SKU: 50401239200

Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive Advantage

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Rethinking the Sales Cycle: How Superior Sellers Embrace the Buying Cycle to Achieve a Sustainable and Competitive AdvantageAlign your selling methods with their buying habits for a win win relationship "The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer centric approach." Al Ries, bestselling coauthor, War in the Boardroom Since its founding in 2002, CustomerCentric Selling, one of the world's leading sales training firms, has dramatically changed how selling is viewed

Align your selling methods with their buying habits for a win-win relationship

"The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer-centric approach."
--Al Ries, bestselling coauthor, War in the Boardroom

Since its founding in 2002, CustomerCentric Selling, one of the world's leading sales training firms, has dramatically changed how selling is viewed--from simply promoting a product to empowering customers to achieve goals or solve problems through the use of offerings.

Today, buyers don't want salespeople telling them what they want or need; they've already gone online and informed themselves--which makes the job of selling more difficult than ever.

So how do you reestablish the relevance you previously took for granted? How, in the world of Web 2.0, can you develop long-term relationships with customers and maintain your competitive advantage? You must stop focusing squarely on the selling cycle--and pay closer attention to the buying cycle. In other words, learn how customers want to buy and align your selling techniques accordingly.

In Rethinking the Sales Cycle, two leaders from CustomerCentric Selling provide the latest research into the buying cycle. They present a step-by-step model that helps you seize market share and hold it by understanding the five stages of the buying cycle. Learn how to:

  • Interpret buying behavior at different stages
  • Assess your competitive position based upon buyer behavior
  • Read the impetus behind a buyer objection
  • Merge your selling process with a buyer's buying process
  • Take a committee through a buying cycle to maximize the chance of consensus at the end

When it comes to the buying cycle, today's customers want control. You can give it to them when you have a selling strategy aligned with their behavior. It's the best and perhaps only way to succeed in today's ultra-competitive world.

Rethinking the Sales Cycle gives you unprecedented insight into the mindset, emotions, and behaviors of buyers. Armed with this information, you will find the solutions you need to lead your organization to new heights of success.



Binding Type: Hardcover
Publisher: McGraw-Hill Education
Published: 01/01/2010
ISBN: 9780071637992
Pages: 236
Weight: 1.09lbs
Size: 9.26h x 6.62w x 0.91d
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SKU: 50401239200

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Skania19
New York, US
★★★★★ 5
Would buy again
Color: White, Size: Standard (Pack of 2)
This is a good pillow if you like them firm and thin. I let them sit out for 2 days (per instructions). After having them a week, they've perked up and became more full. I guess they just need time after being in the air. They are softer now but your head doesn't sink thru it. They are actually nice and soft to the touch as well.
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Reviewed in the United States on May 4, 2026
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tamara boyd
Battle Creek, US
★★★★★ 3
On the thin side....
Color: White, Size: King (Pack of 2)
These are described as "high loft" and "supportive", but they are fairly thin/flat and very soft.
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Reviewed in the United States on May 26, 2026
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Roger Flint
Belleville, US
★★★★★ 5
Great Support; not too Soft.
Color: White, Size: Standard (Pack of 2)
These are extremely comfortable pillows. I bought them for my every-night use, and they have not disappointed me. They provide great support for one’s head. They mold around one’s neck foot just turn perfect amount of support without being extremely soft. They hold their original manufactured shape easily.
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Reviewed in the United States on April 26, 2026
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CT Oma
Fort Morgan, US
★★★★★ 5
Luxury pillows
Color: White, Size: King(2Pack)
I purchased these pillows to be used as sham fillers, however, the pillows are so great I am now using them for sleeping. The filling conforms to your sleeping position and provides a comfortable sleep. They come rolled in plastic and are paper thin. Once removed, they fluff up beautifully and very evenly. These pillows are high quality and a good value for the price. Highly recommend.
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Reviewed in the United States on April 23, 2026
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Nicole
Waukegan, US
★★★★★ 5
Perfect for Decorative Shams!
Color: White, Size: King(2Pack)
I purchased the VAINOC king size pillows specifically to use inside decorative shams, and they are absolutely perfect for that purpose. They have just the right amount of firmness to keep the shams looking full and well-shaped without being overly stiff. I love how they instantly made my bed look more polished and put-together. The size fits beautifully in king shams, giving that plush, high-end look you usually see in hotels or magazines. The quality is great for the price, and they fluff up nicely without going flat. If you’re looking for affordable pillows to elevate your bedding decor, these are a great choice!
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Reviewed in the United States on April 6, 2026

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