World Class Selling : The Crossroads of Customer, Sales, Marketing, and Technology

by HOLDEN JIM

• ISBN13: 9780471328773
• ISBN10: 0471328774
• Edition: CUSTOM
• Format: Paperback
• Copyright: 1999-03-01
• Publisher: John Wiley & Sons Inc

Summary

Discusses today's changing marketplace, and what companies must do to stay ahead with a more strategic view of industry trends and their impact on sales

Table of Contents

Introduction: Selling at the Forefront of Change	1	(1)
Value Chain Management	2	(2)
Integrating Sales and Marketing	4	(1)
Integrating Sales and Human Resources	5	(2)
Your Personal Challenge	7	(3)
The Competitive Landscape	10	(26)
The First Reality	12	(2)
Building Wisdom	14	(1)
Building and Evaluating Value	15	(7)
Performance Bonding	22	(4)
Building Value Propositions	26	(4)
Value-Based Relationships	30	(6)
Customer Relationships	36	(30)
Value Expectations	39	(13)
FOX Hunting	52	(3)
Formulating Strategy	55	(5)
Political Competition	60	(6)
The Competitive Salesperson	66	(20)
Sales Currency	69	(5)
Measuring Sales Currency	74	(4)
Political Acumen	78	(8)
Competency Profiling	86	(13)
Building a Competency Map	86	(6)
Competency Profiling	92	(3)
Sales Attributes	95	(1)
Integrity and Performance	95	(4)
Creating Value through Technology	99	(23)
The Technology Gap	103	(1)
A Failed Attempt	104	(5)
Formulating Value-Centric Technology Strategy	109	(3)
Automating Value-Centric Sales Methodology	112	(10)
Segmenting the Market	122	(13)
Choosing the Approach	124	(1)
Defining Value Chain Levels	125	(10)
The Value-Centric Transformation	135	(25)
Putting Strategy Back into Strategic Planning	136	(1)
A Missed Opportunity	137	(2)
Managing Value	139	(1)
The Entire Buying Process	140	(6)
The Customer Food Chain	146	(6)
Defining Customer Buying Patterns	152	(3)
Confronting Internal Politics	155	(5)
Selling to Value	160	(34)
Accepting the Call to Action	161	(3)
Creating Value Chain Language	164	(2)
Selling to Blue Value	166	(3)
Establishing the GLOS Ratio	169	(2)
Selling to Green Value	171	(4)
Business Solutions Accounts	175	(3)
Qualifying Business Solutions Opportunities	178	(3)
Business Solutions Personal Currency	181	(1)
Business Solutions Competencies	181	(2)
Strategic Accounts	183	(7)
Strategic Currency	190	(1)
Strategic Competencies	190	(4)
Integrating Sales and Marketing	194	(22)
Approach to Market	195	(4)
Achieving Sales and Marketing Alignment	199	(4)
Marketing-to-Sales Cycle Alignment	203	(7)
Emerging Internal Opposition	210	(6)
Integrating Sales and Human Resources	216	(27)
Recruiting and Selection	217	(8)
Performance Management	225	(4)
Value-Centric Compensation	229	(3)
A Blueprint for Value Chain Management	232	(11)
About the Author	243	(2)
Index	245