Book #6: SalesForce 2020


Welcome to the Next Generation of Sales Enablement…


WARNING: Salespeople and sales managers will love this book, but
old school sales trainers are going to hate me for having written it.



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SalesForce 2020 has taken the QBS Methodology to the next level, as it’s the only book of its kind. It is a book about the future (of selling). While hindsight may indeed be 20/20, many of the old school sales tactics that have been touted for decades no longer make sense as we rapidly approach the year 2020.

Might it be time for an upgrade?

There’s a reason top performing salespeople continue to 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 process is no longer a differentiator. Each of your competitors has a sales process in place already, and their process is likely very similar (if not identical) to yours.

Sellers today are hungry for strategies and 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that can give them an ‘unfair’ advantage in their respective markets, rather than reverting back to much of the outdated logic that has plagued traditional sales approaches for the last 40 years.

Is this book an indictment of old school methods? In a word—Yes. It’s also a proven roadmap for showing salespeople and organizations how they can differentiate themselves moving forward.

SalesForce 2020 is a must-read for anyone responsible for individual sales territories, developing marketing strategies, or managing entire sales teams. Enjoy!

“What separates top performers from their struggling counterparts? The answer to this question will forever change the way you deal with customers. It will also change the way customers choose to deal with you.”

—Thomas A. Freese

Table of Contents

About the Author

Foreword: What Sales Teams Can Learn from Navy SEALs

Introduction: Hindsight May Be 20/20, but. . .

Chapter 1: A Culture Shift Has Occurred in Sales

Chapter 2: Top 10 Fallacies of the Old School

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 Sales

Epilogue - For Sales Leaders Only

Acknowledgements


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Contact Information

Question Based Selling is delivered in two and three-day customized sales training programs. QBS certified trainers use a comprehensive 104 page workbook to facilitate a highly interactive, content-rich training experience. It’s no longer enough to indict the status quo, however. That’s what makes QBS so effective, as our goal is teaching salespeople and sales teams how to gain an ‘unfair’ advantage moving forward.

To further explore or schedule a customized QBS training event, or if you would like more information about training materials, audio programs, performance coaching, or licensing, please contact us directly at:

QBS Research, Inc.
Ofc:(770) 840-7640
Fax: (770) 840-7642
email: info@QBSresearch.com
website: www.QBSresearch.com