Presents a four-pillared approach that defines a world-class sales force strategy: how to understand the customer, how to create value for the customer, how to communicate effectively and how to manage opportunities. The increase in the speed of information combined with the rise in global competitiveness pose significant challenges to sellers, sales managers, and sales strategy. The Mind of the Customer offers a roadmap for the future of sales success.
Why read “The Mind of the Customer?” If you are looking for an in-depth, strategic approach to understanding how to sell and manage sellers in a more sophisticated sales environment, this book would be invaluable. This is not a book for new sellers or for someone looking for simple sales techniques.