Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage

About the Authors:

John R. Holland is a cofounder of CustomerCentric Systems, LLC. Providing sales and marketing guidance to a number of companies, John has over 20 years in sales and sales management experience. John speaks for SMEI, AMA and Software Success. His articles have been published in Sales and Marketing Executive Report, Selling Power and American Salesman. Tim Young is the CEO of CustomerCentric Selling. Earlier in his career, he served as president of Harte-Hanks Marketing Services before founding TECHMAR Communications, which became one of the fastest-growing private companies in America.

About the Book:

The job of selling is more difficult than ever. In the world of Web 2.0, buyers don’t want salespeople telling them what they want or need, they’ve already gone online and educated themselves. By focusing on buyer behavior, you can keep your competitive edge and develop long-term relationships with customers. In this book, learn to stop focusing solely on the sales cycle and pay close attention to the buying cycle.

In Rethinking the Sales Cycle, John Holland and Tim Young provide the latest research into the buying cycle. Learn how to:

• Understand the various stages of buying behavior
• Combine your selling process with the buyer’s buying process
• Use a step-by-step model to grab hold of the market share
• Align sales techniques with buyer behavior

In order to succeed in today’s market, it’s essential to understand the mindset, emotions and behaviors of buyers and adjust your selling strategies accordingly. Use this book to help increase sales and improve buying experiences today!