The innovative seller: keeping pace in an AI and customer-centric world

By:

Dunlap, Jake

Material type: Text

TextPublication details: John Wiley & Sons, Inc New Jersey 2024Description: xiii, 209 pISBN:

9781394180240

Subject(s):

DDC classification:

658.85 DUN

Summary: Practical and straightforward solutions to everyday sales challenges In The Innovative Seller: Keeping Pace In An AI and Customer-Centric World, veteran sales leader and trainer Jake Dunlap delivers an expert playbook for sales that offers out-of-the-box and creative answers for the problems and questions that salespeople face every day. Fun and motivational, the book walks you through effective strategies for dealing with common challenges, like LinkedIn prospecting, sales transparency, cold calling, and others. The author has included a comprehensive tactical appendix, so you can easily identify and locate the exact solution you need when you encounter a specific problem. You’ll also find: Proven, grounded, and actionable techniques you can apply immediately to improve your sales performance Instructive stories and anecdotes drawn from Dunlap’s decades of sales and sales training experience Insightful discussions of how the typical sales process and model has changed over the years and how to adapt to the new realities of the discipline An engaging and eye-opening resource for early- and mid-career sales professionals, as well as business development and customer success practitioners, The Innovative Seller will also prove invaluable to managers and executives at quickly growing companies who seek to optimize their firms’ sales processes and results. (https://www.wiley.com/en-be/The+Innovative+Seller%3A+Keeping+Pace+in+an+AI+and+Customer-Centric+World-p-9781394180240#description-section)

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Holdings
Item type	Current library	Collection	Call number	Copy number	Status	Date due	Barcode
Book	Indian Institute of Management LRC General Stacks	Marketing	658.85 DUN (Browse shelf(Opens below))	1	Available		006917

Table of content:
Acknowledgments ix

About the Author xiii

Chapter 1 Innovation Isn’t Hard, Breaking Old Habits Is 1

Chapter 2 Introducing the 4 Cs of Modern Sales Transformation 13

Chapter 3 The First C: Commitment to Technology and AI Proficiency: People, Process, and Technology 29

Chapter 4 The Second C: Current Outbound and GTM Strategy: Pillars 1 and 2 49

Chapter 5 The Second C: Current Outbound and GTM Strategy: Pillar 3 65

Chapter 6 The Third C: Customized Sales Experience 83

Chapter 7 Engineering Your Sales Process for Speed 97

Chapter 8 Mapping Your Sales Experience—the Early Stages 115

Chapter 9 Mapping Your Sales Experience— During the Late Stages 137

Chapter 10 Mapping Your Sales Experience— to Current Customers 153

Chapter 11 The Fourth C: Consistent Performance Optimization 169

Chapter 12 The Future of Sales: Generative AI and the Changing Role of Sales 187

Index 203
[https://www.wiley.com/en-be/The+Innovative+Seller%3A+Keeping+Pace+in+an+AI+and+Customer-Centric+World-p-9781394180240#tableofcontents-section]

Practical and straightforward solutions to everyday sales challenges

In The Innovative Seller: Keeping Pace In An AI and Customer-Centric World, veteran sales leader and trainer Jake Dunlap delivers an expert playbook for sales that offers out-of-the-box and creative answers for the problems and questions that salespeople face every day. Fun and motivational, the book walks you through effective strategies for dealing with common challenges, like LinkedIn prospecting, sales transparency, cold calling, and others.

The author has included a comprehensive tactical appendix, so you can easily identify and locate the exact solution you need when you encounter a specific problem. You’ll also find:

Proven, grounded, and actionable techniques you can apply immediately to improve your sales performance
Instructive stories and anecdotes drawn from Dunlap’s decades of sales and sales training experience
Insightful discussions of how the typical sales process and model has changed over the years and how to adapt to the new realities of the discipline
An engaging and eye-opening resource for early- and mid-career sales professionals, as well as business development and customer success practitioners, The Innovative Seller will also prove invaluable to managers and executives at quickly growing companies who seek to optimize their firms’ sales processes and results.
(https://www.wiley.com/en-be/The+Innovative+Seller%3A+Keeping+Pace+in+an+AI+and+Customer-Centric+World-p-9781394180240#description-section)

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