Includes bibliographical references and index.

Research the organization : becoming a student -- Explore the possibilities : giving your customer a reason to engage -- Vision the success : visualizing future potential value -- Elevate the conversation : defining and pursuing customer value targets -- Discover the drivers : understanding what's at stake for customers -- Align the teams : developing customer sponsors and supporters -- Position the fit : competing for customer mindshare -- Differentiate the value : creating a customer preference -- Realize the value : meeting and exceeding customer expectations -- Validate the impact : measuring success with your customer -- Adapt the approach : applying lessons learned with your customer -- Expand the relationship : leveraging your past proven value.

The average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation. Featuring instructional case studies from companies including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals 12 essential strategies. Reinforced by research from Aberdeen Group, SAMA, ITSMA, and other experts, this book will help you to grow with your customers and take your sales performance to a whole new level.

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