Business Outcome Selling Strategies

Business Outcome Selling Strategies by Jeb Blount & Jason Eatmon


ISBN
9781119584889
Published
Binding
Hardcover
Pages
256

As the speed of business continues to accelerate, B2B enterprises and sales organizations are being disintermediated and disrupted by digital transformation and artificial intelligence.

The Amazon effect is permanently altering buying experience expectations while technology has lowered the barriers to entry. "Me-too" competitors lurk around every corner making differentiation a fundamental challenge and margin erosion a constant threat.

Along the way, the Business to Business buying journey has fundamentally changed.

In this brutal new age of business, every B2B enterprise faces a looming and existential threat of irrelevance and extinction. The undeniable truth is that in this hyper-competitive paradigm, there are only two alternatives:

1. A race to the bottom in which price becomes the sole differentiator, customers are merely transactions, and your products and services are viewed as commodities.

2. A race to relevance in which you separate yourself from, and rise above, the "me-too" horde with a shift away from pitching "stuff" to a customer-centric focus on delivering real, sustainable value through Measurable Business Outcomes.

This is exactly why the world's most agile and profitable companies, along with the highest earning sales professionals, are taking the lead in the race to relevance by transforming how they approach the buying journey.

In Business Outcome Selling Strategies Jeb Blount, one of the most celebrated sales strategists of our generation, and business transformation guru Jason Eatmon, give you the secrets for how next generation B2B sales organizations are accelerating sales productivity, operationalizing hyper-growth strategies, and locking out competitors. You'll learn powerful strategies for:


Building the foundation for hyper-growth
Connecting cross organizational disciplines to build an agile sales and growth driven culture
Winning mindshare early through familiarity and shaping
Nine Box Qualifying and the 4Rs: Right Prospect, Right Message, Right Time, Right Fit
Digital Sales Transformation and integration
Targeting tactics, sales engagement strategies, and sequencing
Mastering the Four Levels of Sales to rapidly respond to buyer expectations
Leveraging the MLP strategy to bend win probability in your favor
Effective Stakeholder Mapping
Deploying the READ Influence Methodology to gain stakeholder buy-in and consensus
Differentiating with the MBO + EBO value equation
Leveraging the powerful SCORE Discovery Model to get below the surface and become a true partner for your customers
Uncovering the Metrics that Matter that lead to higher prices and long-term margins
Mapping and presenting Outcome Based Solutions
Leveraging Value Bridges to become the vendor of choice
Linking marketing, sales, operations, and service to deliver Referenceable and Measurable Business Outcomes
Deploying the CAIRE Account Management and Customer Success model to rapidly grow existing accounts and make customer relationships sticky
Leveraging the comprehensive BOSS Strategic Planner to win your biggest opportunities

Business Outcome Selling Strategies (BOSS) isn
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