The Innovative Seller

Keeping Pace in an AI and Customer-Centric World

Jake Dunlap

$46.95

Hardback

Not in-store but you can order this
How long will it take?

Availability Information

We source books from suppliers in Australia and overseas. For books we don't currently have in stock, the time it takes to get them from our suppliers can vary widely - from a few days to a few months - so we check each book with each supplier to determine the expected time it will take to be supplied to us.

We then advise you accordingly. If the time taken to get any book is too long for you, you can let us know and we will cancel or adjust your order, and refund as required.

To find out the anticipated arrival time for specific items prior to ordering, please contact us by phone or email:

Phone +61 2 9264 3111, or 1800 4 BOOKS (1800 4 26657) if outside Sydney:
option 1 Abbey's Bookshop (Crime, History, Science, Kids & more) • info@abbeys.com.au
option 2 Language Book Centre (ESL & Foreign Languages) • language@abbeys.com.au
option 3 Galaxy Bookshop (Sci-fi, Fantasy, Romance, Graphic Novels) • sf@galaxybooks.com.au

QTY:

English

John Wiley & Sons Inc
04 April 2024

Sales & marketing management; Sales & marketing; Artificial intelligence

Practical and straightforward solutions to everyday sales challenges

In The Innovative Seller: Keeping Pace In An AI and Customer-Centric World, veteran sales leader and trainer Jake Dunlap delivers an expert playbook for sales that offers out-of-the-box and creative answers for the problems and questions that salespeople face every day. Fun and motivational, the book walks you through effective strategies for dealing with common challenges, like LinkedIn prospecting, sales transparency, cold calling, and others.

The author has included a comprehensive tactical appendix, so you can easily identify and locate the exact solution you need when you encounter a specific problem. You’ll also find:

Proven, grounded, and actionable techniques you can apply immediately to improve your sales performance Instructive stories and anecdotes drawn from Dunlap’s decades of sales and sales training experience Insightful discussions of how the typical sales process and model has changed over the years and how to adapt to the new realities of the discipline

An engaging and eye-opening resource for early- and mid-career sales professionals, as well as business development and customer success practitioners, The Innovative Seller will also prove invaluable to managers and executives at quickly growing companies who seek to optimize their firms’ sales processes and results.

By: Jake Dunlap
Imprint: John Wiley & Sons Inc
Country of Publication: United States
Dimensions: Height: 231mm, Width: 160mm, Spine: 31mm
Weight: 386g
ISBN: 9781394180240
ISBN 10: 1394180241
Pages: 224
Publication Date: 04 April 2024
Audience: Professional and scholarly , Undergraduate
Format: Hardback
Publisher's Status: Active

Acknowledgments ix About the Author xiii Chapter 1 Innovation Isn’t Hard, Breaking Old Habits Is 1 Chapter 2 Introducing the 4 Cs of Modern Sales Transformation 13 Chapter 3 The First C: Commitment to Technology and AI Proficiency: People, Process, and Technology 29 Chapter 4 The Second C: Current Outbound and GTM Strategy: Pillars 1 and 2 49 Chapter 5 The Second C: Current Outbound and GTM Strategy: Pillar 3 65 Chapter 6 The Third C: Customized Sales Experience 83 Chapter 7 Engineering Your Sales Process for Speed 97 Chapter 8 Mapping Your Sales Experience—the Early Stages 115 Chapter 9 Mapping Your Sales Experience— During the Late Stages 137 Chapter 10 Mapping Your Sales Experience— to Current Customers 153 Chapter 11 The Fourth C: Consistent Performance Optimization 169 Chapter 12 The Future of Sales: Generative AI and the Changing Role of Sales 187 Index 203

JAKE DUNLAP is the CEO and Founder of Skaled, a consultancy focused on helping global 2000 companies and start-ups grow by optimizing their sales process, people, and technology with customized, repeatable and sustainable strategies. Prior to Skaled, Jake headed Sales & Customer Success for Chartbeat. Within the first nine months of his tenure, he grew annual bookings by more than 300 percent year-over-year and nearly doubled monthly recurring revenue. Before that, Jake was the VP of Sales at Glassdoor, where he expanded the department from one to 40 employees and grew employer-direct revenue from $0 to nearly $1 million in monthly recurring revenue. Since launching Skaled in 2013, Jake has been a sought-after industry thought leader, quoted by Forbes, Inc., The New York Times, and Huffington Post.