Welcome to a predictive world,


Because data scientists have been working harder at analyzing the behaviors of buyers and sellers, sales management is getting easier. Selling Power partnered with the research team at PeopleMetrics to uncover the secrets of how buying behaviors have changed and how sales organizations can adapt and create far more effective ways of communicating, collaborating and conducting business with their customers.


In this special edition you will find many insights that will help you in three important ways:


1. You will gain a deeper understanding of the trends in B2B buying behaviors and how to prepare your sales team to land bigger deals.


2. You will get a clearer picture of what specific selling behaviors create value for the customer.


3. You will also learn how to best solicit candid customer feedback to improve your chances of continually improving your company.


Nobel Prize winning physicist, Werner Heisenberg, once said, “Nature does not reveal its secrets, it only responds to our method of questioning.” The scientists at PeopleMetrics framed questions that led not only to clear answers, but they also led to strategic insights that make the lives of sales leaders far easier.


At the core of this special edition is the creation of value for the customer. While everybody is quick to agree with the imperative of a value driven sales process they often fall short when it comes to the execution. Why? These sales organi- zations know the path, but they don’t walk on that path. The future belongs to those fortunate few who decide to invest the time to study the entire research and act on it. Once you are fully armed with these insights, you’ll be able to help your salespeople close more deals and close bigger deals. According to the research, contract size would increase to the tune of $100,000. Carpe diem.


Gerhard Gschwandtner Publisher, Selling Power


2 | SPECIAL EDITION 2015 SELLING POWER © 2015 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


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