The essential roadmap for the new realities of selling when buyers are in charge Sales
and service are being radically redefined by the biggest communications
revolution in human history. Today buyers are in charge! There is no
more 'selling'—there is only buying. When potential customers have near
perfect information on the web, it means salespeople must transform from
authority to consultant, product narratives must tell a story, and
businesses must be agile enough to respond before opportunity is lost. The New Rules of Sales and Service
demystifies the new digital commercial landscape and shows you how to
stay ahead of the pack. Companies large and small are revolutionizing
the way business gets done, and this book takes you inside the new
methods and strategies that are critical to success in the modern
market. Real-world examples illustrate the new marketplace in action,
and demonstrate the brilliant utility of taking a new look at your
customer and your business. This new edition has been updated to reflect
the current reality of this rapidly-evolving sphere, with fresh
strategies, new tools, and new stories. Whether you're an independent
contractor, a multi-national corporation, a start-up, or a nonprofit,
this book is your essential guide to navigating the new digital
marketplace.  David Meerman Scott provides up-to-the-minute
analysis of the current state of the digital commercial landscape, plus
expert guidance toward the concepts, strategies, and tools that every
business needs now. Among the topics covered in detail: Why the old rules of sales and service no longer work in an always-on worldThe new sales cycle and how informative Web content drives the buying processProviding agile, real-time sales and service 24/7 without letting it rule your lifeThe importance of defining and understanding the buyer personasHow agile customer service retains existing clients and expands new businessWhy content-rich websites motivate interest, establish authority, and drive salesHow social media is transforming the role of salesperson into valued consultant Because
buyers are better informed, and come armed with more choices and
opportunities than ever before, everything about sales has changed.
Salespeople must adapt because the digital economy has turned the old
model on its head, and those who don't keep up will be left behind. The New Rules of Sales and Service is required reading for anyone wanting to stay ahead of the game and grow business now.