Selling the First Oyster: From Selling Technology to Selling Transformation

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Overview

Transformational Selling is not about Selling a Product, Service or Application... It's about Selling Change.

International Speaker and Consultant, Laird Smay, Takes an in-Depth Look at how Transformational Technologies have Changed the Equation for Business, and how they should Change the Way You Sell Them.

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More About This Book

Overview

Transformational Selling is not about Selling a Product, Service or Application... It's about Selling Change.

International Speaker and Consultant, Laird Smay, Takes an in-Depth Look at how Transformational Technologies have Changed the Equation for Business, and how they should Change the Way You Sell Them.

Product Details

  • ISBN-13: 9781933918556
  • Publisher: Blooming Twig Books LLC
  • Publication date: 10/1/2010
  • Pages: 236
  • Product dimensions: 5.90 (w) x 8.80 (h) x 0.50 (d)

Meet the Author

Laird Smay, founder of Augeo Sales Consulting, LLC, is an international speaker, consultant, trainer and authority on selling transformational technologies. With over 30 years experience, Laird helps sales teams compete and win in the highly competitive tech markets by learning how to align their solutions with the key drivers of business transformation. Laird lives in Scottsdale, AZ

Table of Contents

Acknowledgments 009

Introduction 011

Part I From Selling Technology to Selling Transformation

Chapter 1 Selling Technology 027

Chapter 2 Selling Transformation 037

Chapter 3 You Can't Sell Transformation the Same Way You Sold Technology 043

Chapter 4 What About ROI? 047

Part II Why Transform?

Chapter 5 Putting it into the Context of Previous Transformations 063

Chapter 6 In Spite of the Complexity, Expense and Risk 073

Chapter 7 The Key Drivers of Transformation 077

Chapter 8 Where Do You Go From Here? 085

Part III It Must Add Up

Chapter 9 What is Business Transformation? 099

Chapter 10 It's More Than Technology 105

Chapter 11 The Bright Side of Risk 109

Part IV Articulating Business Value & Research

Chapter 12 Articulating Business Value 125

Chapter 13 What is "Business Value"? 131

Chapter 14 Researching for Business Value 135

Chapter 15 Where Do You Go From Here? 151

Part V The Transformation Conversation

Chapter 16 Selling to Business Decision Makers 163

Chapter 17 The Framework for a Business Transformation Conversation 169

Chapter 18 Anchoring 185

Chapter 19 Competitive Differentiation 199

Part VI Making it All Add Up

Chapter 20 Past Transformations 209

Chapter 21 Current Transformations 219

Chapter 22 The Bottom Line 229

About the Author 233

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