Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World [hardcover]

["eaturing instructional case studies from companies including Hilton Worldwide, Merck, and Siemens","Research your customer Build a vision with them for their own success Understand your customers’ drivers, objectives, and challenges Effectively position and differentiate Create and realize value together Leverage your results to forge lasting—and mutually beneficial—relationships","Reinforced by research from Aberdeen Group, SAMA, ITSMA, and other experts"]