Summary of Dealstorming

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Rating

8

Qualities

  • Innovative
  • Applicable

Recommendation

Today, only 40% of sales representatives meet their quotas. Coming to the rescue, sales veteran Tim Sanders outlines a direct approach to overcoming hurdles in large business-to-business sales. He presents his seven-step “dealstorming” process in clear chapters filled with explanatory anecdotes. The process of dealstorming requires assembling a focused team from across your company’s departments. Sanders positions dealstorming as the best method for closing stalled sales. He illustrates his system with diagrams and illuminates each step with case studies drawn from his sales leadership experience. Dealstorming offers an intriguing approach to overcoming sales problems strategically. getAbstract recommends this solid guide to B2B sales reps and managers looking to overcome that nagging, lagging sale.

About the Author

Former Yahoo chief solutions officer Tim Sanders co-founded the research group Deeper Media Inc. and also wrote Love Is the Killer App, Today We Are Rich and The Likeability Factor.

 

Summary

“Dealstorming”

Despite a sales representative’s best efforts, a potential deal can hit a roadblock that prevents it from coming to a successful conclusion. One cure is dealstorming, a collaborative-based approach to business-to-business (B2B) selling. In dealstorming, a cross-department team follows a step-by-step, “linear process requiring discipline”

Brainstorming produces a lot of ideas, but unlike dealstorming it lacks a deliberative process for determining if the ideas are viable. Dealstorming brings people together from a company’s different units to find creative, practical solutions to a blocked sale. The participants in a dealstorm session share the same sales goal and can offer suggestions for advancing the sales process. A dealstorm requires a major investment of time and resources, so companies should turn to this tactic only when other B2B sales options don’t work.

Why Dealstorming Works

The dealstorm helps people who don’t usually deal with selling develop a stake in a sale’s success. A salesperson may not be able to find the hidden key to success, but a team probably can. A dealstorm often discovers a sales innovation that other sales...


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    A. R. 3 years ago
    Great book that leverages the problem solving creativity of cross-functional teams, supporting customer facing sales. Without this proactive approach, that biases a team for solution-generation, teams will tend to muddle around problem definition with no clear synergistic path forward. This is the Andon approach to delivering a value proposition to the customer that presents the best a company can offer, with a sell-it-forward dynamic.