mobi Ë Sales Shift ↠ Frank Belzer

Frank Belzer » How inbound marketing has turned sales upside down making it more difficult and more lucrative at the same time eBook

mobi Ë Sales Shift ↠ Frank Belzer ↠ [Reading] ➵ Sales Shift: How inbound marketing has turned sales upside down making it more difficult and more lucrative at the same time ➼ Frank Belzer – Dcmdirect.co.uk Over the past decade there has been a monumental shift taking place in the way that people buy There have beenOver the past decade there has been a monumental shift taking place in the way that people buy There have been numerous books written about this change from a business and marketing perspective and finally we have one that addresses sales The way we sell has been forever transformed by the way people buy The idea that selling has changed is not new what is new are the approaches te Sales Shift describes what is known as Buyer Based Sales Where the Buyer identifies their own needs self selects themselves as a prospect and then chooses vendorsThis is made easier because of the internetIn Sales Shift the author describes two changes because of the internet1 Companies are getting MORE prospects2 Closing ratios are DECLINING1 Buyers or potential customers are using the internet when they are trying to solve a problem duhBut that means that buyers are reading about potential solutions And that leads them to YOUR website and that of your competitorsAs such prospecting is reduce for companies that have websites that the buyer can find and interact with a sales person think landing pages2 Now the hard partWhile companies are enjoying increased prospects think leads the buyer will also identify a group of competitors The buyer will often compare one competitor to the next based on the interaction with the sales person That is while the leads come easy keeping them is trickierTraditional sales approaches often are a turn off to potential customers So the Sales Shift is about engaging and keeping buyers engagedPersonally I think the book could have been shorter It was over stuffed That said I did like the concept You can find on the same topic if you search for Seller Based Selling and Buyer Based Selling Eric

pdf É How inbound marketing has turned sales upside down making it more difficult and more lucrative at the same time » Frank Belzer

Chniues and overall philosophy described in sales shift Frank Belzer draws on his years helping marketers and sales people work together and shares these skills and insights What do buyers no longer need from sales people? What do all buyers want from sales people? How can sales people help without being pushy? Why should a sales strategy harmonize with an inbound marketing strateg I've been involved in sales for many years as a salesman business owner and sales trainer and I've lived through a number of the 'shifts' that have occurred in sales philosophies and approaches This book is one of the best publications for its time I have ever read Frank Belzer captions many of the things that I have personally experienced in my own consultancy and with the overwhelming majority of clients and other businesses I have observed He also adds a lot of information that I was not aware of but now thanks to his book is perfectly understandable Frank also includes approaches and specific advice on how to address what is currently happening in the world of professional selling and how to keep 'ahead of the curve' in the rapidly changing age we are finding ever difficult to survive in In short it is an excellent book and a 'must have' educational text and toolkit for salespeople everywhere

pdf Sales Shift

Sales Shift How inbound marketing has turned sales upside down making it more difficult and more lucrative at the same timeY and how do you do that? Frank has been sharing these thoughts at conferences as part of his trainings and workshops and now the best of these suggestions are compiled in Sales Shift If your company is looking to stay ahead and compete in this new world of selling this is a great read and a must have for any business Library Great tips and Great uestions well answered in Sales Shi I've worked in sales and sales management roles for enterprise software companies for almost 15 years and the ability to generate leads in a B2B environment has always proven a very difficult task Over the last 15 years the techniues that used to work namely cold calling and letter drops have become less and less effective Tactics that yielded results in years past simply don't work todayThere have been a number of recent books on this shift to inbound marketing but all have been written from a Marketing perspective None have addressed the needs of the sales rep who's truly accountable to hit his uota Sales Shift speaks directly to the needs of the salesman I found the book useful not only to change my perspective but to provide practical advice and approaches to success Frank's no nonsense approach clearly spells out the root causes and appropriate tactics to change the conversation with new prospects I'm also struck by the sponsorship the book gives to a true collaboration between marketing and sales I've been a fan of this approach for years and have seen it workI should also tell you that before publishing this book Frank spent over a year chasing me selling sales coaching services He used all of the techniues he preaches And I was the reluctant customer His service interested me but I wasn't uite ready to commit and I certainly didn't want to speak to a sales rep Over time through emails blog posts and sharing interesting articles Frank developed a great relationship with me until I was ready to be sold I considered him the expert in sales process long before the book came out This book simply memorializes what Frank's been practicing