A book by Serge Rouvière
The keys to increase your sales and capture new clients in B to B markets
Business to business sales representatives are facing an every day challenge in order to sell more: they have to cope with a trend towards commoditisation in many business markets, they need to meet more and more demanding requirements from their clients and have to adapt to more complex decision processes and to the professionalization of the purchase function.
Serge Rouvière invites the read to discover or learn more about the skills and techniques essential to a B to B sales representative to fulfill their mission. In the successive chapters, he describes the stakes and analyzes the fundamental principles of each step of the B to B selling process.
He encourages sales people to rethink their practices in taking into account the specificities of their B to B clients and prospective clients. Throughout the book these specificities are highlighted and illustrated with business case examples.
The author emphasizes above all the absolute need for sales people to learn how to manage their time effectively, which he considers as key to sales efficiency. He devotes the first chapter of his book to this crucial issue: « Good time management is the cornerstone of sales people's performance, it is even more essential than their relational skills, their understanding of their clients and markets and their ability to convince».
The book, ilustrated with many recent, real life examples, is very operationnal and pragmatic. Step by step the reader builds or enhances their knowledge, going through business case studies, as well as end of chapter summaries or exercises.
This new edition presents updated examples and covers the latest digital tools developed over the past three years (emailing softwares, social networks). This edition also thoroughly embraces the changing role of the sales force, always more evolving toward a consultative selling posture.
Serge Rouvière is the founder and president of Why Consulting.
For more than 10 years, he has been conducting assessments of sales organizations and providing consultancy services to executive teams of large companies. He is an expert in the strategies of differentiation through the excellence of customer relationship management.
Serge Rouvière is the author of two other books:
."Client culture, the ultimate differentiation strategy", in which he explores the key milestones to build a differentiation strategy based on customer centricity and delivering high value services. He develops the different stages of the transformation - at both organizational and cultural levels, which a company must undergo to achieve this objective... Read more
. "Succeeding in customer relations", in which he highlights the keys to build or strengthen your relations with your clients and explains how customer loyalty is a decisive factor in a company's long term business perfomance... Read more
Join Serge Rouvière on Linkedin and Twitter or visit the Blog 'Réussir sa Relation Client', to read more, share your own experiences and opinions, and discuss with him.