{"product_id":"the-sellers-challenge-how-top-sellers-master-10-deal-killing-obstacles-in-b2b-sales-9781948974028","title":"The Seller's Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales","description":"\u003cp\u003e\u003cstrong\u003eThe Seller's Challenge: How Top Performers Master Deal-Killing Obstacles in B2B Sales\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003eThere is a common question that troubles all sellers at different points in their careers: \"So, what do I do now?\" It may be uttered out of fear, or confusion, but it's that moment of paralysis where they realize they're about to lose an opportunity in which they'd invested so much time to win.\u003c\/p\u003e\u003cp\u003e\u003cem\u003eThe Seller's Challenge\u003c\/em\u003e identifies 10 of the most frequently cited deal-killing obstacles sellers encounter. The challenge may be selling to change-resistant buyers, deploying a sales plan for a biased and unfair RFP process, selling to committees with numerous stakeholders, competing against an entrenched supplier, or engaging Procurement agents who are obsessed with driving price discounts.\u003c\/p\u003e\u003cp\u003eIf you look closely, there are caution signs that will guide the seller toward the best course of action. \u003cem\u003eThe Seller's Challenge\u003c\/em\u003e is a \"tactical field manual\" that taps current research, best practices and real-life examples to help sellers craft action plans that optimize productivity and drive success. It's all about what top-performing sellers do - how they research, plan and implement activities that maximize their chances of winning.\u003c\/p\u003e\u003cp\u003eWe will share the harsh realities, myths, data, best practices, game-changing approaches and guerrilla tactics that will elevate a seller's prospects of winning good business. \u003cem\u003eThe Seller's Challenge\u003c\/em\u003e is composed of 10 independent chapters - each devoted to an obstacle that haunts sellers worldwide. The book includes many addendums in the form of checklists and worksheets that simplify the content.\u003c\/p\u003e\u003cp\u003e\u003cem\u003eCome join our community of sellers. Become a voice for the selling profession.\u003c\/em\u003e\u003c\/p\u003e\u003cp\u003eTom Williams\u003c\/p\u003e\u003cp\u003eTom Saine\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Strategic Dynamics\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 08\/15\/2018\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9781948974028\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 276\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.82lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.00h x 6.00w x 0.58d","brand":"Thomas Williams, Thomas Saine","offers":[{"title":"Default Title","offer_id":36672745963676,"sku":"9781948974028","price":23.8,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0473\/0804\/6492\/products\/img_99b4c8d6-16f4-4e72-8527-9d9f48e2937e.jpg?v=1603928289","url":"https:\/\/pastforward.org\/products\/the-sellers-challenge-how-top-sellers-master-10-deal-killing-obstacles-in-b2b-sales-9781948974028","provider":"Past Forward","version":"1.0","type":"link"}