Business People Who Sell

In Selling Is Dead, they examine why salespeople and selling teams should be ready to change the ways they approach their sales, and accept new selling frameworks to make complex sales. The authors do more than describe how traditional sales strategies are no longer as effective as they once were: they explain how organisations can transform a transactional sales team into a disciplined unit of “businesspeople who sell.”

The solution to the problem of ineffective traditional selling methods described by the authors is an approach to selling that enables companies to combine their sales, marketing, customer service and new product departments into sustainable, market-optimising growth engines.

The authors write that there are three primary market dynamics that are now working to devalue salespeople and selling as a whole.

The authors write that their book is more about the resurgence of selling than the demise of selling that its title implies. The selling frameworks they offer describe how salespeople can reinvigorate sales productivity through more effective solutions to the challenges that are created by the three primary market dynamics.

By countering the common pitfalls of traditional selling with a clearly defined road map for selling large offerings to increasingly sophisticated customers, Selling Is Dead offers salespeople and sales teams a well defined way to make large, complex sales. The authors also present numerous case studies from successful companies that demonstrate how their sales techniques work in the real world.