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by Timothy T. Sullivan, Keith M. Eades
The Collaborative Sale: Solution Selling in a Buyer Driven World
Cover Page
Title Page
Copyright
Dedication
Contents
Foreword Dave Stein
Preface
Acknowledgments
Definitions
Part I: Foundations of the Collaborative Sale
Chapter 1: “The Story” and What's behind The Collaborative Sale
The Collaborative Sale
What Is Sales Collaboration?
Chapter 2: Solution Selling Meets the New Buyer
The Emergence of the New Buyer—Buyer 2.0
The Effect of Information Access on Buyer 2.0 Behavior
The Millennials Are Coming
The Effect of Economic Uncertainty on Buyer 2.0 Behavior
Buyer 2.0 versus Buyer 1.0
Adapting to the Buyer 2.0 Paradigm
The Relevancy of Solution Selling and the Evolution of the Collaborative Sale
The Story (Continued)
Chapter 3: What the New Buyers Expect: Situational Fluency
Seller Agility
Situational Fluency
Components of Situational Fluency
Hiring for Situational Fluency
Developing Situational Fluency
Technology's Role in Situational Fluency
Part II: Three Personae of the Collaborative Sale
Chapter 5: The Visualizer Persona
What Is a Visualizer?
Buyer States and Strength of Vision
Visualizer Conversations
Embracing the Visualizer Persona
The Story (Continued)
Chapter 6: The Value Driver Persona
Focusing on Value
What Is the Value Driver Persona?
Using a Collaboration Plan—A Buyer Alignment and Risk Mitigation Strategy
The Myth of Control
Create an Online Collaboration Site
Collaborating to Close
Enabling the Value Driver Persona
The Story (Continued)
Part III: Making the Collaborative Sale a Reality
Chapter 7: Establishing a Dynamic Sales Process
Buyer-Aligned Sales Process
Dynamic Sales Process
Automating Dynamic Sales Processes
Expanding the View of Sales Process
Sales Process Enables Management and Marketing
Chapter 8: Coaching the Collaborative Sale
Sales Management Cadence
Motivation
Chapter 9: Implementing the Collaborative Sale
Right Process: Buyer-Aligned Learning and Development
Right People: Talent Assessment and Analytics
Right Tools: Focused Enablement
Committing to Success—Individually and Organizationally
Epilogue
Afterword
Appendix
Essential Competencies for The Collaborative Sale
Additional Collaborative Selling Tools
Contributors
Keith M. Eades
Timothy T. Sullivan
Robert Kear
James N. “Jimmy” Touchstone
Dave Christofaro
Kenneth Cross
Tamela M. Rich
Index
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