CONTENTS
Part I FOUNDATIONS OF THE COLLABORATIVE SALE
1 “The Story” and What's behind The Collaborative Sale
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 Effect of Economic Uncertainty on Buyer 2.0 Behavior
Adapting to the Buyer 2.0 Paradigm
The Relevancy of Solution Selling and the Evolution of the Collaborative Sale
3 What the New Buyers Expect: 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
Micro-Marketers Demonstrate Situational Fluency—With Constraint
Micro-Marketers Create Their Own Personal Brand
Planning and Executing a Micro-Marketer Strategy
Enabling the Micro-Marketer Persona
Buyer States and Strength of Vision
Embracing the Visualizer Persona
What Is the Value Driver Persona?
Using a Collaboration Plan—A Buyer Alignment and Risk Mitigation Strategy
Create an Online Collaboration Site
Enabling the Value Driver Persona
Part III MAKING THE COLLABORATIVE SALE A REALITY
7 Establishing a Dynamic Sales Process
Automating Dynamic Sales Processes
Expanding the View of Sales Process
Sales Process Enables Management and Marketing
8 Coaching the Collaborative Sale
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
Essential Competencies for The Collaborative Sale