9780470836750

Championship Selling : A Blueprint for Winning with Today's Customer

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  • ISBN13:

    9780470836750

  • ISBN10:

    047083675X

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 2005-09-30
  • Publisher: Wiley

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Summary

If the process of buying and selling makes the world go round, then why does it have such a lousy reputation? Customers are wary of those who come selling, and salespeople have become embarrassed by their roles. Reversing this trend means adopting a new mindset, different processes, and fresh disciplines. In Championship Selling, three of North America's most respected sales leaders offer a powerful, yet remarkably simple, vision of what it means to sell, as well as innovative techniques and tools for establishing mutually productive relationships with customers. Most selling today is the same as it has always been - transactional. That is, the salesperson tries everything to get a foot in the door, follow their own agenda, close the deal and move on. However, transformational selling focuses on listening to, and working with, the customer to build enduring relationships that are valuable to both parties, and last far beyond the first transaction. Championship Selling portrays sales as a complex, vital, ongoing process, and outlines techniques and exercises to help salespeople, and their companies, evolve from a transactional mentality to a transformational one, for better long-term results. Praise for Championship Selling "Every business leader and sales professional will benefit from Championship Selling." -Jeffrey J. Fox , bestselling author of How to Become a Rainmaker "Championship Selling provides a comprehensive framework for individuals and entire companies to build lasting value. Read this book if you don't want to be left behind." -Mike Charette, Vice President Customer Development - Wal-Mart, Johnson & Johnson "Championship Selling will help you see the customer in a refreshing new light." -Tom Greco, Senior Vice President Sales, Frito-Lay North America "Forget books on getting the customer to see it your way. Championship Selling tells you something much more valuable: how to see it the customer's way." -George Cooke, CEO, Dominion of Canada General Insurance "The concepts in Championship Selling speak directly to the shift companies need to adopt if they want to position themselves for success in today's environment." -Steve Fox, Senior Vice President Customer Business Development, Nestle "Sales leaders of the future will need to become customer general managers. Championship Selling will get them on the right road - fast." -Tom Muccio, former President Global Customer Teams, Procter & Gamble "You'll never look at customers the same way again." -Tim Boissinot, Executive Vice President, Quebecor "Championship Selling gives you the tools to create enduring, sustainable value. If you want a leadership edge, this is the book to get." -Kevin Cashman, CEO, LeaderSource and bestselling author of Leadership from the Inside Out

Author Biography

Tom Blake: Founder, President & CEO of Optimé International, Tom Blake has nearly three decades of experience in leadership, development and sales, including 18 years with Procter & Gamble. Tom’s blend of candor, enthusiasm and inspiration has helped numerous organizations achieve breakthrough results in business and personal development. Tom and his wife Suzanne live in Toronto and have four children and two grandchildren.

Tom Hodson is Executive Vice President of Optimé International, where he spearheads the company’s strategic consulting practice, advising top companies throughout North America on sales and marketing issues. Prior to joining Optimé, Tom enjoyed a successful 16-year career as a top sales and customer marketing leader for Procter & Gamble. Tom and his wife Joanne live with their four children in Calgary, Alberta.

Tony Enrico is Vice President of Optimé International’s U.S. consulting practice. Before joining Optimé, Tony spent 15 years with Johnson & Johnson, where he was consistently recognized as a top performer in a variety of sales and senior leadership roles. Tony and his wife Michelle live with their two sons in Coto de Caza, California.

Table of Contents

Acknowledgements xi
Introduction 1(6)
PART ONE The Sales Revolution
Embracing the Shift
7(8)
The Sales Function: Moving to the Fore
11(4)
Making the Connection
15(14)
The Aspiring Sales Champion
19(8)
Could I Get Some Training Here?
20(5)
So How Am I Doing?
25(2)
The Sales Transformation
27(2)
Changing the Focus
29(20)
The Championship Organization: Becoming---and Staying---Customer-Centric
30(6)
Moving Beyond Product-Centricity
36(7)
Leveraging the Entire Team
38(5)
Creating Value through Sales Champions
43(6)
Stoking the Fire
44(5)
Building the Structure
49(12)
The Traditional Organizational Structure
50(11)
Functional Efficiency
53(3)
The Creation of Customer Value
56(5)
Unleashing the Power
61(16)
The Power of Customer Orientation
62(5)
The Championship Effect
67(3)
Championship Relationships
70(2)
Toward Execution
72(5)
PART TWO The Performance Pyramid
Perspective: Embedding Championship DNA
77(32)
The Championship Mindset
79(28)
Attitude
80(7)
Emotional Intelligence
87(7)
Belief Systems
94(10)
The Five-Point Championship Perspective
104(3)
Climbing the Pyramid
107(1)
10 Questions for Reflection: Perspective
107(2)
Playing Catch: The Heart of Championship Selling
109(44)
Pitching
110(1)
Catching
111(14)
How Do I Know If I'm Catching?
117(8)
Playing Catch
125(18)
Three Rules for Playing Catch
126(1)
Asking Questions: The Communication Funnel
127(5)
Half-Funneling
132(3)
The Act of Listening
135(5)
Barriers to Active Listening
140(1)
Questions for Playing Catch
141(2)
Outcomes of Playing Catch
143(7)
Expanding the Game
145(5)
Continuing the Climb
150(1)
10 Questions for Reflection: Playing Catch
151(2)
Preparation: Developing a Plan for Strategic Customer Management
153(28)
The New World
155(4)
The Virtuous Knowledge Cycle
159(3)
Approaching the Strategic Customer Management Plan
162(17)
The Strategic Customer Management Roadmap
166(13)
The Customer Engagement Process
179(1)
10 Questions for Reflection: Preparation and the Strategic Customer Management Plan
180(1)
Cresting the Performance Pyramid: Process and Presenting
181(38)
The Importance of Not Giving All You've Got
197(14)
The Follow-Up Imperative
211(3)
So How Did We Do?
214(2)
10 Questions for Reflection: The Customer Engagement Process
216(3)
Seizing the Challenge
219(10)
Championship Imperative #1: Entrench the Customer Committee
220(2)
Championship Imperative #2: Nurture the Customer Relationship from the Top
222(2)
Championship Imperative #3: Foster a Multifunction Focus
224(2)
Championship Imperative #4: Craft Your Value Proposition for the Customer
226(2)
Championship Imperative #5: Formalize the Function
228(1)
Championship Imperative #6: Get Institutionalized
229

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