Articles liés à BUILDING A SUCCESSFUL SELLING ORGANIZATION: The Critical...

BUILDING A SUCCESSFUL SELLING ORGANIZATION: The Critical Path to Extraordinary Results - Couverture souple

Wilson, Art

 
9780595361632: BUILDING A SUCCESSFUL SELLING ORGANIZATION: The Critical Path to Extraordinary Results
Couverture souple
ISBN 10 : 0595361633 ISBN 13 : 9780595361632
Editeur : iUniverse, 2005

Synopsis

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. Implement the Account Management Execution Model to improve strategic account 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.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

Présentation de l'éditeur

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. Implement the Account Management Execution Model to improve strategic account 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.

Biographie de l'auteur

Art Wilson is a respected sales executive and thought leader in effective selling. His sales knowledge and personal success placed him among the top 10 sales representatives at IBM Corporation for five consecutive years, including being named top salesperson one year. Today he counsels Fortune 500 sales leaders, sharing best-practices-based strategies that are the foundation of his sales consultancy, Critical Path Strategies.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Éditeur
iUniverse
Date d'édition
2005
Langue
anglais
ISBN 10 
0595361633
ISBN 13 
9780595361632
Reliure
Broché
Nombre de pages
236
Coordonnées du fabricant
non disponible
Personne responsable
non disponible

Autres éditions populaires du même titre

9780595673438: Building a Successful Selling Organization: The Critical Path to Extraordinary Results

Edition présentée

ISBN 10 :  0595673430 ISBN 13 :  9780595673438
Editeur : iUniverse, 2005
Couverture rigide