The Innovative Seller: Keeping Pace in an AI and Customer-Centric World
Gespeichert in:
| Beteilige Person: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | Englisch |
| Veröffentlicht: |
Newark
John Wiley & Sons, Incorporated
2024
|
| Ausgabe: | 1st ed |
| Links: | https://ebookcentral.proquest.com/lib/hwr/detail.action?docID=31246932 |
| Beschreibung: | Description based on publisher supplied metadata and other sources |
| Umfang: | 1 Online-Ressource (226 Seiten) |
| ISBN: | 9781394180257 |
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| 245 | 1 | 0 | |a The Innovative Seller |b Keeping Pace in an AI and Customer-Centric World |
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| 264 | 1 | |a Newark |b John Wiley & Sons, Incorporated |c 2024 | |
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| 505 | 8 | |a Cover -- Title Page -- Copyright Page -- Contents -- Acknowledgments -- About the Author -- Chapter 1 Innovation Isn't Hard, Breaking Old Habits Is -- Moving at Light Speed -- Customers Are More Savvy -- Business-to-Business Sales Today -- Making B2B Sales Innovative -- Key Takeaways -- Further Reading -- Chapter 2 Introducing the 4 Cs of Modern Sales Transformation -- The 4 Cs of Innovative Selling -- Principle One: Commitment to Technology and AI Proficiency -- Principle Two: Current Go-to-Market Strategy -- Principle Three: Customized Sales Journey -- Principle Four: Consistent Performance Optimization -- Summary -- Key Takeaways -- Further Reading -- Chapter 3 The First C: Commitment to Technology and AI Proficiency: People, Process, and Technology -- Knowledge Is Power -- Removing the Technology Stigma -- Pillar Two of CTAP: How Do We Integrate Sales and Technology with All This History? -- It All Starts with Process First and the Bottleneck in That Process -- Identify the Technology Needed to Solve the Process Challenge and Cross-Functional Action Teams -- Implementation Ends at Power Usage, Not Training -- Pillar Three of CTAP: Building the Habit of Staying Proficient -- Summary -- Key Takeaways -- Further Reading -- Chapter 4 The Second C: Current Outbound and GTM Strategy: Pillars 1 and 2 -- LinkedIn Is Going to Be Big -- Pillar 1: Sales and Marketing Integration -- Pillar 2: Measuring Outcomes Over Activity -- Summary -- Key Takeaways -- Further Reading -- Chapter 5 The Second C: Current Outbound and GTM Strategy: Pillar 3 -- The Dark History of Sales-Engagement Platforms -- How to Build a Scalable Personalization Engine -- Mindset -- Buyer Personas -- Technology -- Summary -- Key Takeaways -- Further Reading -- Chapter 6 The Third C: Customized Sales Experience -- Pillar One: Mapping Your Customer Journey and Experience | |
| 505 | 8 | |a Consider the Customer -- Example Customer Journey Exercise -- Summary -- Key Takeaways -- Further Reading -- Chapter 7 Engineering Your Sales Process for Speed -- Fixing the B2B Buying Process -- Pillar Two: Getting High-Intent People through the Process Faster -- Vetted Customers -- Educated Customers -- Cold Customers -- Build Individual Journeys -- The Individualized Customer Journey -- Example 1: Mike the Digital Marketer (Buyer/Influencer) -- Example 2: Lisa the Digital Marketing Director (Buyer/Influencer) -- Breaking Down the Two Scenarios -- Summary -- Key Takeaways -- Further Reading -- Chapter 8 Mapping Your Sales Experience-the Early Stages -- Good Sales Follows a Process, but Not a Rigid One -- What Makes a Sales Process Successful Today -- The Discovery Stage -- The Initial Evaluation Stage -- Summary -- Key Takeaways -- Further Reading -- Chapter 9 Mapping Your Sales Experience-During the Late Stages -- The Formal Evaluation Stage -- Self-Guiding Is Key -- Consider a Proof of Concept -- The Closing and Onboarding Stage -- Summary -- Key Takeaways -- Further Reading -- Chapter 10 Mapping Your