StrategyDriven Podcasts focus on the tools and techniques executives and managers can use to improve their organization’s alignment and accountability to ultimately achieve superior results. These podcasts elaborate on the best practice and warning flag articles on the StrategyDriven website.
Special Edition 21e – An Interview with Duane Sparks, author of Sales Strategy from the Inside Out explores how businesses employing a consultative sales method realize dramatically increased revenues. During our discussion, Duane Sparks, author of Sales Strategy From The Inside Out: How Complex Selling Really Works and Chairman and Founder of The Sales Board, shares with us his insights and illustrative examples regarding:
- the five decisions individuals go through before making the final buying decision
- how to bring other team members into the sales process and the benefits of this practice
- determining the right number of client needs identification interactions before presenting a solution balanced with the client’s desire to hear the solution given their time investment
- role of the sales professional in orchestrating solution presentations made by client personnel
In addition to the invaluable selling skills insight Duane shares in Sales Strategy From The Inside Out and this special edition podcast, please visit his company’s Sales Training or Sales Management site. To discover why this selling skill is so effective at maximizing sales productivity, purchase Duane’s book: Sales Strategy From The Inside Out.
Complimenting Sales Strategy From The Inside Out, are Duane’s four other books on the consultative sales process including:
- Action Selling: How to sell like a professional, even if you think you are one.
- Selling Your Price: How to Escape the Race to the Bargain Basement
- Questions: The Answer to Sales
- Masters of Loyalty: How to turn your sales force into a loyalty force.
Read a Summary of the above Sales Books.
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About the Author
Duane Sparks, author of Sales Strategy From The Inside Out, is Chairman and Founder of The Sales Board, a Minneapolis-based strategic sales training company that has trained and certified more than 350,000 salespeople in more than 3,000 groups in the system and skills of Action Selling. He has written five sales books, personally facilitated more than 300 Action Selling training sessions and continues to engage in the business and art of the strategic sales process. Read Duane’s full biography and the history of Action Selling Sales Management Training.