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Shifting to the Intangible


When you’re selling energy efficiency solutions, they are often defined as a high-dollar intangible. Now that we’re selling these products and services during a pandemic with social distancing constraints, the process has become intangible as well, moving from in-person to strictly online.

shifting to the intangible

In our new Selling in a Recession series, there is an in-depth discussion about moving from “outside” to “inside” sales - namely selling remotely. Sales have become reliant on the technology we have on hand, in particular the internet, our phones and video conferencing. In short, it has gone completely digital!

That’s where The Network Imperative comes in. It’s a series of case studies and how-to’s relating to successful online sales. With this unforeseen shift in our economy and the ways customers are now seeking new solutions, this is a book that will position you as a sales professional who can provide them what they need in the most timely and pragmatic fashion.

Here is the summary on Amazon:

Digital networks are changing all the rules of business. New, scalable, digitally networked business models, like those of Amazon, Google, Uber, and Airbnb, are affecting growth, scale, and profit potential for companies in every industry. But this seismic shift isn’t unique to digital start-ups and tech superstars. Digital transformation is affecting every business sector, and as investor capital, top talent, and customers shift toward network-centric organizations, the performance gap between early and late adopters is widening.

“So the question isn’t whether your organization needs to change, but when and how much.

“The Network Imperative is a call to action for managers and executives to embrace network-based business models. The benefits are indisputable: companies that leverage digital platforms to co-create and share value with networks of employees, customers, and suppliers are fast outpacing the market. These companies, or network orchestrators, grow faster, scale with lower marginal cost, and generate the highest revenue multipliers.

“Supported by research that covers 1,500 companies, authors Barry Libert, Megan Beck, and Jerry Wind guide leaders and investors through the ten principles that all organizations can use to grow and profit regardless of their industry. They also share a five-step process for pivoting an organization toward a more scalable and profitable business model.

“The Network Imperative, brimming with compelling case studies and actionable advice, provides managers with what they really need: new tools and frameworks to generate unprecedented value in a rapidly changing age.”

Learn how to sell in a recession!


Read more blogs on Books, Sales Tips, Book Recommendation, Book Review, Sales Performance, Recession Selling

Posted by Mark Jewell