The authors of this book are partners in International Ventures, a firm that helps technology companies to grow revenue through definition and implementation of organisational processes. They have created a methodology called ‘Select Selling’ and the book explains this methodology in detail.
SELECT SELLING aims to teach marketers how to select the right customers to pursue, how to become an expert in your client’s business, how to guide the sale with advanced questioning techniques and how to increase sales conversion rates.
In an increasing complex corporate world, traditional sales techniques are no longer effective, the authors point out. Buyers are more sophisticated, selling cycles are longer and customers have increasingly complex buying processes. The book aims to help managers and sales executives deal with these challenges.