ฉันรักการแปลSelling today requires

ฉันรักการแปล
Selling today requires flexibility, judgment, and a focus
on results-not process. By Brent Adamson, Matthew Dixon, and Nicholas Toman
Sales leaders have long fixated on process discipline. They have created opportunity scorecards, qualification criteria, and activity metrics-all part of a formal sales process designed to help their team members replicate the approaches of star performers. This is the world of the sales machine, built to outsell less focused, less disciplined competitors through brute efficiency and world-class tools and training. For years, tuning this machine has been the primary means of boosting sales productivity. But recently sales has been caught off guard by a dramatic shift in customers' buying behavior. Even as leadership has tightened compliance with the processes that have served so well, sales performance has grown increasingly erratic. Companies are reporting longer sales cycle times, lower conversion rates, less reliable forecast, and compressed margins. The sales machine is stalling. The good news is that the way forward is clear. In our research at CEB, We have found that the very approaches that made the sales machine so effective now make selling harder. We have also identified the keys to winning in this new environment: Leaders must abandon their fixation on process compliance and embrace a flexible approach to selling driven by sales reps' reliance insight and judgment. The Rise of Insight Selling Until recently, customers seeking business solutions had to ask suppliers for guidance early in the purpose, because crucial information wasn’t available anywhere else. But today customers are better informed than ever before. By the time they approach supplies, they generally have a clear idea of the problem they need to solve, the solutions that are available, and the price they’re willing to pay. In this world, process-driven sales machine approaches fall short, because they give sales reps no room to exercise judgment and creativity in dealing with highly knowledgeable customers. They leave reps with little to do but compete on price. As we explored in our HBR article “The End OF Solution Sales” (July-August 2012), the new environment favors creative and adaptable sellers who challenge customers with disruptive insight into their business-and offer unexpected solutions (see the sidebar “Selling to Empowered Customer” )
Source: Harvard Business Review

Seksan Kangkao
55114700043 Section A

ผลลัพธ์ (อังกฤษ) 1:

I love the translation
selling today requires flexibility, judgment, and a focus
on results-not process. By brent adamson, matthew dixon, and nicholas toman
sales leaders have long fixated on process discipline. They have created opportunity scorecards, qualification criteria. ,the good news is that the way forward is clear. in our research at ceb, we have found that the very approaches that made the sales machine so effective now make selling harder. we have also identified the keys to winning in this new environment:.leaders must abandon their fixation on process compliance and embrace a flexible approach to selling driven by sales reps' reliance insight and judgment. the rise of insight selling until recently, customers seeking business solutions had to ask suppliers for guidance early in the purpose, because crucial information wasn't available anywhere else.but today customers are better informed than ever before. by the time they approach supplies, they generally have a clear idea of ​​the problem they need to solve, the solutions that are available, and the price they're willing to pay. in this world, process-driven sales machine approaches fall short,.because they give sales reps no room to exercise judgment and creativity in dealing with highly knowledgeable customers. they leave reps with little to do but compete on price. as we explored in our hbr article "the end of solution sales" (july-august 2012),.the new environment favors creative and adaptable sellers who challenge customers with disruptive insight into their business-and offer unexpected solutions (see the sidebar "selling to empowered customer")
source: harvard business review

seksan kangkao
55114700043 section a
.

ผลลัพธ์ (อังกฤษ) 2:

I love the translation
Selling today requires flexibility, judgment, and a focus on process
results-not. Brent Dixon By Matthew Adamson, Nicholas Toman, and leaders have long fixated on Sales
process discipline. They have created opportunity qualification criteria, scorecards, and activity metrics-all part of a formal sales process designed to help their team members replicate the approaches of star performers. This is the world of the sales machine, built to outsell less focused, less disciplined competitors through brute efficiency and world-class tools and training. For years, tuning this machine has been the primary means of boosting sales productivity. But recently sales has been caught off guard by a dramatic shift in customers' buying behavior. Even as leadership has tightened compliance with the processes that have served so well, sales performance has grown increasingly erratic. Companies are reporting longer sales cycle times, lower conversion rates, less reliable forecast, and compressed margins. The sales machine is stalling. The good news is that the way forward is clear. In our research at CEB, We have found that the very approaches that made the sales machine so effective now make selling harder. We have also identified the keys to winning in this new environment: Leaders must abandon their fixation on process compliance and embrace a flexible approach to selling driven by sales reps' reliance insight and judgment. The Rise of Insight Selling Until recently, customers seeking business solutions had to ask suppliers for guidance early in the purpose, because crucial information wasn't available anywhere else. But today customers are better informed than ever before. By the time they approach supplies, they generally have a clear idea of the problem they need to solve, the solutions that are available, and the price they're willing to pay. In this world, process-driven sales machine approaches fall short, because they give sales reps no room to exercise judgment and creativity in dealing with highly knowledgeable customers. They leave reps with little to do but compete on price. As we explored in our HBR article "The End OF Solution Sales" (July-August 2012), the new environment favors creative and adaptable sellers who challenge customers with disruptive insight into their business-and offer unexpected solutions (see the sidebar "Selling to Empowered Customer" )
Source: Harvard Business Review

Seksan Kangkao
55114700043 Section A

ผลลัพธ์ (อังกฤษ) 3:

I love the translation
Selling today requires flexibility, judgment, and a
focus on results - not process. By Brent Adamson, Matthew Dixon, and Nicholas Toman
Sales leaders have long fixated on discipline process. They have created opportunity scorecards, qualification criteria,activity and metrics - all part of a formal sales process designed to help their team members replicate the approaches of star performers. This is the world of the sales machine, built to outsell less focused, less disciplined competitors through brute efficiency and world-class tools and training.For years, tuning this machine has been the primary means of boosting sales productivity.recently But sales has been caught off guard by a dramatic shift in customers' buying behavior. Even as leadership has tightened compliance with the processes that have served so well, sales performance has grown increasingly erratic. Companies are reporting longer sales cycle times, lower conversion rates, less reliable forecast, and compressed margins. The sales machine is stalling.The good news is that the way forward is clear. In our research at CEB, We have found that the approaches that made the very effective sales machine so now make selling harder. We have also identified the keys to winning in this new environment:Leaders must abandon their fixation on process compliance and embrace a flexible approach to selling driven by sales reps' insight and judgment reliance. The Rise of Insight Selling Until recently, customers seeking business solutions had to ask suppliers for guidance early in the purpose, because crucial information wasn' T available anywhere else.Today But customers are better informed than ever before. The time they approach By supplies, they generally have a clear idea of the problem they need to solve, the solutions that are available, and the price they' re willing to pay. In this world, process-driven approaches fall short sales machine,because they give sales reps no room to exercise judgment and creativity in dealing with highly knowledgeable customers. They leave reps with little to do but compete on price.As we explored in our article "The HBR End OF Solution Sales" (July - 2012 August),The new environment favors creative and adaptable sellers who challenge disruptive customers with insight into their business - and offer unexpected Solutions (see the sidebar "Selling To Empowered Customer")
Source: Harvard Business Review Seksan Kangkao



55114700043 Section A