Sales Transformation
£6.80
If buyers change how they buy, then sellers must also change how they sell.
Change is no longer coming – it’s here, and Sales Transformation is the only answer.
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This book has one purpose: to create a point in time snapshot of all known factors currently impacting vendor sales teams.
WHO SHOULD READ THIS BOOK:
Transform Sales provides insight into current buyer behaviour, evolving customer requirements and the factors that ultimately drive buyer behaviour. The research contained herein is highly relevant, and vitally important to almost every established vendor of technology products and services.
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Additional information
| Publisher | Lulu.com (3 Nov. 2015) |
|---|---|
| Language | English |
| File size | 2630 KB |
| Text-to-Speech | Enabled |
| Screen Reader | Supported |
| Enhanced typesetting | Enabled |
| X-Ray | Not Enabled |
| Word Wise | Enabled |
| Sticky notes | On Kindle Scribe |
| Print length | 143 pages |
by Kevin Thiele
I have been working as a sales rep for a variety of hardware and software vendors over the past 20 years. It has become increasingly evident that, since the disruptive advent of the internet, the process of selling has changed. Customers now typically begin their research independently and only engage the vendor when they are more than half way through the buying process.
In this groundbreaking book Graham Hawkins explains clearly what this means for the technology sales professional.
This is a short, punchy read and genuinely interesting. My only gripe would be that it is more focused on explaining the problem than providing a solution. I am sure this will be addressed in the author’s next book which I am eagerly awaiting.
by Mr. Owen Ashby
This is an incredibly timely and useful book for anyone involved in B2B Sales or Marketing. It’s crystal clear that the author is speaking from extensive “coal-face” experience (I recognise all that he references from my own experience in the same sector). The book is well researched, extremely well written and easy to read and reference. No matter how much time you’ve spent in sales or marketing in the B2B sector, there is something new to learn from Graham Hawkins’ perspective on the current buyer-centric landscape. I recommend you read this with a highlighter in your hand – you will need it. In short, it’s a current, relevant and highly valuable guide that I will refer to often.
by @Timothy_Hughes
If you are in Enterprise IT Sales you should read this book. It talks about the changes that have taken place through the changes in the way buyers purchase IT, is discusses the move from On Premises software to the world of cloud / SaaS and it also discusses how major companies are reacting to this. Of course, us sales people need to change the way we work to stay ahead. This book explains how.