Description

Mastering Consultative Selling and Sales Leadership in the Digital Age

Today's selling environment brings new complexities. Customer behaviors rapidly evolve. Buying committees proliferate. Sales cycles lengthen. Building loyal customer relationships now takes priority over transactions. Leading high-performing sales teams in this landscape requires fresh strategies and competencies.

This definitive guide equips you with the critical knowledge and contemporary best practices to elevate your sales leadership. You'll gain actionable insights to help your team thrive amidst the forces transforming selling — from digital disruption to new competitive landscapes. Core foundations in consultative selling, sales operations, and team leadership will optimize your sales strategy, processes, and organizational structures for the future.

Inside you'll discover:

Proven approaches to consultative selling that build trust and consensus Frameworks to map and analyze modern, dynamic B2B buying journeys Models to design an aligned sales process that guides buyers to close Techniques to build a customer-focused vision across your sales organization Solutions to optimize sales team structures, compensation, and enablement Real-world examples and case studies from leading sales organizations

With this guide, you will:

Master consultative selling fundamentals from profiling to negotiating Decode evolving B2B buying committees, cycles, and digital behaviors Tailor sales interactions and messaging to sync with buyer journeys Assess sales capabilities and chart the path to high performance Lead winning sales team strategies for the future of selling

If you seek the knowledge and capabilities to transform your sales leadership, this book provides the comprehensive playbook. Now is the time to prepare your team for the customer-first era.

Embark today on the journey to sales leadership mastery in the digital age.