Welcome to the Next Generation of Sales Enablement…
old school sales trainers are going to hate me for having written it.
Have you noticed that the overall business environment has changed dramatically over the years, yet the world of sales training has remained surprisingly stagnant? That’s about to change in a BIG way with the release of Tom Freese’s latest and most comprehensive addition to the QBS books series.
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SalesForce 2020 is the only book of its kind. It’s a book about the future. While hindsight may be 20/20, it has become increasingly clear that many of the older-school selling tactics that have been accepted and touted for decades no longer make sense as we rapidly approach the year 2020.
This raises two important questions that sellers in every industry must consider:
1.) “Do you want to continue to struggle with what “used to work” in days gone by, or would you rather focus on what’s going to give you the greatest selling advantages moving forward?”
2.) Might it be time for an overhaul, or to at least upgrade your current approach?”
There’s a reason why top performing salespeople excel, while those who are struggling continue to struggle…even though they are all following the same basic sales process. It’s because just identifying the steps of the sales process is no longer a differentiator. All of your competitors have a sales process in place too, and theirs is probably very similar (if not identical) to yours.
Today, salespeople and managers are hungry for specific sales strategies and selling techniques that can give them an ‘unfair’ advantage in their respective markets, rather than reverting back to much of the outdated logic that has plagued traditional sales approaches for the last 30+ years.
SalesForce 2020 is a must read for anyone engaged in today’s rapidly changing sales environment. The book flows like you’re having a one-on-one conversation with Tom. Definitely a break-through in how to execute more effectively moving forward!
—Richard Brock, CEO
Is this book an indictment of old-school sales methods? In a word—Yes. It’s also a road map to show sellers how to gain a proven and differentiable advantage moving forward. Enjoy!
Table of Contents
About the Author
Foreword: What Sales Teams Can Learn from Navy SEALs
Introduction: Hindsight May Be 20/20, but the Future of Sales Effectiveness is Also…
Chapter 1: A Culture Shift Has Occurred in Sales
Chapter 2: Top 10 Fallacies of Old School Selling
Chapter 3: Sales Managers and Coaches, Rise Up!
Chapter 4: What Do Salespeople Really Sell?
Chapter 5: Are Your Marketing Efforts Helping or Hurting?
Chapter 6: Competitive Positioning & Cost Justification
Chapter 7: Uncovering Needs vs. Needs Development
Chapter 8: It’s Not What You Say, It’s What They Hear
Chapter 9: RFPs: Friend or Foe?
Chapter 10: The Lost Art of Closing Deals
Chapter 11: A New World Order in Selling
Epilogue – For Sales Managers Only
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