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Selling is Dead: Moving Beyond Traditional Sales Roles & Practices to Revitalize Growth
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More About This Title Selling is Dead: Moving Beyond Traditional Sales Roles & Practices to Revitalize Growth

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MARC T. MILLER is the founder and CEO of Sogistics Corporation of Twinsburg, Ohio. He founded Sogistics in 1988 as a sales productivity improvement firm specializing in the large sale. Considered a thought leader in the field of complex sales, he resides in Boston Heights, Ohio with his wife Janet and six children.

JASON M. SINKOVITZ is the Director of Sogistics Learning Solutions. His research, learning design, and integrated learning delivery solutions have impacted client growth in a multitude of industries, including IT, business services, healthcare, construction, engineering, and hospitality. He lives in Cuyahoga Falls, Ohio.

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English

Foreword Neil Rackham, Author of SPIN Selling.

Acknowledgments.

Part I: Building Your New Growth Engine.

Is Selling Dead?

1. Customer Abundance.

2. Yesterday’s Most Complete Buyer Psychology Model.

3. Diverging from Tradition: Understanding How Organizations Buy Your High-Risk Innovations.

4. From Entry to Closure: Models and Frameworks for Creating and Managing New Selling Opportunities.

Part II: Igniting Your Growth Engine.

5. FOCAS: The Language of a Businessperson Who Sells.

6. Bridging the Divide.

7. Navigating the Final Stages to a Consensus “Yes”.

8. The REAP Strategy for Harvesting Active Needs.

Part III: Sustaining Your Growth Engine.

9. For Chief Growth Officers Only: Tying Your Framework Together.

Epilogue: Selecting Talent to Execute Your Large Sale Framework, Lisa Banach, Director of Assessment Services, Sogistics.

Resources.

Index.

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