10 Steps to Successful Sales

by Lambert, Brian

• ISBN13: 9781562866860
• ISBN10: 1562866869
• eBook ISBN(s): 9781607287476
• Format: Paperback
• Copyright: 2009-12-16
• Publisher: Association for Talent Development
• More Book Details
• Purchase Benefits

Summary

Insights on becoming an effective and efficient trusted advisor!

There is a difference between being a sales person and a sales professional—with 10 Steps to Successful Sales, you'll gain the knowledge you need to accelerate revenue, manage your organization, and leverage the sales process. With this fast-moving, advice-packed, and actionable guide, you'll become the professional that your clients want you to be. You'll learn from the best, with sage advice from more than 100 top-performing sales professionals.

The book is designed to help anyone who is directly or indirectly responsible for driving revenue. It is designed to help you continuously improve, despite the complexities of the selling environment.

From developing a personalized selling system, to establishing customer loyalty and trust, to understanding the buying process and creating a personal development plan based on world-class knowledge and skill, this book is a practical, easy-to-use resource. Build top-line revenue for your organization and develop world-class sales habits used by successful sales professionals in multiple industries.

The 10 Steps to becoming an effective and efficient trusted advisor

• Step 1: Embrace a Sales Mindset
• Step 2: Know Your Job and Your Role
• Step 3: Develop Winning Habits
• Step 4: Understand the Buying Process
• Step 5: Leverage the Sales Process
• Step 6: Create Your Own Personal Selling System
• Step 7: Accelerate Revenue
• Step 8: Communicate Effectively
• Step 9: Manage Your Sales Organization
• Step 10: Develop World-Class Sales Competence.

Author Biography

Officially recognized by Sales & Marketing Management Magazine as one of the most influential people in professional selling, Brian Lambert is your guide to the 10 Steps to Successful Sales (ASTD, 2009). This book gives you the benefit of his extensive doctoral research, experience training thousands of salespeople internationally, and interviews with hundreds of sales professionals and managers. He is currently director of sales enablement at Oxygen Learning. With more than 15 years of work in sales, sales management, and sales training, Lambert is an internationally recognized expert on transforming sales team systems, processes, and people through learning. He has personally trained more than 15,000 salespeople and sales managers from across the globe, and he has also written two other books on professional selling, including World-Class Selling: New Sales Competencies (ASTD, 2009) with Tim Ohai and Eric Kerkhoff. He holds an MS in human resource and information resource management from Central Michigan and a PhD in management from Capella University.

Table of Contents

Preface	p. ix
Introduction	p. xv
How to Be Effective	p. 1
Embrace a Sales Mindset	p. 3
Know Your Job and Your Role	p. 17
Develop Winning Habits	p. 35
How to Be Efficient	p. 55
Understand the Buying Process	p. 57
Leverage the Sales Process	p. 77
Create Your Personal Sales System	p. 95
How to Be a Trusted Advisor	p. 121
Accelerate Revenue	p. 123
Communicate Effectively	p. 139
Manage Your Sales Organization	p. 153
Develop World-Class Competencies	p. 175
Conclusion	p. 201
Introduction to the World of Selling	p. 205
Top Ten Myths of Selling	p. 221
Recommended Reading	p. 233
Sales Terms You Should Know	p. 243
Answers to Ethics Case Studies	p. 251
References	p. 253
Index	p. 255
About the Author	p. 263
Table of Contents provided by Ingram. All Rights Reserved.