Customers only care about one thing: value. And the only proven way to increase sales productivity is to deliver new and different forms of value. Salespeople must become experts in their customers' businesses and help them generate better results. Readers will learn that evolving from "salespeople" to "businesspeople who sell" will earn them a seat at the table-the place reserved for those select people who guide the strategic direction of an enterprise.
A Seat at the Table gives practical advice on how to better connect with decision makers. When they can do this, salespeople will be in a position to create demand for their products and services, protect their core business, and close more sales.
Marc Miller is the CEO of Sogistics, a privately held sales force transformation firm, and is a keynote speaker on mastering the complex sale. He is the author of the bestselling Selling is Dead.