Sales Transformation - Graham Hawkins - Bog

Many sales leaders seem unaware of the rapidly changing nature of buyer behavior. Vendor sales departments are so focused on short term revenue results, and how they line up against their competitors, that they are unwittingly failing the first major test of business - understanding customer requirements and evolving market trends. If buyers change how they buy, then sellers must also change how they sell.Change is no longer coming - it's here, and Sales Transformation is the only answer. This book has one purpose: to create a point in time snapshot of all known factors currently impacting vendor sales teams. WHO SHOULD READ THIS BOOK: Transform Sales provides insight into current buyer behavior, evolving customer requirements and the factors that ultimately drive buyer behavior. The research contained herein is highly relevant, and vitally important to almost every established vendor of technology products and services. This book is for executives in medium to large B2B organizations, particularly those with a distributed sales force: - CEOs who wish to protect financial results and ensure customer requirements are being met.- Sales & Marketing executives who wish to understand latest trends, customer requirements and the key external factors that are now driving business.- Sales Directors and sales team leaders that would like to improve sales productivity, conversion rates and reduce sales cycle times.- Channel & Strategic Alliance Managers that seek the optimal route to market and coverage models.- CFOs who desire increased margins, more profit and lower costs per sale.- Anyone who is interested in understanding some of the key challenges facing businesses today - in particular, the execution of a successful sales strategy.