{"product_id":"book-btwk","title":"Beyond the Sales Process","description":"\u003cp\u003eThe average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eFeaturing instructional case studies from companies including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, \u003ci\u003eBeyond the Sales Process\u003c\/i\u003e reveals 12 essential strategies, including:\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eResearch your customer\u003c\/li\u003e\n\u003cli\u003eBuild a vision with them for their own success\u003c\/li\u003e\n\u003cli\u003eUnderstand your customers’ drivers, objectives, and challenges\u003c\/li\u003e\n\u003cli\u003eEffectively position and differentiate\u003c\/li\u003e\n\u003cli\u003eCreate and realize value together\u003c\/li\u003e\n\u003cli\u003eLeverage your results to forge lasting—and mutually beneficial—relationships\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eReinforced by research from Aberdeen Group, SAMA, ITSMA, and other experts, this book will help you to grow with your customers—and take your sales performance to a whole new level.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e","brand":"Brilliance Audio","offers":[{"title":"Audiobook","offer_id":49386138042672,"sku":"BDbtwk","price":35.99,"currency_code":"USD","in_stock":true},{"title":"Audio CD [10]","offer_id":49386138075440,"sku":"10btwk","price":29.99,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0879\/2784\/9264\/files\/btwk-Square-cover.jpg?v=1773819255","url":"https:\/\/downpour.com\/products\/book-btwk","provider":"Downpour","version":"1.0","type":"link"}