According to Marc Miller, author of A Seat at the Table, during the current recession, customers are only looking for one thing: value. Miller writes that in order for salespeople to be successful today, they need to stop being salespeople and start being businesspeople that sell.
A Seat at the Table gives its readers the tools they need to be effective in the tough marketplace, including:
• Focusing on the strategic, not the tactical; • How selling to the chief executives is completely different from selling to other manager; • The five types of questions to ask executives to convince them why change is needed and how the reader can provide that change; • How to talk to the four levels of buyer goals; • Why salespeople should act like Velcro.
The book is filled with questions and challenges aimed at the reader to help him or her set goals and understand what needs to be changed.
Marc Miller is the CEO of Sogistics, a privately held sales force transformation firm, and is the author of the bestseller Selling Is Dead.
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