Sales Experience-to Current Customers -- The Initial Adoption Stage -- The Power Usage Stage: The Ultimate Goal -- The Renewal Process: Mastering the 120-Day Renewal Plan -- Summary -- Key Takeaways -- Further Reading -- Chapter 11 The Fourth C: Consistent Performance Optimization -- Pillar One: Measure What Matters Most -- Inbound Lead Metrics -- Outbound Opportunity Metrics -- Sales Experience Metrics -- Client Retention and Growth Metrics -- Pillar Two: Have a Process for Execution -- Example Outbound Optimization Process -- Pillar Three: Moonshots -- Summary -- Key Takeaways -- Further Reading -- Chapter 12 The Future of Sales: Generative AI and the Changing Role of Sales -- What ChatGPT Means for You Now and Tomorrow -- Pipeline Generation | |
| 505 | 8 | |a Closing More Deals -- The Shifting Role of the Salesperson -- The Future of Salespeople in the Loop -- Salespeople as Experts of the Ecosystem -- Wrapping It Up -- Key Takeaways -- Further Reading -- Index -- EULA. | |
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Datensatz im Suchindex
| _version_ | 1818992320676102144 |
|---|---|
| any_adam_object | |
| author | Dunlap, Jake |
| author_facet | Dunlap, Jake |
| author_role | aut |
| author_sort | Dunlap, Jake |
| author_variant | j d jd |
| building | Verbundindex |
| bvnumber | BV049874064 |
| collection | ZDB-30-PQE |
| contents | Cover -- Title Page -- Copyright Page -- Contents -- Acknowledgments -- About the Author -- Chapter 1 Innovation Isn't Hard, Breaking Old Habits Is -- Moving at Light Speed -- Customers Are More Savvy -- Business-to-Business Sales Today -- Making B2B Sales Innovative -- Key Takeaways -- Further Reading -- Chapter 2 Introducing the 4 Cs of Modern Sales Transformation -- The 4 Cs of Innovative Selling -- Principle One: Commitment to Technology and AI Proficiency -- Principle Two: Current Go-to-Market Strategy -- Principle Three: Customized Sales Journey -- Principle Four: Consistent Performance Optimization -- Summary -- Key Takeaways -- Further Reading -- Chapter 3 The First C: Commitment to Technology and AI Proficiency: People, Process, and Technology -- Knowledge Is Power -- Removing the Technology Stigma -- Pillar Two of CTAP: How Do We Integrate Sales and Technology with All This History? -- It All Starts with Process First and the Bottleneck in That Process -- Identify the Technology Needed to Solve the Process Challenge and Cross-Functional Action Teams -- Implementation Ends at Power Usage, Not Training -- Pillar Three of CTAP: Building the Habit of Staying Proficient -- Summary -- Key Takeaways -- Further Reading -- Chapter 4 The Second C: Current Outbound and GTM Strategy: Pillars 1 and 2 -- LinkedIn Is Going to Be Big -- Pillar 1: Sales and Marketing Integration -- Pillar 2: Measuring Outcomes Over Activity -- Summary -- Key Takeaways -- Further Reading -- Chapter 5 The Second C: Current Outbound and GTM Strategy: Pillar 3 -- The Dark History of Sales-Engagement Platforms -- How to Build a Scalable Personalization Engine -- Mindset -- Buyer Personas -- Technology -- Summary -- Key Takeaways -- Further Reading -- Chapter 6 The Third C: Customized Sales Experience -- Pillar One: Mapping Your Customer Journey and Experience Consider the Customer -- Example Customer Journey Exercise -- Summary -- Key Takeaways -- Further Reading -- Chapter 7 Engineering Your Sales Process for Speed -- Fixing the B2B Buying Process -- Pillar Two: Getting High-Intent People through the Process Faster -- Vetted Customers -- Educated Customers -- Cold Customers -- Build Individual Journeys -- The Individualized Customer Journey -- Example 1: Mike the Digital Marketer (Buyer/Influencer) -- Example 2: Lisa the Digital Marketing Director (Buyer/Influencer) -- Breaking Down the Two Scenarios -- Summary -- Key Takeaways -- Further Reading -- Chapter 