Selling is Dead is a strategic book that examines why salespeople and selling teams must re-define their roles and adopt new selling frameworks - or risk obsolescence.

For major account sellers, traditional growth strategies have become increasingly ineffective in the New Economy. Emerging market forces are combining to devalue existing sales practices and place an emphasis on a sales team's ability to sell innovation. Selling is Dead discusses these powerful market forces and lays forth a new selling framework that makes the sale of innovation and new applications more disciplined, structured, and replicatable.

Selling is Dead also identifies multiple categories of large account selling, each with its own best practices, sales skills, and strategies. The capability to categorize sales opportunities more specifically enables sellers to better align with their prospects and craft more effective selling strategy.

Selling is Dead presents scores of case studies along with proven, research-based approaches that enable companies to fuse their sales, marketing, customer service, and new product departments into sustainable, market-optimizing, growth engines. Readers learn how to:

• Understand and identify the multiple types of major account sales
  
  
• Create a disciplined and strategic sales framework that mirrors the buyer's "demand type"
  
  
• Master the sales process steps and skills that will advance your buyers to "Yes!"
  
  
• Build management systems to maintain a cohesive selling effort across the organization

Take an eye-opening business journey in Selling Is Dead and learn how to accelerate revenue growth and sustain a higher level of sales productivity.