The Collaborative Sale

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The Collaborative Sale Page 17

by Keith M Eades


  of learning curricula and related reinforcement resources

  of online collaborative tools

  personal

  of personal brand

  in playbook

  of playbook of dynamic sales processes

  of potential buyer relationships

  into a sales opportunity

  sales skill training

  of situational fluency

  and skills requirements

  strategy

  of successful sellers

  of suitable thought leadership content

  talent requirements for

  and training, value of

  and training investment

  Differentiation

  Direct mail

  Dropbox

  Dynamic sales process(es) about

  automating

  with Buyer

  buyer-aligned sales process

  playbooks

  sales process and market and management enablement

  sales process view expansion

  E

  Eades, Keith M.

  Early-stage buyers

  Economic trends, unpredictability of global

  Elastic band model

  Eliminating losses to no decision

  Eloqua

  E-mail distributions

  Emerson Exchange

  Emerson Process Management

  Enablement tools

  Engagement different points of initial

  early, restraint with buyers

  higher levels of

  initial vision of potential solutions to problems before

  multiple buying scenarios

  objective criteria for assessing

  and prioritization decisions

  quantitative value early and throughout

  of sellers

  socially surround and add value long before

  ES Research Group

  Evaluate alternatives phase

  Evaluate risk phase

  Evaluation state

  Events

  Expectations, progressing according to

  Extrinsic motivation outcome of

  F

  Facebook pages

  Failure to close opportunities,

  Farmers

  File-sharing facility

  Financial acumen

  Financial risks issues

  Focused enablement about

  adaptive process and methodology automation

  big data opportunity exploration

  collaborative value estimation tools

  knowledge in context and aligned with process

  leveraging sales intelligence and social media

  Follow up

  Forbes Insights

  Formal procurement departments, involvement by

  Forrester Research

  Fountain of useful ideas

  Future state potential

  Future visions, compelling, from visualizer persona

  G

  Gaps identified, reasons for,

  Global companies

  Global economic climate

  Gold standard definition

  Gold standards

  Go/no go

  Google

  Google alerts

  Google+ communities

  Go-to-market models

  GRAF coaching model

  H

  High-demand markets

  Hiring, for situational fluency

  Hiring process

  Home buyers

  HootSuite

  How to Win Friends and Influence People (Carnegie)

  Hunters

  I

  Industry associations

  Industry forums

  Information access of Buyer

  Information and behavior, of Buyer

  Initial vision

  InsideView

  Insights, contributing relevant

  Inspect phase

  Inspection cycle

  systematic

  Instant gratification

  Interest groups, topic-specific,

  Interest stimulation

  Internet bubble

  Intrinsic motivation

  Intrinsic motivation focus

  Involvement by formal procurement departments

  Ivester, David

  J

  Jobs sales job aids

  experiential learning in,

  extrinsic motivation in,

  functions of selling

  getting it done for customers

  interviews

  intrinsic motivation in

  of marketing department

  most influential factor in choosing

  professional appearance of,

  responsibilities

  responsibilities, overstepping into

  role(s) of buyer's

  sales-related, abilities are needed for

  sellers in the future

  in specific industries

  stretching the vision of buyers

  suitability of candidates for,

  survey regarding Millennials

  tools for

  K

  Kear, Robert

  Keyword search tools

  Klout

  Knowledge about sellers

  capability

  in context and aligned with process

  factors

  management

  situational

  KPMG study on purchasing

  L

  Latent

  Lead generation

  Leadership. See also Thought leadership content

  difference from

  exceptional performance through

  of Maersk Line

  sales

  Learning as transformation

  Learning program, blended

  Leverage coaching as

  Leveraging sales intelligence and social media

  LinkedIn

  LinkedIn discussion groups

  Listen and monitor resources,

  Listening and monitoring,

  Locke, Chris

  Looking buyer behavior

  Looking state

  Losses to no decisions

  Lurking

  M

  Macmillian Dictionary

  Maersk Line

  Malpractice

  Management by exception

  Managing and nurturing

  Margins, better

  Market and management enablement, and sales process

  Market recovering

  Marketing vs. sales

  and sales blur

  traditional

  Marketing automation

  Marketing automation system (MAS), as micro-marketing tool

  Marketing department, job of,

  Marketo

  Mass market appeals

  Maximizing organization value

  Messaging with Buyer

  and credibility building,

  development of business

  for generating demand

  right collaborative attitude by management reinforced

  social media

  for subsequent engagement in direct demand-creation activities

  Micro-Marketer persona about

  access to information

  to align with and engage with Buyer

  competencies

  competency of

  continuing

  corporate assistance for,

  enabling of persona,

  executing effectively,

  personal brand

  in sales opportunities with Buyer

  situational fluency with constraint

  strategy planning and execution

  target refining

  Traditional role of marketing

  training for

  Micro-Marketer persona strategy planning and execution about

  demand response

  listening and monitoring

  networking and participation

  nurturing and management

  Microsoft

&nbs
p; Microsoft SharePoint

  Microsoft Solution Selling Process

  Millennials arrival of

  behavior of

  Buyer 2.0 emergence in,

  demographics

  described

  generation rise of

  Misalignment, with Buyer

  Motivation about

  external and internal

  extrinsic

  intrinsic

  intrinsic motivation focus

  true nature of

  Myth of control

  N

  Networking community groups and participating in

  and participation

  and relationship-building skills

  The New Normal: A Manifesto for Changing the Way We Think (Maersk),

  The New Solution Selling (Eades)

