist and Co-Founder @ Terminus: Account-Based Marketing

“Jamie and the Sales for Life team are truly modernizing the sales function. Best-in-class
team's have to make digital sales critical to their account-based motion.”
—MARK ROBERGE, Former CRO @ HubSpot; Author of Best Seller "The Sales Acceleration Formula"

“Jamie and the team at Sales for Life have done an excellent job at building a prescriptive
process for modern sellers. Sandler trains 31,000 professionals each year on a predictable
process and we are big fans of Sales for Life.”
—DAVE MATTSON, CEO @ Sandler Training

 

“There are few people who are capable of developing an elegant framework that are as
practical and tactical as Jamie Shanks. If you only took action on Selecting and Planning,
you would double your results. By Engaging, Activating, and Running your pursuit plan,
you will put up your best numbers.”
—ANTONY IANNARINO, Keynote speaker and President @ Solutions Staffing

“To me, a business book is only as valuable as it is actionable. SPEAR Selling proves its
value again and again, as it lays out a simple but elegant process to win new customers. If
you’re struggling to operationalize an account-based sales strategy, this book will take
you far down the path to success.”
—JASON JORDAN, Author of Cracking the Sales Management Code

“SPEAR Selling: your perfect guide to effective account-based selling processes in the
digital world!”
—TAMARA SCHENK, Research Director @ CSO Insights

“This is the peak of Account-based Selling. Jamie gives a “Willy Wonka” golden ticket to
any sales organisation with this strategy. Follow this S.P.E.A.R. Selling outline and you will select the right targets, engage on digital platforms better, develop sales plays and become a Sherpa to your prospects every
day challenges whilst creating much larger pipelines utilising the right tool set enabling higher close rates.”
—RORY STARK, Social Selling leader EMEA @ Teleperformance

Reseña del editor

The ultimate Account-based Sales guide for the modern, digital seller. SPEAR Selling is the battle-tested process for both sales leaders and sales professionals to leverage in their pursuit for greater account-based sales results. Author Jamie Shanks has trained and advised 100’s of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). The key to account-based sales results is the focus on upfront planning that leverage key competitive differentiators, used to significantly improve account activation and opportunity creation. Combine this focus on account planning, with a relentless accountability to structured sales activity, and this account-based motion will:

·    Increase the volume of opportunities in a territory
·    Shorten the timeline to opportunity creation in key accounts
·    Increase the conversion of prospective accounts into customers
·    Select the right accounts
·    Plan & Storyboard the engagement strategy
·    Engage with a structured process
·    Activate  & educate with a Bold & Different strategy than the competition
·    Run or Replace (build sales pipeline with an objective framework).

If you or your sales organization is running an account-centric sales motion, and you’re not leveraging social proximity as a key competitive differentiator in your account selection process – you’ve already lost your competitive advantage. Let this book be your guide to being first, bold and different in your service of the modern, digital buyer.

 

Details zur Ausgabe

• Verlag: Sales for Llife Inc
• Erscheinungsdatum: 2019
• Sprache: Englisch
• ISBN 10: 1999009401
• ISBN 13: 9781999009403
• Einband: Tapa dura
• Anzahl der Seiten: 142
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: Nicht verfügbar