Scenario Selling: Technology and the Future of Professional Selling

Scenario Selling: Technology and the Future of Professional Selling is a book about professional selling – what salespeople do with and for customers – and how it’s changing due to advances in technology. Since 1997 sales-technology expert Patrick Sullivan and psychologist Dr. David Lazenby have studied how technology has historically altered successful sales tools and methods. This book is the result of that research. Readers will gain an understanding of the changes required for salespeople and the selling profession to survive and thrive in the Digital Age. The development and widespread use of Digital-Age technologies has resulted in and continues to introduce significant changes in the way people live, work, learn, buy, and sell. Will technology eliminate the need for salespeople? Within these pages you’ll discover why today’s Digital-Age technologies may well replace many salespeople; and be introduced to perhaps the only sales method and toolset that will make sal… More >>

Scenario Selling: Technology and the Future of Professional Selling