Seller's Edge

Industry analysts forecast that worldwide IT spending is approaching two trillion dollars. In market after market, the current tech downturn not withstanding, sales forces are gearing up to attack this global gold mine. The only problem is, the game has changed, and, winning sales in the digital economy will cause you to think differently or suffer the consequences. It used to be that sales managers who could put together the right people with the right products and the right sales methodology could win sales deals most of the time. Unfortunately, that formula, even in the best of circumstances, has never translated into much better than a thirty percent success rate. Drawing on todays business thinking on corporate cultures, technology marketing, core competencies and his own extensive research, Porter takes us in Seller’ s Edge deeply into buyer psychology in today’ s B2B global marketplace. From the twists and turns of the sales decision process to the quirky cultures of corporate buyers , Porter offers us a practical sales tool for the new economy. Seller’ s Edge takes a fresh new look at how global corporations make million dollar sales decisions. In his new Sellers Edge Model, Porter defines and describes the six specific cultures – Need, Price, Future, New, Easy, Brand - founded on price sensitivity and risk where Buyers align today with Sellers when making a final buying decision. Strange as it may seem, there are some buyers who would not accept a product from the wrong seller even if they gave it away – the market is just that polarized! Porter offers today’ s sales organization practical tips and insights into picky Buyers in the new digital economy. From better understanding the four distinct phases of today’ s sales decision process to exploring motives and buying signs of the Brand Buyer, he serves up example after example from real life sales situations that will ring true to sale professionals everywhere. Finally, Porter offers a detailed seven-step approach to using the Seller’ s Edge Model to increase your odds of success in a global marketplace that’ s far different from just a few years ago. Limit your opportunities and sell more. The only way to do this is with an edge – the Seller’ s Edge. The new economy sales tool from William Porter who gave you Quest for Loyalty six years ago, the best selling book about customer loyalty and CRM.