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Selling for the Long Run: Build Lasting Customer Relationships for Breakthrough Results Hardcover – October 20, 2010


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Editorial Reviews

About the Author

WENDY REED is founder and CEO of InfoMentis, a training fi rm representing a global client base including Oracle, HP, LinkedIn, Fiserv, L'Oreal, and PNC. Reed's company has been repeatedly recognized as one of the Top 20 Sales Methodology Training Companies by Training Industry, Inc., and has also been named to Inc.'s list of America's fastest-growing companies. Reed was the 2006 recipient of the Ernst & Young Entrepreneur of the Year award for the services industry. Visit InfoMentis at: www.infomentis.com
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Product Details

  • Hardcover: 256 pages
  • Publisher: McGraw-Hill; 1 edition (October 20, 2010)
  • Language: English
  • ISBN-10: 0071748555
  • ISBN-13: 978-0071748551
  • Product Dimensions: 6.3 x 0.8 x 9.3 inches
  • Shipping Weight: 1.1 pounds (View shipping rates and policies)
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Best Sellers Rank: #3,066,784 in Books (See Top 100 in Books)

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Customer Reviews

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The approach described in this book is strategic yet most practical.
clearview
From this analysis you can plan an effective sales strategy to win the business.
salesguru
At least, that was my initial thought when I received a copy of this book.
Asquared

Most Helpful Customer Reviews

1 of 1 people found the following review helpful By Asquared on November 12, 2010
Format: Hardcover
For those of us who've been in sales for a while, you'd think we'd hardly need another book on the topic. At least, that was my initial thought when I received a copy of this book. Well, I was wrong.

This book takes a refreshing new approach to selling that we all (including people like me who've been involved in sales and consulting for 27 years)could benefit from. So so many salespeople walk into a prospect's office armed with only the "gift of gab", an X step sales process, and some brochures -- and wonder why they either don't get the sale, or take forever to do so. This book by Ms. Reed takes a refreshing viewpoint that sellers should be taking into account HOW THEIR PROSPECTS AND CUSTOMERS ACTUALLY BUY THINGS, and that sellers should align how they do business to the BUYER'S decision making and purchasing processes in order to be most successful.

This is part of an integral theme for the book: involving and collaborating with the prospect or customer throughout the sales process, so as to have a better understanding as to how a sale is really proceeding, rather than just guessing about what the buyer is thinking and where they are in their buying process. If you've ever been a sales manager who's had to do sales forecasts each month, you've heard those horrible words -- "sorry, but it looks like the Smith deal won't close this quarter. I don't know what happened. For some reason they decided to go with someone else..." This book provides processes, tools and tips for helping Sales Reps and Managers to increase their Revenues, create more accurate forecasts, and build lasting business relationships with their clients.
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Format: Hardcover
There are so many books out there on Sales. This one is definitely one of the best I have read over the past couple of years. Many books tell you WHAT you need to do to be a successful B2B salesperson, but few of them tell you HOW - you normally have to attend a training class to find that out. The book contains some great visual tools that help to analyze and interpret what is going on in the customer's organization. From this analysis you can plan an effective sales strategy to win the business. Great airplane reading!!
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Format: Hardcover
"GREAT BOOK - A Must Read! I was hooked from the title in the Introduction (you have to check it out - be prepared to both laugh at the humor and groan at the reality!) Wendy, this book is truly the way it is. Talk about a mentor in a book!
Whether you've been selling for years or are new, this book has great insights and tips. The writing style really makes the material memorable, and the information is presented in a way that is both practical in its education and creative in the opportunities to execute."
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By clearview on November 12, 2010
Format: Hardcover
The approach described in this book is strategic yet most practical. A clear, definitive way of thinking about each and every sales cycle, milestone and most importantly, verifiable outcomes. How many years have we sold without knowing exactly if the sale is truly progressing in the client's view? This is not a silver bullet but more of a formula.
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Format: Hardcover
This is a practical and long term useable guide to selling. The information here is not necessarily "New" but is presented in a way that is practical and useable for the long haul. It provides the Sales person a great set of steps and strategies that are practical and "real" to execute on an on-going basis.
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