Building a Successful Selling Organization - The Critical Path to Extraordinary Results (Hardcover)

In Building a Successful Selling Organization, Art Wilson draws upon his three decades of experience as one of IBM's top sales leaders and as counsel to Fortune 500 sales executives to create a proven blueprint for building successful, profitable customer relationships. Written specifically for the chief sales officer and the leadership of the entire customer-facing organization, this book documents tested best practices among leading sales organizations and incorporates them into practical ways to implement high-performance, customer-centric sales strategies. After sharpening and honing the skills of thousands of sales teams challenged by demanding corporate customers, Wilson distills the lessons of goal-driven sales leadership into this one compact volume. Citing real-world examples, Wilson shares a disciplined, how-to sales process that empowers a sales leader to transform good sales teams into those that demonstrate sales excellence and extraordinary results. Use the five-level Sales Agenda Model to design, deploy, develop, and support a selling organization. management, ensure client alignment, and deliver convincing client value. Sales leaders who adopt the strategies presented in Building a Successful Sales Organization possess the secrets of building, organizing, and managing effective selling teams that consistently deliver predictable, sustainable, superior results.

General

Imprint:	Iuniverse, Inc.
Country of origin:	United States
Release date:	August 2005
First published:	August 2005
Authors:	Art Wilson
Dimensions:	229 x 152 x 18mm (L x W x T)
Format:	Hardcover - Sewn / Cloth over boards / With dust jacket
Pages:	240
ISBN-13:	978-0-595-67343-8
Categories:	Books > Business & Economics > Business & management > Sales & marketing > General Promotions
LSN:	0-595-67343-0
Barcode:	9780595673438

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