000			03228nam a22002177a 4500
005			20241222172119.0
008			241222b |||||||| |||| 00| 0 eng d
020			_a9781394180240
082			_a658.85 _bDUN
100			_aDunlap, Jake _919956
245			_aThe innovative seller: _bkeeping pace in an AI and customer-centric world
260			_bJohn Wiley & Sons, Inc _aNew Jersey _c2024
300			_axiii, 209 p.
365			_aUSD _b27.95
500			_aTable 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]
520			_aPractical 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)
650			_aSales--Selling _912258
650			_aSales management
650			_aOrganizational effectiveness
942			_cBK _2ddc
999			_c8247 _d8247