Ask a CEO to name his or her organization's most important asset and you're sure to hear "our people," followed closely by "our customers." Everything  else  takes  a  backseat, and  yet few books are written about how these two most  valuable assets interact, engage, align, collaborate, innovate, and create value together.

Beyond the Sales Process focuses on the frontline of engagement with customers. It is specifically intended for salespeople, account managers, their managers, and sales leaders, as well as others who have responsibilities and pressures associated with developing and winning business, and those  who  are  tasked  with  extending  and expanding their relationships with customers. In the case studies that follow each section, you'll learn how top companies engage differently and grow successful customer relationships based on collaboration, innovation, and mutual value creation and co-creation.

These case studies provide an in-depth perspective on how industry leaders across the globe engage, win, and grow with their customers. Adecco Staffing U.S., BNY Mellon, Hilton Worldwide, Honeywell Building Solutions, Merck/MSD, Panasonic Corporation, Securian Financial Group-Group Insurance, Siemens AG, and Zurich Insurance Group have generously provided us with their stories.

While this book is largely intended for those who want to consistently be at the top of their professional peer groups and are willing to consider new ideas to help them succeed, it will also be of value to the managers and leaders who motivate, coach, and support the efforts of their teams. Thus, this  book  is  for  those  customer-facing  professionals  who need to drive their performance to the next level of effectiveness.

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