Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage Review

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Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage ReviewAn apt title for this book in my mind is "Social Buying : Rethinking the Buying Cycle"and this alone should be a sufficient reason to put down the two tens for this book. I admit my desire to add the book to an already garnered collection of books and discs dealing with sales was only due to Neil Rackham having written the forward. But as I scoot past the forward, I am drawn into the book. The book is unlike any other sales process book I have had the boring opportunity to peruse. Yes, I have to say all of them on my shelf except this one and previously Kaplan's "Bag the Elephant" prevented me from falling asleep from boredom before turning the final page.
Pretty early in the book, the case study buying using social networking helps to stake out the difference between this book and others. The book is up to date and recognises the importance of buyers using social technologies to empower themselves and learn as much if not more than the sales person representing the product or service of interest. The contemporary nature of the book is well supported with a 5 stage B2B buying experience which the salesperson must comprehend to be successful in today''s global marketplace. If one only reads the chapter "Traditional Selling Conflicts with New Buying" the cost of the book would have paid for itself many times over.Overall, reading the book, the reward is a gem not only in learning (e.g. Lovaglia's law) but the humour does not go unnoticed (e.g. "training produces wind up toys"). The authors have taken a staid approach to the teaching of sales process and turned the method inside out by taking the buyer perspective and very strong consideration of the changes online social networking has wrought upon the salesperson.Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage Overview

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