Description
Book SynopsisPatrick Maes is founding partner of CPI, specialized in the organization and optimization of commercial approaches. He is a guest lecturer at various business schools, and an inspirational speaker on disruptive commercial strategy at international seminars and congresses.
Trade Review"Not so long ago the disruptor was the anomaly. Patrick Maes confirms that those who don't renew and disrupt their sales organization will become the anomaly, with low chances of survival in this new world. Regardless of your industry, with this book there is no excuse not to accelerate!" * Bert Naert CEO, Buysmetal NV – Klöckner Metals Belgium *
"As a sales executive trying to remain visible within fast-paced markets and information overload, Patrick Maes' book provides essential food for thought to veer off the beaten track in pursuit of a fresh competitive edge." * Robert Schuster Executive Director Marketing and Sales, Flat Rolled Products, Aurubis AG *
Table of Contents
- Section - ONE: The end of the world as we know it
- Chapter - 00: Introduction to disruptive selling: start from scratch;
- Chapter - 01: Disruption - understanding the new way of selling;
- Chapter - 02: Creating connections with the new customer through disruptive selling;
- Section - TWO: There is no excuse for being boring
- Chapter - 03: Creating your value proposition for disruptive selling;
- Section - THREE: Turning opportunity into sales results
- Chapter - 04: Using people and resources within your disruption strategy;
- Chapter - 05: Exploring automation and technology for disruptive selling;
- Chapter - 06: Augmented and virtual reality in business;
- Section - FOUR: Lead, follow or get out of the way
- Chapter - 07: Executing dynamic disruption and perpetual readiness;
- Chapter - 08: The new age of disruptive selling - from reading to doing;
