9780071465021

Make Winning a Habit: 20 Best Practices of the World's Greatest Sales Forces

by
  • ISBN13:

    9780071465021

  • ISBN10:

    0071465022

  • Edition: 1st
  • Format: Hardcover
  • Copyright: 4/19/2006
  • Publisher: McGraw-Hill Education
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Summary

Make Winning a Habit reveals the best practices from the world's top sales organizations, featuring techniques that can be applied to any type of sales effort Rick Page's already huge and loyal readership has been greatly anticipating the follow-up to Hope is Not a Strategy (McGraw-Hill, 2003) which has sold more than 100,000 copies The expertise featured comes from the array of solutions and strategies offered by Rick Page's firm, The Complex Sale, Inc.

Author Biography

Rick Page is a highly sought-after sales consultant, speaker, and trainer. He is one of the foremost experts on sales management and selling, and he and his organization provide sales methodologies to more than 50,000 salespeople worldwide.

Table of Contents

The 16 Biggest Pains Sales Managers Feel Today How Salespeople Learn: C.A.S.H. Learning Model Defining the Scorecard
What Are We Looking For?
Finding and Hiring the Hunter The Farmer-Partner's New Job The Industry Networked Consultant
The Seventh Level of Sales Talent A System is Not a Strategy Either Beyond the Contact Manager
Leading the Team Building the Arsenal of Competitive Advantage One-on-One Skills
The Foundations of Selling Winning Competitive Evaluations Where Do We Invest Our Time and Resources?
Dominating the Account Arrows in the Quiver
Focused Sales Messaging Character
The Gateway to Trust
The Pillars of Personal Trust Love 'Em or Help 'Em
Relationships Alone Are Not Enough From Preference to Trust
Winning Before the Battle Branding, and Company-to-Company Trust From Loners to Leaders Today's Salesperson
The CEO of a Virtual Corporation The Top 10 Obstacles to Effective Account Management Vertical Market Team Selling Section 7
How Do You Stack Up?
The Organisational Sales Scorecard Change Management
Implementing Sales Effectiveness Processes That Last
Table of Contents provided by Publisher. All Rights Reserved.

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