A Seat at the Table: How Top Salespeople Connect and Drive Decisions at the Executive Level

Front Cover
Greenleaf Book Group, 2009 - Business & Economics - 174 pages
1 Review
Marc Miller, author of the best-selling sales book "Selling Is Dead," delivers another critical tool for connecting with decision-makers to make more and bigger sales. "A Seat at the Table" offers a new sales approach: stop selling and start helping customers win, win bigger, and win more often.Customers only care about one thing: value. And the only proven way to increase sales productivity is to deliver new and different forms of value. Salespeople must become experts in their customers' businesses and help them generate better results. Readers will learn that evolving from "salespeople" to "businesspeople who sell" will earn them a seat at the table--the place reserved for those select people who guide the strategic direction of an enterprise."A Seat at the Table" gives practical advice on how to better connect with decision-makers. When they can do this, salespeople will be in a position to create demand for their products and services, protect their core business, and close more sales.
  

What people are saying - Write a review

Review: A Seat at the Table:How Top Salespeople Connect and Drive Decisions at the Executive Level

User Review  - Soundview Executive Book Summaries - Goodreads

A Seat at the Table: How Top Salespeople Connect and Drive Decisions at the Executive Level by Marc Miller was chosen by Soundview Executive Book Summaries as one of the Top 30 Business Books of 2010. Read full review

Contents

Game Change
1
A New Role A New MindSet
11
Velcro Value
25
Bridging the Divide
43
The Great Game of Strategy
55
Connection Mastery
79
Conversations That Connect
97
FOCAS on Customer Strategy
113
FOCAS on Building a Case for Change
127
On the Same Side of the Table
147
Difference Maker
171
Copyright

Common terms and phrases

About the author (2009)

Marc Miller is the CEO of Sogistics, a privately held sales force transformation firm, and is a keynote speaker on mastering the complex sale. He is the author of the best-selling "Selling is Dead.

Bibliographic information