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Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth
by: Marc Miller, Jason Sinkovitz
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0471721115 9780471721116 9780471742159

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Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth
By Marc Miller, Jason Sinkovitz

Publisher: Wiley Number Of Pages: 320 Publication Date: 2005-06-22 ISBN-10 / ASIN: 0471721115 ISBN-13 / EAN: 9780471721116 Binding: Hardcover

Product Description: A manifesto for reinventing the sales function Selling Is Dead argues that selling teams and growth-motivated organizations must change to remain competitive. It presents a new selling framework based on research that indicates that buyer behavior can be modeled and that large sales and small sales are fundamentally different. This new framework provides salespeople with a practical structure for giving buyers significantly more value for their dollar-value well beyond the products and services being sold. Rather than focusing on one selling model, regardless of the type of sale, this book offers four different types of large sales and presents specific strategies for succeeding at each. Many sales organizations are systematically mismanaging their selling opportunities and failing to optimize their markets. Through effective selling models, illustrative case studies and examples, and real-world anecdotes, Selling Is Dead brings strategy and efficiency to sales-and shows every sales-based business how to reap the rewards.

Summary: If your product/service is not mission critical -- buy this book Rating: 5 This is THE best book I've ever read (and I have shelves full of them) on the sales process as it applies to products and services which fall outside of being mission

library.nu/…/Selling is Dead%3A Moving Beyond Traditional Sales Roles and Practices to Revitalize Gr…

