Making SEAMless Sales - Art Fromm

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Résumé :
Are you in a presales role struggling to work better with your sales counterpart? Are you in a sales role and wish there were a more productive way to work with the other sales roles and with presales? Are you on an account or opportunity team and find it challenging to work together more efficiently and effectively? Are you a sales manager and feel presales and sales individual contributors need to work together optimally as a team? Are you in sales enablement trying to make this all work? Introducing Making SEAMless Sales - the last frontier of sales improvement, benefiting all customer-facing roles by having a unified focus on client success, therefore increasing win rate, margins, deal sizes, revenues, and client satisfaction. This book provides proven insights, methods, and tools, expanding on and refocusing the traditional disciplines of presales and sales, and explores how to work together better as a seamless team at the account and opportunity level. We'll explore and address:The challenges of traditional sales and presales roles. The importance of focusing on the buying process while still executing our sales process. The overarching need for Solution Enablement and Account Management. Why and how buyers buy, and what is needed to persuade them. How working together as a team benefits everyone. When SEs (presales) and AMs (sales) work together better as a team, we all win, and most importantly, we achieve the end goal of client success. Making SEAMless Sales offers curated content from Art Fromm's Team Sales Development sales transformation portfolio and SEAMless Sales? methodology. With forewords written by and content featured from Steve Bistritz (Sales Opportunity Shot methodology and Selling to the C-Suite), Peter Cohan (Great Demo! and Doing Discovery), and John Care (Mastering Technical Sales, Trusted Advisor Sales Engineer, and The Sales Engineer Manager's Handbook, all client-facing roles can benefit. Early Praise: I've been an account manager for over 20 years and the last 17 years have been in technical sales. I wish I had your book 17 years ago because it would've saved me a lot of time and frustration while increasing my closing ratio much quicker. Candi Gray, National Account Manager I'm glad someone finally wrote a book about bringing presales and sales together. Tony Matos, Former Director of Sales Engineering (Retired) Citrix The biggest takeaway was the focus on the buyer journey, something that no organization I've been at previously had really done. Danielle Shoback, Solution Consultant and former Account Executive...

Sommaire:
Are you in a presales role struggling to work better with your sales counterpart? Are you in a sales role and wish there were a more productive way to work with the other sales roles and with presales? Are you on an account or opportunity team and find it challenging to work together more efficiently and effectively? Are you a sales manager and feel presales and sales individual contributors need to work together optimally as a team? Are you in sales enablement trying to make this all work? Introducing Making SEAMless Sales - the last frontier of sales improvement, benefiting all customer-facing roles by having a unified focus on client success, therefore increasing win rate, margins, deal sizes, revenues, and client satisfaction. This book provides proven insights, methods, and tools, expanding on and refocusing the traditional disciplines of presales and sales, and explores how to work together better as a seamless team at the account and opportunity level. We'll explore and address:The challenges of traditional sales and presales roles. The importance of focusing on the buying process while still executing our sales process. The overarching need for Solution Enablement and Account Management. Why and how buyers buy, and what is needed to persuade them. How working together as a team benefits everyone. When SEs (presales) and AMs (sales) work together better as a team, we all win, and most importantly, we achieve the end goal of client success. Making SEAMless Sales offers curated content from Art Fromm's Team Sales Development sales transformation portfolio and SEAMless Sales? methodology. With forewords written by and content featured from Steve Bistritz (Sales Opportunity Shot methodology and Selling to the C-Suite), Peter Cohan (Great Demo! and Doing Discovery), and John Care (Mastering Technical Sales, Trusted Advisor Sales Engineer, and The Sales Engineer Manager's Handbook, all client-facing roles can benefit. Early Praise: I've been an account manager for over 20 years and the last 17 years have been in technical sales. I wish I had your book 17 years ago because it would've saved me a lot of time and frustration while increasing my closing ratio much quicker. Candi Gray, National Account Manager I'm glad someone finally wrote a book about bringing presales and sales together. Tony Matos, Former Director of Sales Engineering (Retired) Citrix The biggest takeaway was the focus on the buyer journey, something that no organization I've been at previously had really done. Danielle Shoback, Solution Consultant and former Account Executive...