PDF Ebook The Radical Sales Shift: 20 Lessons from 20 Leaders on How to Use Marketing to Grow Sales in B2B Companies, by Lisa Shepherd
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The Radical Sales Shift: 20 Lessons from 20 Leaders on How to Use Marketing to Grow Sales in B2B Companies, by Lisa Shepherd
PDF Ebook The Radical Sales Shift: 20 Lessons from 20 Leaders on How to Use Marketing to Grow Sales in B2B Companies, by Lisa Shepherd
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How do you make decisions about what to buy? Chances are, it's a very different process than ten years ago, From office supplies to consulting services to cars, buyers have radically shifted how they make purchase decisions.
Buyers now resist talking to salespeople until they've completed their own research and are confident about their options. Buyers have taken control of the purchasing process – to the chagrin of sales teams around the world.
"The Radical Sales Shift" explores this changing landscape, the emergence of the New Buyer and what it means for how companies generate sales. It highlights the growing role of marketing for companies that used to rely solely on sales teams.
Filled with practical knowledge and tips from 20 Leaders who have successfully navigated the new rules of selling and buying, "The Radical Sales Shift" is an essential tool for sales and marketing leaders in Business-to-Business companies.
- Sales Rank: #1146395 in eBooks
- Published on: 2015-03-23
- Released on: 2015-03-23
- Format: Kindle eBook
Most helpful customer reviews
2 of 2 people found the following review helpful.
A must-read for those in B2B Marketing or Sales
By John M.
Just finished reading Lisa Shepherd's "The Radical Sales Shift". For those who are in B2B Marketing or Sales, this is a must-read!
After a history of sales (unnecessary in my opinion), Ms. Shepherd gets into the meat of the matter with several chapters on changes in how purchasers buy now ("The New Buyer"), followed by the changes in marketing and sales that have been caused by changes in purchasing behaviour.
Her "sales as pinball" analogy was kind of strange to begin with ... but when she explained the reasoning behind the analogy, it made total sense to me: despite the seeming randomness of modern sales, the seller does have control over parts of the sales equation: it is up to the seller to make sure that those parts are properly placed in order to help ensure the sale.
Ms. Shepherd then gets into Marketing and Sales Diagnostics, using questionnaires to allow the reader to gauge their organization strengths in these two areas.
Using an interesting construct, basing the leaders on clients that her company has worked with, Ms. Shepherd then provides 20 lessons in Marketing and Sales. As a marketer, Ms. Shepherd concentrates on what she knows best. However those in sales will learn a lot on how to work with marketing to ensure that both are on the same page.
0 of 0 people found the following review helpful.
She does an excellent job explaining how digital marketing is changing that relationship
By Hendrik-Jan Francke
Lisa Shepherd captures much of what I am seeing in different companies and the relationships between marketing and sales. She does an excellent job explaining how digital marketing is changing that relationship.
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