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Sales eBook

Salespeople sell what they know and know what they sell. Yet too many salespeople know too little about their industry, their customer needs, how their products and services solve those needs, and the marketplace in general. Without this knowledge they can’t:

  • Ask the right questions to uncover the complete set of customer needs
  • Match the right products and services to those needs
  • Position the value of your company as superior to other options available to the customer

They can’t and don’t hold masterful sales conversations with customers.

The result: Lost sales and missed cross-selling opportunities.

In this free sales ebook, Mike Schultz and John Doerr, Co-presidents of RAIN Group and bestselling authors of Rainmaking Conversations, share the keys to building an expert sales force.

In this free sales ebook, you’ll learn:

  • How best-in-class companies outperform the rest
  • Why building an expert sales force is the missing link in across-the-board sales performance improvements
  • What your sales force needs to know to be able to sell (hint: there are 8 essential knowledge areas)
  • 3 keys to building a sales force of credible experts
  • How to train to sales knowledge fluency (and why accuracy isn’t good enough)

Building the expertise of your team can have a huge effect on your team’s overall sales performance, the success of new product and service launches, your team’s ability to cross-sell and grow customer accounts, and the on-boarding of new sales hires.

Companies spend significant time and effort to make these things happen, but rarely do they consider the impact of building salespeople into fluent experts. For many, it’s the missing link to achieving across-the-board sales performance improvement.

Fill out the form to the right to get your complimentary copy of this sales ebook now.

How to Build the Expert Sales Force

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