8 Mapping Your Sales Experience-the Early Stages -- Good Sales Follows a Process, but Not a Rigid One -- What Makes a Sales Process Successful Today -- The Discovery Stage -- The Initial Evaluation Stage -- Summary -- Key Takeaways -- Further Reading -- Chapter 9 Mapping Your Sales Experience-During the Late Stages -- The Formal Evaluation Stage -- Self-Guiding Is Key -- Consider a Proof of Concept -- The Closing and Onboarding Stage -- Summary -- Key Takeaways -- Further Reading -- Chapter 10 Mapping Your Sales Experience-to Current Customers -- The Initial Adoption Stage -- The Power Usage Stage: The Ultimate Goal -- The Renewal Process: Mastering the 120-Day Renewal Plan -- Summary -- Key Takeaways -- Further Reading -- Chapter 11 The Fourth C: Consistent Performance Optimization -- Pillar One: Measure What Matters Most -- Inbound Lead Metrics -- Outbound Opportunity Metrics -- Sales Experience Metrics -- Client Retention and Growth Metrics -- Pillar Two: Have a Process for Execution -- Example Outbound Optimization Process -- Pillar Three: Moonshots -- Summary -- Key Takeaways -- Further Reading -- Chapter 12 The Future of Sales: Generative AI and the Changing Role of Sales -- What ChatGPT Means for You Now and Tomorrow -- Pipeline Generation Closing More Deals -- The Shifting Role of the Salesperson -- The Future of Salespeople in the Loop -- Salespeople as Experts of the Ecosystem -- Wrapping It Up -- Key Takeaways -- Further Reading -- Index -- EULA. |
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| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| edition | 1st ed |
| format | Electronic eBook |
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| id | DE-604.BV049874064 |
| illustrated | Not Illustrated |
| indexdate | 2024-12-20T20:24:17Z |
| institution | BVB |
| isbn | 9781394180257 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-035213522 |
| oclc_num | 1428905030 |
| open_access_boolean | |
| owner | DE-2070s |
| owner_facet | DE-2070s |
| physical | 1 Online-Ressource (226 Seiten) |
| psigel | ZDB-30-PQE ZDB-30-PQE HWR_PDA_PQE |
| publishDate | 2024 |
| publishDateSearch | 2024 |
| publishDateSort | 2024 |
| publisher | John Wiley & Sons, Incorporated |
| record_format | marc |
| spelling | Dunlap, Jake Verfasser aut The Innovative Seller Keeping Pace in an AI and Customer-Centric World 1st ed Newark John Wiley & Sons, Incorporated 2024 ©2024 1 Online-Ressource (226 Seiten) txt rdacontent c rdamedia cr rdacarrier Description based on publisher supplied metadata and other sources Cover -- Title Page -- Copyright Page -- Contents -- Acknowledgments -- About the Author -- Chapter 1 Innovation Isn't Hard, Breaking Old Habits Is -- Moving at Light Speed -- Customers Are More Savvy -- Business-to-Business Sales Today -- Making B2B Sales Innovative -- Key Takeaways -- Further Reading -- Chapter 2 Introducing the 4 Cs of Modern Sales Transformation -- The 4 Cs of Innovative Selling -- Principle One: Commitment to Technology and AI Proficiency -- Principle Two: Current Go-to-Market Strategy -- Principle Three: Customized Sales Journey -- Principle Four: Consistent Performance Optimization -- Summary -- Key Takeaways -- Further Reading -- Chapter 3 The First C: Commitment to Technology and AI Proficiency: People, Process, and Technology -- Knowledge Is Power -- Removing the Technology Stigma -- Pillar Two of CTAP: How Do We Integrate Sales and Technology with All This History? -- It All Starts with Process First and the Bottleneck in That Process -- Identify the Technology Needed to Solve the Process Challenge and Cross-Functional Action Teams -- Implementation Ends at Power Usage, Not Training -- Pillar Three of CTAP: Building the Habit of Staying Proficient -- Summary -- Key Takeaways -- Further Reading -- Chapter 4 The Second C: Current Outbound and