The Collaborative Sale: Solution Selling in a Buyer Driven World

The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The authors talk about "situational fluency." The sales approach needs to be situational. You need to gather relevant clues online to understand the purchase stage of buyers and make appropriate recommendations to move the purchase process along. Sales need to stay on top of technology and digital. There is no shortcut. It's a great reminder.I enjoyed reading this book.

This book provides interesting ideas and best practices, but I was expecting groundbreaking new ideasand I am slightly disappointed. However, the book has been published a few years ago, which could explain the ideas are not new to me.

It is a smart book which explains the changes of customers' behaviour and highlights the necessary changes of salesmen behaviour. The book complements "The New Solution Sales" by Keith M. Eades. I believe it is a "must read book" for salesmen focused on Solution sales or B2B sales.

If you want to accelerate results and stay ahead of the competition, I encourage you to put The a Collaborative Sale into practice. If you aren't getting better everyday, you are falling behind!

I can only recommend the book, one of the greatest books for sales professionals, fantasticly summarizing and showing how perfectly the Solution Selling matches the changing landscape we experience nowdays.

This book is very informative for the average consumer and can help both the sales person and the person purchasing.

Poorly written clearly written by someone over the age of 50Social Media is not NEW ask Justin BeiberEducated buyers have been around since EBay and Amazon first beganThe only thing smart they say is educate yourself on what you are selling and work hard at selling.If you think clients are going to call you over a 15 second google search then yes this book will help but if you have a half functioning brain you are already doing more in sales than these guys.Will likely use for a doorstop or fuel for the bon fire friday night

Used book for business and self improvement.