The Collaborative Sale: Solution Selling in a Buyer Driven World

The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The authors talk about "situational fluency." The sales approach needs to be situational. You need to gather relevant clues online to understand the purchase stage of buyers and make appropriate recommendations to move the purchase process along. Sales need to stay on top of technology and digital. There is no shortcut. It's a great reminder.I enjoyed reading this book.

If you want to accelerate results and stay ahead of the competition, I encourage you to put The a Collaborative Sale into practice. If you aren't getting better everyday, you are falling behind!

It is a smart book which explains the changes of customers' behaviour and highlights the necessary changes of salesmen behaviour. The book complements "The New Solution Sales" by Keith M. Eades. I believe it is a "must read book" for salesmen focused on Solution sales or B2B sales.

This book provides interesting ideas and best practices, but I was expecting groundbreaking new ideasand I am slightly disappointed. However, the book has been published a few years ago, which could explain the ideas are not new to me.

Used book for business and self improvement.

This book is full of relevant data based upon solid research. A must read for executives and sales professionals!

Excellent new perspective on sales.

Excellent book that brings the concepts of selling effectively into year 2014.

A worthwhile text that helps shape the required changes to solution selling practices for the new buyer. The three new roles of the seller to work with Buyer 2.0 are well described and articulated. A worthwhile read and even more importantly worthy of application in my organisation.

Die Autoren führen den Ansatz sehr gut ein und nehmen den Leser Schritt für Schritt mit. Seht gute Darstellung des Paradigmenwechsels im B2B-Vertrieb: food for thought. Lesenswert.

useful

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