A Seat at the Table - Softcover

Miller, Marc

Softcover

ISBN 10: 1608320847 ISBN 13: 9781608320844

Publisher: Greenleaf Enterprises, Inc., 2010

Synopsis

TO CLOSE MORE SALES, STOP SELLING Bestselling author Marc Miller delivers a new, critical tool for connecting with decision makers to make more and bigger sales. He offers a sales approach designed to help you earn a "seat at the table"-the place reserved for those select people who set the direction and the budget of an enterprise. Miller explains how to connect with decision makers from the very first point of contact-psychologically, strategically, and financially-enabling you to create demand for your products and services, protect your core business, and close more sales. He offers all of the tools you need to stop being a salesperson and become a businessperson who sells: · A simple, analytical matrix for illuminating customer strategies · A first-call methodology that will have every contact offering up the information that you need to make the sale · An adaptable template for generating recommendations that are perfectly aligned with customer strategic needs With these tools, you'll be closing more and bigger deals-and helping your customers succeed, too.

About this title

About the Author:

Marc Miller is the CEO of Sogistics, a privately held sales force transformation firm, and is a keynote speaker on mastering the complex sale. He is the author of Selling is Dead.

Review:

'This book is packed with big insights; Marc has put at least one on every page. Of course, most salespeople are afraid to read a book this powerful, which makes your life even easier.' --Seth Godin, bestselling author of Tribes, Purple Cow, and The Dip

About this edition

• Publisher: Greenleaf Enterprises, Inc.
• Publication date: 2010
• ISBN 10: 1608320847
• ISBN 13: 9781608320844
• Binding: Paperback
• Number of pages: 186