GTM Strategy: Pillars 1 and 2 -- LinkedIn Is Going to Be Big -- Pillar 1: Sales and Marketing Integration -- Pillar 2: Measuring Outcomes Over Activity -- Summary -- Key Takeaways -- Further Reading -- Chapter 5 The Second C: Current Outbound and GTM Strategy: Pillar 3 -- The Dark History of Sales-Engagement Platforms -- How to Build a Scalable Personalization Engine -- Mindset -- Buyer Personas -- Technology -- Summary -- Key Takeaways -- Further Reading -- Chapter 6 The Third C: Customized Sales Experience -- Pillar One: Mapping Your Customer Journey and Experience Consider the Customer -- Example Customer Journey Exercise -- Summary -- Key Takeaways -- Further Reading -- Chapter 7 Engineering Your Sales Process for Speed -- Fixing the B2B Buying Process -- Pillar Two: Getting High-Intent People through the Process Faster -- Vetted Customers -- Educated Customers -- Cold Customers -- Build Individual Journeys -- The Individualized Customer Journey -- Example 1: Mike the Digital Marketer (Buyer/Influencer) -- Example 2: Lisa the Digital Marketing Director (Buyer/Influencer) -- Breaking Down the Two Scenarios -- Summary -- Key Takeaways -- Further Reading -- Chapter 8 Mapping Your Sales Experience-the Early Stages -- Good Sales Follows a Process, but Not a Rigid One -- What Makes a Sales Process Successful Today -- The Discovery Stage -- The Initial Evaluation Stage -- Summary -- Key Takeaways -- Further Reading -- Chapter 9 Mapping Your Sales Experience-During the Late Stages -- The Formal Evaluation Stage -- Self-Guiding Is Key -- Consider a Proof of Concept -- The Closing and Onboarding Stage -- Summary -- Key Takeaways -- Further Reading -- Chapter 10 Mapping Your Sales Experience-to Current Customers -- The Initial Adoption Stage -- The Power Usage Stage: The Ultimate Goal -- The Renewal Process: Mastering the 120-Day Renewal Plan -- Summary -- Key Takeaways -- Further Reading -- Chapter 11 The Fourth C: Consistent Performance Optimization -- Pillar One: Measure What Matters Most -- Inbound Lead Metrics -- Outbound Opportunity Metrics -- Sales Experience Metrics -- Client Retention and Growth Metrics -- Pillar Two: Have a Process for Execution -- Example Outbound Optimization Process -- Pillar Three: Moonshots -- Summary -- Key Takeaways -- Further Reading -- Chapter 12 The Future of Sales: Generative AI and the Changing Role of Sales -- What ChatGPT Means for You Now and Tomorrow -- Pipeline Generation Closing More Deals -- The Shifting Role of the Salesperson -- The Future of Salespeople in the Loop -- Salespeople as Experts of the Ecosystem -- Wrapping It Up -- Key Takeaways -- Further Reading -- Index -- EULA. Erscheint auch als Druck-Ausgabe Dunlap, Jake The Innovative Seller Newark : John Wiley & Sons, Incorporated,c2024 9781394180240 |
| spellingShingle | Dunlap, Jake The Innovative Seller Keeping Pace in an AI and Customer-Centric World Cover -- Title Page -- Copyright Page -- Contents -- Acknowledgments -- About the Author -- Chapter 1 Innovation Isn't Hard, Breaking Old Habits Is -- Moving at Light Speed -- Customers Are More Savvy -- Business-to-Business Sales Today -- Making B2B Sales Innovative -- Key Takeaways -- Further Reading -- Chapter 2 Introducing the 4 Cs of Modern Sales Transformation -- The 4 Cs of Innovative Selling -- Principle One: Commitment to Technology and AI Proficiency -- Principle Two: Current Go-to-Market Strategy -- Principle Three: Customized Sales Journey -- Principle Four: Consistent Performance Optimization -- Summary -- Key Takeaways -- Further Reading -- Chapter 3 The First C: Commitment to Technology and AI Proficiency: People, Process, and Technology -- Knowledge Is Power -- Removing the Technology Stigma -- Pillar Two of CTAP: How Do We Integrate Sales and Technology with All This History? -- It All Starts with Process First and