Review: Dealstorming by Tim Sanders

CZ2YTDQVAAEn3p2Effective sales methodologies are usually based on a disciplined step by-step process that moves the relationship between buyer and seller from contact to close. The concept of brainstorming — the freewheeling, ad-hoc practice of putting a diverse group of people in a room and letting them throw out ideas without constraints or criticism — seems to be a poor fit for the discipline and focus of the sales deal. Former Yahoo! sales executive Tim Sanders disagrees. He acknowledges that advocates of brainstorming can overstate its effectiveness — recent studies have shown weaknesses in solutions emerging from brainstorming sessions. However, he argues, the brainstorming process also offers certain strengths — the power of collaboration among a wide group of stakeholders and contributors, the openness to innovative ideas — that can be missing in the traditional sales process.

Collaboration is vital: The enduring myth of the individual super-salesperson cutting amazing deals is highly unrealistic in an age of highly complex business-to-business sales. Even those organizations that boast about their sales teams are still probably dealing in sales silos that incorporate little input from other areas of the company. Thus, Sanders has been a long-time practitioner and proponent of what he calls “dealstorming” — a problem-solving methodology that combines the collaborative and inclusive features of brainstorming with the linear discipline of the sales account-management process.

In his fifth book, Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenge, Sanders provides a detailed description of the dealstorming sales process — specifically designed to help salespeople stuck in a deal with an intractable problem. From the sales perspective, the path to innovative solutions for the client is often blocked by other functions of the company that insist that the innovations can’t be developed or implemented, or will be unworkable or ineffective. Frustrated by the resistance, sales professionals refer to these other functions as “the land of no.”

 

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Join Best-Selling Author Tim Sanders for an Interactive Webinar

IF YOU GO:
The Secret Weapon to Sales Success
Date: Tuesday, March 22nd
Time: 12:00 PM ET
Speaker: Tim Sanders

Click here to register

In this Soundview Live webinar, The Secret Weapon to Sales Success, Tim Sanders introduces “dealstorming,” a term for a structured, scalable, repeatable process that can break through any sales deadlock. This “Swiss Army knife for today’s toughest sales challenges” promises to fix the broken parts of the brainstorming process and reinvigorate account management for today’s increasingly complicated sales environment.

What You’ll Learn:

  • Utilize the seven-step Dealstorming process to gain positive results
  • Drive sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale.
  • Collaborate with people from non-sales areas of your company, making it easier for them to own the execution and delivery after the deal is done.
  • Apply strategies that will lead to game-changing deals and long-term B2B relationships.