About this Sales Book:
Even if you're gaining access to top decision makers in large companies, your downfall can be rooted in your misguided strategy. Complex selling is not complex, if you know the keys to building a comprehensive and systematic approach to the sales process - one that's based on serving the personal needs of every person involved in the buying process.
Read Sales Strategy From The Inside Out to learn how to leverage resources, ask the right questions and earn the trust of all "buying influencers" in the company.
"Sparks brings clarity to large account selling. This book destroys the myth that if you just get to the ultimate decision maker, the sale is made." Robert C. Bowen, Chairman & CEO, Scientific Learning Corp.
Key Concepts:
Sales Strategy From The Inside Out, a new book in author Duane Sparks' arsenal of sales training guidebooks, focuses on eliminating the complexity of large account B2B selling by teaching that the sales process has little to do with a salesperson's charisma or their ability to present.
A "complex" sale in a business-to-business environment has more steps and more players than a simple person-to-person transaction, but you don't need a whole new set of principles or techniques to gain commitment at each step.
When it comes to strategy, what most salespeople lack is a comprehensive process - a system - that provides a reliable way to 1) gather information, 2) uncover buyer's and personal needs in a way that builds trust, 3) use the information to determine the next logical step and 4) use the trust to gain each buyer's commitment to take that step.
Based on Sparks' own sales training program that has improved performance for more than 350,000 successful salespeople, Sales Strategy From The Inside Out is a must-read for any salesperson attempting to win large account business.
Overview:
Sales Strategy From The Inside Out is an easy-to-read sales training book in story format that will help you navigate the murky waters of complex selling.
The Story:
Meet Nancy, Victor and Stan. They have different levels of buying authority at Amstand Corp., but they're all strangely attracted to some salespeople from a company called GoTeam. Why? In their own voices, each tries to explain. But what the buyers don't know are the secrets behind this powerful attraction. So meet the sellers - Carrie, Ron and Darrel - who reveal how a system called Action Selling makes "complex" sales a lot less complicated.
After reading Sales Strategy From The Inside Out, you'll discover the secrets to building a winning sales strategy and turning your customers into allies. You'll also learn how to easily plot a course through any type of sales deal, regardless of the complexity or number of decision makers, by developing a clear vision of how to appeal to the motives of every buying influencer within a company. Written in a creative style, this book is a fun way to learn how complex sales really work.
Testimonials:
"Three buyers, three sellers, each holding a piece of the sales process. What a great teaching concept!"
- Karen Borre, Organizational Development Manager, MTS Systems Corp.
"This book has been a life changer for many of our salespeople."
- Alan Brown, Sales Manager, Americas, Sundyne Corp.
"A wonderful read for any salesperson who wants to be successful."
- Mark Dennis, VP Sales and Marketing, Veolia Environmental Services
"I want to work for Goteam. No, I want to make our team function like theirs does!"
- David L. Winkler ASCP, Training Coordinator, Cenex Harvest States
"Sales Strategy From The Inside Out", reflects the 'inner' drama that the "Acts" inherent in the Action Selling system is structured to identify and govern."
- Rick Roque, National Management, Business Development, Point, PDS, Webcaster
In his more than 30 year career, Sparks has played a key role in building every sales organization he's worked for. He developed Action Selling while owner of one of the largest computer marketers in the United States. Even in the roaring computer business of the 1980s, his company grew six times faster than the industry norm, differentiating itself not by the products offered but by how his salespeople sold them. He founded The Sales Board in 1990 to teach the skills of Action Selling to others. Sparks personally facilitated more than 300 Action Selling training sessions and continues to engage in the business and art of the strategic sales process.
Sparks is author of five sales books. Most recently, he released his fifth book in the Action Selling Book Series: "Sales Strategy From the Inside Out: How Complex Selling Really Works." Additionally, The Sales Board launched Strategic Action Selling Plus, which has brought the Action Selling sales system to the next level, focusing on strategic planning and sales strategy in highly complex selling environments.
All Books:
The Action Selling Sales Books teach salespeople how and when to use the critical selling skills that have the greatest impact on gaining customer commitment. Each book expounds in a deeper way how and when each selling skill is used within the Action Selling Process and why they are so effective at maximizing sales productivity. The Action Selling process paired with Sparks' unique story format allows the reader to get inside the thought process that occurs with both the buyer and seller.
Click on a book image above for further detail.
Action Selling is a tool to manage your entire sales force.
Podcast Discussion: Sales Strategy
In his more than 30 year career, Sparks has played a key role in building every sales organization he's worked for. He developed Action Selling while owner of one of the largest computer marketers in the United States. Even in the roaring computer business of the 1980s, his company grew six times faster than the industry norm, differentiating itself not by the products offered but by how his salespeople sold them. He founded The Sales Board in 1990 to teach the skills of Action Selling to others. Sparks personally facilitated more than 300 Action Selling training sessions and continues to engage in the business and art of the strategic sales process.