the Bottleneck in That Process -- Identify the Technology Needed to Solve the Process Challenge and Cross-Functional Action Teams -- Implementation Ends at Power Usage, Not Training -- Pillar Three of CTAP: Building the Habit of Staying Proficient -- Summary -- Key Takeaways -- Further Reading -- Chapter 4 The Second C: Current Outbound and GTM Strategy: Pillars 1 and 2 -- LinkedIn Is Going to Be Big -- Pillar 1: Sales and Marketing Integration -- Pillar 2: Measuring Outcomes Over Activity -- Summary -- Key Takeaways -- Further Reading -- Chapter 5 The Second C: Current Outbound and GTM Strategy: Pillar 3 -- The Dark History of Sales-Engagement Platforms -- How to Build a Scalable Personalization Engine -- Mindset -- Buyer Personas -- Technology -- Summary -- Key Takeaways -- Further Reading -- Chapter 6 The Third C: Customized Sales Experience -- Pillar One: Mapping Your Customer Journey and Experience Consider the Customer -- Example Customer Journey Exercise -- Summary -- Key Takeaways -- Further Reading -- Chapter 7 Engineering Your Sales Process for Speed -- Fixing the B2B Buying Process -- Pillar Two: Getting High-Intent People through the Process Faster -- Vetted Customers -- Educated Customers -- Cold Customers -- Build Individual Journeys -- The Individualized Customer Journey -- Example 1: Mike the Digital Marketer (Buyer/Influencer) -- Example 2: Lisa the Digital Marketing Director (Buyer/Influencer) -- Breaking Down the Two Scenarios -- Summary -- Key Takeaways -- Further Reading -- Chapter 8 Mapping Your Sales Experience-the Early Stages -- Good Sales Follows a Process, but Not a Rigid One -- What Makes a Sales Process Successful Today -- The Discovery Stage -- The Initial Evaluation Stage -- Summary -- Key Takeaways -- Further Reading -- Chapter 9 Mapping Your Sales Experience-During the Late Stages -- The Formal Evaluation Stage -- Self-Guiding Is Key -- Consider a Proof of Concept -- The Closing and Onboarding Stage -- Summary -- Key Takeaways -- Further Reading -- Chapter 10 Mapping Your Sales Experience-to Current Customers -- The Initial Adoption Stage -- The Power Usage Stage: The Ultimate Goal -- The Renewal Process: Mastering the 120-Day Renewal Plan -- Summary -- Key Takeaways -- Further Reading -- Chapter 11 The Fourth C: Consistent Performance Optimization -- Pillar One: Measure What Matters Most -- Inbound Lead Metrics -- Outbound Opportunity Metrics -- Sales Experience Metrics -- Client Retention and Growth Metrics -- Pillar Two: Have a Process for Execution -- Example Outbound Optimization Process -- Pillar Three: Moonshots -- Summary -- Key Takeaways -- Further Reading -- Chapter 12 The Future of Sales: Generative AI and the Changing Role of Sales -- What ChatGPT Means for You Now and Tomorrow -- Pipeline Generation Closing More Deals -- The Shifting Role of the Salesperson -- The Future of Salespeople in the Loop -- Salespeople as Experts of the Ecosystem -- Wrapping It Up -- Key Takeaways -- Further Reading -- Index -- EULA. |
| title | The Innovative Seller Keeping Pace in an AI and Customer-Centric World |
| title_auth | The Innovative Seller Keeping Pace in an AI and Customer-Centric World |
| title_exact_search | The Innovative Seller Keeping Pace in an AI and Customer-Centric World |
| title_full | The Innovative Seller Keeping Pace in an AI and Customer-Centric World |
| title_fullStr | The Innovative Seller Keeping Pace in an AI and Customer-Centric World |
| title_full_unstemmed | The Innovative Seller Keeping Pace in an AI and Customer-Centric World |
| title_short | The Innovative Seller |
| title_sort | the innovative seller keeping pace in an ai and customer centric world |
| title_sub | Keeping Pace in an AI and Customer-Centric World |
| work_keys_str_mv | AT dunlapjake theinnovativesellerkeepingpaceinanaiandcustomercentricworld |