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literally." The authors rightly give credit to Neil Rackham for his prior contributions in "SPIN Selling. It seems to take more time than may be necessary to describe the differences between continuous and discontinuous sales. If selling isn't exactly dead. on the other hand.nu This is THE best book I've ever read (and I have shelves full of them) on the sales process as it applies to products and services which fall outside of being mission critical to the buying organization." they say. in part. The authors refer to empirical research they say they've done. Solution). Anchor Questions and Solution Questions. They are so new that no budgets are set for them and decision processes are not in place to evaluate them. Having done so. With dedication and imagination. Of course selling isn't dead. did not previously exist in their target market. and 2)To develop sales people into 'business people who sell'. The cost of sales people has risen much higher than their productivity.by which I mean it is a nice to have but the buying organization doesn't absolutely have to have it in some form to continue doing business this is a must have book. like Rackham's SPIN. While it's clear the authors would also be happy to provide their consulting and training services. But I do admit that selling has changed a lot over the years.so I am yet to see if it works well. Miller concisely illustrated practical steps (along with some good case studies) to make them happen. The book also seems to spend excessive energy in explaining the need to sell each type of solution differently. Even so. Unfortunately.people like it. Continuous products are already well known in their marketplace. If your offering falls in to the elective category . It offers readers a disciplined framework in selling. I have found help in making this my primary sales process resource and in making the "Advanced Selling" podcast my primary personal motivation resource." The authors' answer. The purpose of these questions is to help the prospect recognize his or her latent needs. organizations must turn to innovation for growth and survival. it's broken. They may already have set a budget and established a selection process to acquire them. the book cites examples that tend to be skewed toward sales of technical solutions and especially of information technology. It does not invite you to visit the authors' web site to learn how much you can pay for the really useful stuff they've maddeningly withheld from the book you bought for $30. It is especially valuable for companies that sell innovative solutions. Some level of demand already exists for them." "Major Account Sales Strategy" and other ground-breaking work. but they provide no details on methodology or results. For sales of continuous products. the authors say. They then build beyond Rackham's work to distinguish between appropriate selling behavior for what they call "continuous" and "discontinuous" products. and contradicts a lot of old style selling techniques. For sales of discontinuous solutions. It is more oriented toward helping buyers choose which of several alternate products they prefer in a category they already know and understand. but I find many sales organizations overlook them or may find them challenging to be executed successfully. once a company's core business has matured and the market for those commoditized offerings has become saturated. The authors describe FOCAS questions very briefly. This field is full of books that are little more than thinly disguised. Because of its focus on selling innovative solutions. stands for different kinds of questions: Fact Questions. existing applications.library. library. it's pretty heavy reading. Such products represent the greatest selling challenge and also the greatest profit opportunity. Anchor. Summary: Strong Contribution to Effectiveness in Complex Sales Rating: 5 "Selling is Dead" is one of 10 best books on sales effectiveness published in the United States in the past 20 years. high-priced sales-promotion vehicles whose primary objective is to build the authors' consulting business. this volume is a quality stand-alone effort from a quality publisher (John Wiley). But the book also carries useful advice for selling less innovative products and services. Miller elaborated a new systematic questioning process called 'FOCAS' (Fact. Only then is a sale possible. Taking Rackham's 'SPIN' process to a new level. Objective. the book is well worth reading multiple times. which I also find to be pragmatic for enterprise-level sales situation. The real challenge in selling is selling innovation. The book contains a few copy-editing errors and oversights.nu/…/Selling is Dead%3A Moving Beyond Traditional Sales Roles and Practices to Revitalize Gr… 2/3 . Summary: Selling is Dead Rating: 4 As with Spin Selling (Neil Rackham). These two points may seem to be common sense. There are two key points of the framework that I cannot agree more: 1)To plan sales activities from prospects' point of view & decision making process. If you've been in elective style sales such as much of the software world you will find that this book helps you think more systematically. As good as the book is. If a company has to have some form of what you sell even though they don't have to have your's this book would be of some value. They are highly differentiated. the authors propose a significantly different sales behavior. The challenge for the seller is to help people recognize that they need them enough to outweigh the cost and perceived risks of buying them. But it's changing in major ways. "Sales teams rarely falter when selling commodities because buyers see commodities as safe. Sales teams are underperforming because they are ineffective. When you overlay the ideas in "Selling is Dead" onto the step-by-step question-generation process in Rackham's "SPIN Selling Field Guide. Discontinuous products." you can start improving your sales effectiveness almost immediately. "However.00. s/he can overcome innate resistance to change and aversion to risk. The acronym. you can begin right away applying the principles they teach. Many customers are familiar with such products and are likely to know when they need them. think it would helpful. Nor do they give enough guidance on how to use FOCAS questions in everyday selling situations. and they provide no advice on how to develop or refine them. they command premium prices. Concern Questions. there is powerful evidence that the transition of sales teams from selling commodities to selling innovative new platforms is difficult and fraught with failure. Concern. Most prospects have no idea they need them. If you are a student of sales you will welcome this addition to your library. The writing style is a bit stiff to the point of being slightly academic at points but this is a reflection of the process which has yielded their step by step methodology.10/4/11 Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth . the authors propose that sellers use a structured questioning process the authors call FOCAS. and it could be worthwhile advice ! Summary: Provocative & Practical For Enterprise-level Selling Rating: 5 'Selling is Dead' offers insightful & provocative perspectives for sales organizations to capitalize on large selling opportunities. Because they are not subject to direct competition. It makes a strong contribution to sales effectiveness for sales reps and sales managers who are involved in complex sales in major accounts. The authors say the main reason is that sellers are generally unable to cope with the quickening pace of innovation. comfortable. it could be better in some areas. is to develop sales people into "business people who sell. has a wow factor . Objective Questions.

..that selling." you can start improving your sales effectiveness almost immediately.2r177) library. The authors not only explain the theory behind the work. gimmicky) sense. at least in the traditional (pushy. and different questioning strategies for the different types of sales offerings.couldn't agree more Rating: 5 This book reiterates what I've long thought .nu question-generation process in Rackham's "SPIN Selling Field Guide.nu (v1. For anyone who A) realizes that selling is dead and wants to take advantage of a better way to exchange offerings or who B) doesn't realize that selling is dead and can't understand why the old tricks aren't working.library. is completely outmoded for today's much more complicated exchanges between buyers and sellers. and enjoy the humor between the theory! report this document to our librarians and help the site improve! found a mistake in this entry? wrong title / description / author(s) etc. The title caught my eye and I found that Selling is Dead addressed the issue of growing complexity (especially when dealing with innovative sales offerings) in a useful and very applicable way. Summary: Selling is Dead .nu/…/Selling is Dead%3A Moving Beyond Traditional Sales Roles and Practices to Revitalize Gr… 3/3 . Great read. but also provide plenty of case studies to illustrate. ? fake file not matching description? can provide more detail such as better metadata or a thumbnail image? this document is attached to a wrong category? [ send a report ] page generated @ 2011-10-04 00:25 in 0.contact © 2011 library.10/4/11 Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth .02s privacy .

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