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Sales effectiveness is a choice, starting with a clear understanding of what problem(s) you are actually trying to solve?
While salespeople everywhere are desperately trying to develop business within their target accounts, decision makers are no longer willing to spend time with every salesperson who comes calling.
Teaching people “how to sell” should no longer be the goal. Instead, learning how to create new opportunities and effectively manage the pipeline given the headwinds of increased customer skepticism and stiffer competition has become the baseline for which sales organizations will be judged moving forward.
Fortunately, it is possible to reverse this trend…where salespeople can be perceived as thought-leaders, as opposed to just another cold-caller. That requires a proactive effort on the salesperson’s part, however.
In The New Era of Salesmanship, Tom Freese builds on the core concepts first introduced in the QBS methodology, enabling readers to sidestep many of the risks salespeople now face in today’s rapidly evolving business environment.
Furthermore, learning how to foster internal champions who will reinforce your messaging and advocate for your proposed solutions, enables the proactive salesperson to leverage an ‘extended sales force’ that creates an ‘unfair’ competitive advantage.
Table of Contents
Chapter 1: Surviving the Current Business Climate
Chapter 2: Building High Performance Sales Teams
Chapter 3: “Culturalizing” the QBS Methodology
Chapter 4: The Effectiveness Triad™
Chapter 5: Someone has to “Pedal the Bike”
Chapter 6: Solving Problems vs. Providing Solutions
Chapter 7: The Paradox of Value
Chapter 8: Functional Equivalence is Your Enemy
Chapter 9: The Convergence of Sales & Marketing
Chapter 10: Ask and You Shall Receive
Chapter 11: QBS Escalation Strategies
Chapter 12: Leveraging Your Extended Sales Force
If you are willing to step outside the box of traditional sales thinking, you will discover significant upside with regard to enhancing your own sales effectiveness, as well as the performance of your entire sales team. Positive change is eminent and there is no time to waste. A new era of salesmanship has definitely begun!
Have I succeeded in changing the traditional mindset of individual sales teams, or across the broader organization? The answer to that question will likely reveal itself shortly after you finish reading this book. If your pipeline expands and your sales begin to skyrocket, then we will have both accomplished our objectives! —Thomas A. Freese
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