Consider this your guide to shifting your organization from transactional selling to embracing a sales method that will explode your sales revenue, and engage your entire organization in doing so. The reason for embracing this method extends beyond achieving explosive sales growth.
What do companies such as Northwestern Mutual Life, Nokia, and Zapier have in common? They approach selling differently than any of their competitors. Sales is not a transaction executed by the sales department; its a process that all employees support. The result? The sale value for each new customer is often double, triple, or even quadruple what their closest competitors achieve.
This book dives deeply into the exact formula for achieving similar if not even greater results. Consider this your guide to shifting your organization from transactional selling to embracing a sales method that will explode your sales revenue, and engage your entire organization. The reason for embracing this method extends beyond achieving explosive sales growth.
The author has coached thousands of sales professionals over the years and one challenge they face stands out more than any other. Its that selling is becoming increasingly difficult. Why do you think there are over one million sales-related vacancies in the United States at this very moment, according to the US Bureau of Labor Statistics? Prospects are more challenging to reach than ever; work-from-home schedules, anti-spam legislation, and policies that restrict visitors are making it increasingly difficult for your sales team to do what you want them to do sell. Worse yet, when they do make a sale, its as if they are burdening the rest of the organization. Complaints about unachievable delivery dates, unacceptable terms, or insufficient profit all result in a clear divide between sales, and everyone else. The result? A slow erosion of your sales, and an increased likelihood that your sales team will soon be searching for a different career. Its been this way for a while now, and it will continue to be unless you adopt what the author shares in this book.
Part 1: Selling is an Inside Job Chapter 1: How Your Customers Buy Has Changed Chapter 2: Your Secret Ingredient to Multiply Sales Chapter 3: Why Your Sales Are Stagnant Chapter 4: Selling Today is a Team Sport Part 2: Your 4.68X Selling Opportunity Chapter 5: The Initial Sale is Small Potatoes Chapter 6: Good: Every Good Sale Deserves an Upsell Chapter 7: Better: Introduce Creative Cross-Selling Chapter 8: Best: Generating Unstoppable Referrals Part 3: Building Momentum with Your Sales Multiplier Formula Chapter 9: The Foundation: Build A Sales Centric Culture Chapter 10: Foundation: Design Your Sales Multiplier Formula Chapter 11: Testing: Implement Your New Sales Multiplier Formula Chapter 12: Winning the Race for New Customers
Shawn Casemore is a consultant, speaker, and advisor. He is the Owner and Founder of Casemore and Co Inc., a global consulting firm that has attracted clients such as Bosch, NGK, Tim Hortons, Pepsi Co, Kids Help Phone and Sick Kids, and over 200 other leading organizations. In addition, he's served on several boards, including the Canadian Association of Professional Speakers, Canadian Association of Family-Owned Enterprises, and Excellence in Manufacturing Consortium. His speaking typically includes over two dozen keynotes each year at major conferences, and he's lectured at institutions such as the University of Waterloo and Humber Institute of Technology and Advanced Learning. Shawn's publishing includes hundreds of articles in print and online for publications such as Forbes, Fast Company, Chief Executive, Industry Week, PLANT Magazine, and The Globe and Mail. He's also written four commercially published books, including his most recent, The Unstoppable Sales Team (Taylor and Francis, 2023).
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