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The Ultimate Reference Guide to Solve Your Toughest Sales Challenges!
Sales Strategy Playbook is a based on first-of-a-kind sales cycle research and win-loss analysis with thousands of top salespeople, vice presidents of sales, and B2B buyers who ultimately decide which salesperson will win the deal.
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The Owner’s Manual for Your Sales Career
Sales Strategy Playbook provides state of the art sales strategies and advanced real-world tactics for salespeople who want to learn how convince skeptical customers to buy, winover evaluation committees, and the secrets of becoming a top performer. It is a comprehensive reference guide for winning highly competitive accounts and the perennial resource to solve your toughest sales challenges. Inside, you’ll find expert advice on:
- How to create the winning sales strategy by controlling the sale cycle
- How to conduct persuasive sales calls and use value to differentiate yourself
- How to influence buyers and C-level executives by truly becoming a trusted advisor
- How to penetrate new accounts using proven Account Based Marketing strategies
- Higher, wider, and deeper client account expansion and cross-selling strategies
- How to establish situational dominance using Sales Linguistics, the study of how the customer’s mind uses language
This sales reference guide includes 175+ illustrations, 50+ exercises, and a convenient toughest sales challenges table of contents. Consult Sales Strategy Playbook before you start working on a key deal, when you are in a difficult situation and need a thought-provoking breakthrough, or whenever you need a dose of sales adrenaline.
The Most Comprehensive Sales Book
Sales Strategy Playbook is a based on first-of-a-kind sales research and win-loss analysis interviews with thousands of top salespeople, vice presidents of sales, and B2B Buyers who ultimately decide which salesperson will win the deal. Research topics include:
- - Key moments sales cycles are lost or won
- - The Influence of evaluation committee politics
- - How different buyer personas select salespeople
- - Which buyers select the market leader or underdog
- - RFP responses and no decision buying tendencies
- - The differences between selling to men and women
- - The impact of price and negotiation research
- - Top salesperson personality and behavior
- - Characteristics of the best inside salespeople
- - The key mistakes salespeople make
- - Qualities of high performing sales managers
- - High performing sales organization attributes
- - Sales forecasting and compensation research
- - The attributes of top field salespeople
Toughest Sales Challenges Solved
Sales Strategy Playbook provides the answer to your toughest sales challenges
- Do the odds of closing a deal increase with more demonstrations?
- How do buyers evaluate vendors and make decisions?
- How do I become a top salesperson?
- How do I become a trusted advisor?
- How do I become a better negotiator?
- How do I become more confident in my forecast?
- How do I become more persuasive?
- How do I bounce back after a tough loss?
- How do I call higher in an account?
- How do I conduct client quarterly or annual business reviews?
- How do I conduct meaningful discovery when meeting with prospects?
- How do I control the sales cycle?
- How do I create a sales strategy?
- How do I cross-sell products?
- How do I describe my sales strategy to my sales manager?
- How do I determine if I am working for the right company?
- How do I determine if no decision will be made?
- How do I determine which decision-maker has the most power?
- How do I determine which department has the most power?
- How do I develop a coach or internal champion?
- How do I differentiate myself and get customers to bond with me?
- How do I establish trust?
- How do I expand my presence across the account?
- How do I find out if am winning or losing?
- How do I find out if the customer is lying?
- How do I help my coaches sell my solution to their organization?
- How do I know if I will win or lose the deal?
- How do I know the purchase is budgeted and approved?
- How do I make sure the customer will meet with me again?
- How do I meet with and win over C-level executives?
- How do I overcome my nervousness?
- How do I prepare for an account review with my sales manager?
- How do I present the value of my company my product and myself?
- How do I protect my pricing?
- How do I really know where the competition stands in my deal?
- How do I really understand my client’s business?
- How do I secure a meeting with a C-level executive?
- How do I structure a meeting with a C-level executive?
- How do I qualify the customer and the deal?
- How do I win over a politically complex evaluation committee?
- How does meeting with senior executives improve my chance of winning?
- How does the underdog beat goliath?
- How influential is our website and what do buyers look at?
- If my deal is stalled, what should I do?
- Should I Introduce my senior executive team members to the client?
- Should I focus on sophisticated or less sophisticated buyers?
- Should I go after the business or respond to the RFP?
- Should I answer “blind” RFPs?
- What are the best team selling practices?
- What are the best questions to ask a prospect and what should I be prepared for?
- What are the biggest mistakes I should avoid?
- What are the different sales strategies for enterprise platform and point specific sales cycles?
- What do top salespeople do that I don’t?
- What selling style should I use?
- What should I do after I lose an important deal?
- What should I do during the buyer’s journey?
- What should I do if I’m losing the deal?
- What should I say when I meet with C-level executive?
- What should I do when I’m stuck with only a single lower level contact?
- What’s the best day of the week to contact prospects?
- What’s the best closing strategy?
- What’s the best email to send to prospects?
- What’s the best negotiation strategy?
- What’s the best way to penetrate new accounts?
- When does the customer actually make their decision? -
- Where do the best leads come from?
- What’s the best strategy for approaching procurement sourcing and supply chain?
- What’s the best way to make a presentation?
- What’s the best way to present customer success stories?
- What’s the best way to sell to the opposite sex?
- What’s the best way to structure sales calls?
- Why does my sales manager dislike me and what should I do?
- Why is the evaluation committee against me?
Other Steve W. Martin Books
Sales Strategy Playbook is a based on first-of-a-kind sales research and win-loss analysis interviews with thousands of top salespeople, vice presidents of sales, and B2B Buyers who ultimately decide which salesperson will win the deal. Research topics include:
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Heavy Hitter I.T. Sales Strategy: Competitive Insights from Interviews with 1,000+ Key I.T. Decision Makers and Top Technology Salespeople
Heavy Hitter Sales Linguistics: 101 Advanced Sales Call Strategies for Senior Salespeople
Heavy Hitter Sales Psychology: How to Penetrate the C-Level Suite and Persuade Company Leaders to Buy
Heavy Hitter Sales Wisdom: Proven Sales Warfare Strategies, Secrets of Persuasion, and Common-Sense Tips for Success
Heavy Hitter Selling: How Successful Salespeople Use Language and Intuition to Persuade Customers to Buy.
The Real Story of Informix Software and Phil White: Lessons in Business and Leadership for the Executive Team