Dealstorming - The Secret Weapon That Can Solve Your Toughest Sales Challenges-logo

Dealstorming - The Secret Weapon That Can Solve Your Toughest Sales Challenges

Tim Sanders

Sales genius is a team sport. As a B2B sales leader, you know that by Murphy's Law, despite your team's best efforts, some deals will inevitably get stuck or key relationships will go sour. And too often, it's the most important ones-the last thing you need when millions of dollars are on the line. "Dealstorming" is Tim Sanders's term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it "a Swiss Army knife for today's toughest sales challenges." It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment. Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with. Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast. You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from non-sales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done. The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as a sales executive and consultant, personally leading dozens of sales collaboration projects. It also features the results of interviews with nearly two hundred B2B sales leaders at compa

Sales genius is a team sport. As a B2B sales leader, you know that by Murphy's Law, despite your team's best efforts, some deals will inevitably get stuck or key relationships will go sour. And too often, it's the most important ones-the last thing you need when millions of dollars are on the line. "Dealstorming" is Tim Sanders's term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it "a Swiss Army knife for today's toughest sales challenges." It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment. Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with. Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast. You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from non-sales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done. The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as a sales executive and consultant, personally leading dozens of sales collaboration projects. It also features the results of interviews with nearly two hundred B2B sales leaders at compa
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Description:

Sales genius is a team sport. As a B2B sales leader, you know that by Murphy's Law, despite your team's best efforts, some deals will inevitably get stuck or key relationships will go sour. And too often, it's the most important ones-the last thing you need when millions of dollars are on the line. "Dealstorming" is Tim Sanders's term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it "a Swiss Army knife for today's toughest sales challenges." It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment. Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with. Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast. You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from non-sales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done. The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as a sales executive and consultant, personally leading dozens of sales collaboration projects. It also features the results of interviews with nearly two hundred B2B sales leaders at compa

Language:

English

Length:

7h 30m


Chapters

Chapter 1
Chapter 1

00:16


Chapter 2
Chapter 2

00:09


Chapter 3
Chapter 3

05:15


Chapter 4
Chapter 4

06:54


Chapter 5
Chapter 5

03:52


Chapter 6
Chapter 6

06:36


Chapter 7
Chapter 7

08:16


Chapter 8
Chapter 8

08:36


Chapter 9
Chapter 9

08:11


Chapter 10
Chapter 10

04:18


Chapter 11
Chapter 11

06:23


Chapter 12
Chapter 12

05:28


Chapter 13
Chapter 13

04:57


Chapter 14
Chapter 14

07:07


Chapter 15
Chapter 15

05:49


Chapter 16
Chapter 16

08:04


Chapter 17
Chapter 17

06:44


Chapter 18
Chapter 18

06:52


Chapter 19
Chapter 19

06:47


Chapter 20
Chapter 20

05:15


Chapter 21
Chapter 21

05:50


Chapter 22
Chapter 22

05:20


Chapter 23
Chapter 23

07:31


Chapter 24
Chapter 24

07:58


Chapter 25
Chapter 25

06:45


Chapter 26
Chapter 26

03:07


Chapter 27
Chapter 27

07:41


Chapter 28
Chapter 28

07:18


Chapter 29
Chapter 29

06:15


Chapter 30
Chapter 30

05:42


Chapter 31
Chapter 31

07:17


Chapter 32
Chapter 32

05:42


Chapter 33
Chapter 33

03:30


Chapter 34
Chapter 34

06:22


Chapter 35
Chapter 35

06:54


Chapter 36
Chapter 36

03:31


Chapter 37
Chapter 37

03:33


Chapter 38
Chapter 38

08:18


Chapter 39
Chapter 39

08:39


Chapter 40
Chapter 40

04:55


Chapter 41
Chapter 41

04:29


Chapter 42
Chapter 42

04:33


Chapter 43
Chapter 43

07:53


Chapter 44
Chapter 44

06:48


Chapter 45
Chapter 45

03:12


Chapter 46
Chapter 46

07:20


Chapter 47
Chapter 47

03:09


Chapter 48
Chapter 48

04:37


Chapter 49
Chapter 49

06:01


Chapter 50
Chapter 50

04:25


Chapter 51
Chapter 51

08:24


Chapter 52
Chapter 52

05:22


Chapter 53
Chapter 53

05:28


Chapter 54
Chapter 54

07:39


Chapter 55
Chapter 55

08:47


Chapter 56
Chapter 56

04:48


Chapter 57
Chapter 57

08:57


Chapter 58
Chapter 58

08:55


Chapter 59
Chapter 59

04:05


Chapter 60
Chapter 60

06:56


Chapter 61
Chapter 61

05:00


Chapter 62
Chapter 62

09:48


Chapter 63
Chapter 63

06:18


Chapter 64
Chapter 64

03:11


Chapter 65
Chapter 65

06:43


Chapter 66
Chapter 66

05:12


Chapter 67
Chapter 67

06:58


Chapter 68
Chapter 68

05:33


Chapter 69
Chapter 69

06:52


Chapter 70
Chapter 70

08:04


Chapter 71
Chapter 71

07:06


Chapter 72
Chapter 72

07:26


Chapter 73
Chapter 73

06:30


Chapter 74
Chapter 74

05:05


Chapter 75
Chapter 75

00:33