  Nimble

  Ninivaggi, Jim

  Not-looking buyer behavior,

  Not-looking state

  Nurturing marketing automation as micro-marketing tool

  O

  OneSource iSell

  Online buying

  Online collaboration site creation

  sites

  Online community behavior,

  Online resources

  Online searches

  Online value calculation tools

  On-the-job applications of concepts

  Operational risks

  Opportunities larger

  more

  Opportunity qualification,

  Opportunity winning

  Oracle

  Organizational value, cumulative

  Organizations, independence

  P

  Pain, component

  Paper.li

  Pardot

  Peer Index

  People, right

  People skills of collaborative seller

  components of situational fluency

  development of

  different definitions and descriptions

  practice and coaching for

  value of

  Performance, improvement of

  Performance factors

  Persona. See also Micro-Marketer; Value Driver; Visualizer defined

  seller roles

  three, defined

  Personal brand definition of

  of micro-marketers

  statement

  Pipeline reviews

  Planning and organizational skills

  Planning methodology

  Playbooks coverage of

  definitions

  development of dynamic sales processes

  of dynamic sales processes

  process definitions and associated for coaching

  refining sales

  sales processes in

  PNC Bank

  Potential factors

  Potential return on investment

  Potential vision

  Power, component

  Price, reacting and competing on

  Problem needs identification

  Processes. See also Sales processes described

  right

  Product and price

  Product and services focus training

  Product differentiation

  Product training

  Prospects, related events to find

  Psychological buying phases

  Purchase evaluation process timing

  Purchasing risk aversion involving

  sophisticated

  Purchasing departments, role of

  Q

  Quantified business results (QBRs)

  Quantitative value

  Quota attainment

  R

  Rain Group

  Random acts of sales support

  Real estate broker

  Regulated industries

  Reinforcement

  Relatedness

  Relationship-building skills

  Reliability

  Reputation.com

  Responsibility

  Return on investment (ROI) calculation

  potential

  Revenue predictability

  Rewards

  Rifkin, Harriet

  Risk management skills

  Risks aversion

  aversion as new normal

  aversion involving purchasing

  buyer concern manifesting about

  of buying decision

  financial

  financial issues

  forms of

  operational

  perception

  perception, mitigation of,

  phase evaluation

  sensitivity

  transitional

  transitional issues

  ROI4Sales

  Rosen, Evan

  Rowley, Jill, ``Eloqueen,''

  Ryan, Richard M.

  S

  Sales chances of winning

  vs. marketing

  personae

  tactical vs. strategic

  Sales candidate assessment

  Sales coaching

  Sales competence definition

  Sales conversation level of

  skills

  Sales department, job of

  Sales effort, strength of

  Sales enablement tools

  Sales intelligence applications

  Sales leadership keys to effective

  motivation as key part of

  Sales management

  Sales management cadence about

  coaching

  motivation

  systematic inspection

  Sales managers disempowerment by

  Sales mastery, formal certifications of

  Sales methodology

  Sales opportunity, unlikely

  Sales performance gaps

  indicators of

  long-term sustained

  Sales Performance International (SPI)

  Sales Performance Optimization Cycle

  Sales Performance Review

  Sales performance training

  Sales persona. See also Micro-Marketer persona; Value Driver persona; Visualizer persona

  Sales planning

  Sales processes buyer-aligned

  and customer relationship

  defined

  dynamic

  and market and management enablement

  playbooks

  stages

  view expansion

  Sales revenue, higher from win rates

  Sales skills development

  Sales Success Formula

  Sales talent analytics

  assessment strategy

  selection

  Sales team assessment

  Sales theory philosophy

  SalesLoft

  Scoop.it

  Searls, Doc

  Self-Determination Theory (Deci and Ryan)

  Self-Determination Theory (SDT)

  Sellers agility of

  classifications of

  inspection of performance,

  interaction with buyer,

  knowledge about

  lessons

  roles of

  transparency

  Selling skills

  Seminars, online and in-person

  SharkFinesse

  SirusDecisions

  Situational fluency about

  Buyer 2.0 needs

  collaborative sellers effectiveness with

  competencies needed for

  components of

  with constraint

  described

  developing

  development of

  hiring for

  seller agility

  seller degree of

  technology role in

  training for

  Situational fluency components about

  capability knowledge

  collaborative attitude

  people skills

  selling skills

  situational knowledge

  Situational knowledge

  Skills

  Skills development, require
ments

  Social learning

  Social media appropriate use of

  company head of

  effective use of

  interaction with Millennial buyers through

  leveraging sales intelligence and

  literacy and proficiency in using

  messaging management application

  ownership and content of

  participation in online conversations

  policies about

  technical know-how for

  tools

  utilization

  Social media freedom

  Social Mention

  Social Selling Evangelist

  Social web tools

  SocialPort application

  Solution and value

  Solution Selling enabling using

  origins of

  Solution selling and collaborative sale evolution

  The Solution Selling Fieldbook (Eades, Touchstone and Sullivan)

  Solution Selling methodology

  Solution value collaboration

  The Solution-Centric Organization (Eades and Kear)

  Sophisticated purchasing

  Specialists

  Sprout Social

  Standards, agreed upon

  Standards of sales behavior,

  Status quo, buyer decisions to remain with

  Stein, Dave

  Strategic sales

  Strategy planning and execution

  Structural equations modeling (SEM)

  Structure

  Sullivan, Timothy T.

  Supply chain of business

  Sustained economic unpredictability

  Systematic inspection,

 

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