Book

Dealstorming

The Secret Weapon That Can Solve Your Toughest Sales Challenges

Tim Sanders

Portfolio, 2016

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Today, only 40% of sales representatives meet their quotas. Coming to the rescue, sales veteran Tim Sanders outlines a direct approach to overcoming hurdles in large business-to-business sales. He presents his seven-step “dealstorming” process in clear chapters filled with explanatory anecdotes. The process of dealstorming requires assembling a focused team from across your company’s departments. Sanders positions dealstorming as the best method for closing stalled sales. He illustrates his system with diagrams and illuminates each step with case studies drawn from his sales leadership experience. Dealstorming offers an intriguing approach to overcoming sales problems strategically. getAbstract recommends this solid guide to B2B sales reps and managers looking to overcome that nagging, lagging sale.

Take-Aways

“Dealstorming” is a focused approach that uses a cross-department team to move a stalled business-to-business sale forward.
With 40% of sales reps unable to meet their quotas, making sales is harder than ever.
Today, most deals face several challenges: multiple decision makers, complex technology systems and an influx of information that complicates clients’ expectations.

About the Author

Former Yahoo chief solutions officer Tim Sanders co-founded the research group Deeper Media Inc. and also wrote Love Is the Killer App, Today We Are Rich and The Likeability Factor.

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A. R. 7 years ago

Great book that leverages the problem solving creativity of cross-functional teams, supporting customer facing sales. Without this proactive approach, that biases a team for solution-generation, teams will tend to muddle around problem definition with no clear synergistic path forward. This is the Andon approach to delivering a value proposition to the customer that presents the best a company can offer, with a sell-it-forward dynamic.

Dealstorming

The Secret Weapon That Can Solve Your Toughest Sales Challenges

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