A game-changing sales model that targets opportunities in every stage of today's long-lead sale
Target Opportunity Selling reveals best practices based on first-hand interviews with top sales performers throughout the world.
Leading sales trainer Nic Read describes what he calls the Sales Expansion Loop, which views the sales pricess as an infinite loop in which the roles of Marketing, Sales, Management, and Service all serve different coordinated roles in the customer journey. Read shows how to target opportunities at every stage of this continuous sales loop and align the sales process to the customer buying process. He provides practical how-tos for Sales Qualification, competitive strategy, relationship management and closing, as well as how to use the end of every sale as a primer for the next sale.
Nicholas A.C. Read is president of the training firm SalesLabs. He is a recent recipient of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed "the business world's own Oscars" by the New York Post.
About the Author
Nicholas A.C. Read is president of SalesLabs, which helps companies drive predictable and repeatable revenue growth through the application of improved process, measurement, and skills. He has trained B2B salespeople and their managers in more than 40 countries in a career spanning more than 20 years. The author's first book received tremendous media--USA Today, Training Magazine, American Business Journal, American Management Association, C-Suite Quarterly, Selling Power, Marketing Times, and more. He regularly speaks to clients that include EMC, SAS, Microsoft, and more and has presented at Selling Power's Sales Leadership Conference, Baylor University's Symposium on Sales Effectiveness, Optimizing the Sales Force Conference in Australia and the Sales Management Forum in Greece. In 2005, he was awarded Winner of the Best Sales Trainer category in the International Business Awards, an annual awards show that has been dubbed "the business world's own Oscars" by the New York Post. He splits his time between North America, Asia, and Europe.
