 Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth
ISBN: 978-0-471-72111-6
Hardcover
320 pages
June 2005
US $27.95
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Acknowledgments.
Part I: Building Your New Growth Engine.
Is Selling Dead?
1. Customer Abundance.
2. Yesterday’s Most Complete Buyer Psychology Model.
3. Diverging from Tradition: Understanding How Organizations Buy Your High-Risk Innovations.
4. From Entry to Closure: Models and Frameworks for Creating and Managing New Selling Opportunities.
Part II: Igniting Your Growth Engine.
5. FOCAS: The Language of a Businessperson Who Sells.
6. Bridging the Divide.
7. Navigating the Final Stages to a Consensus “Yes”.
8. The REAP Strategy for Harvesting Active Needs.
Part III: Sustaining Your Growth Engine.
9. For Chief Growth Officers Only: Tying Your Framework Together.
Epilogue: Selecting Talent to Execute Your Large Sale Framework, Lisa Banach, Director of Assessment Services, Sogistics.
Resources.
Index.
