Buying has changed dramatically over the past 10 years, but sales hasn’t kept up.
It took Steve Andersen and Dave Stein two years to write Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World. By going inside industry-leading companies and interviewing some of their most successful salespeople and account managers – and their customers, the authors offer a proven approach that spans the entire customer relationship… before, during, and after the sale.
Today’s customers value relationships based on transparency, credibility, authenticity, and trust, and their feedback provides a compelling case for stronger alignment, collaboration, innovation, and mutual value creation in this exciting new era of customer engagement.
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