Everything I Know About Sales Success: The World's Greatest Business Minds Reveal Their Formulas for Winning the Hearts and Minds

by Gschwandtner, Gerhard

• ISBN13: 9780071473873
• ISBN10: 0071473874
• Edition: 1st
• Format: Hardcover
• Copyright: 2006-06-16
• Publisher: McGraw-Hill Education

Summary

The number-one magazine for the sales industry, Selling Power is read by more than 500,000 sales professionals, internationally-five times more than its closest competitor The complete library contains 18 books covering the whole gamut of sales subjects and featuring success stories from legendary salespeople, CEOs, and Fortune 100 companies Aggressive promotion in Selling Power's magazine, e-newsletters, and direct mail list Co-branded section on the Selling Power website will lead customers directly to purchasing links Weekly "webinars" hosted by Selling Power to companies such as UPS and SAP will promote the book to thousands of attendees Copromotion at Selling Power conferences, held six times throughout the United States

Author Biography

Gerhard Gschwandtner is the publisher of Selling Power. He has more than three decades of international sales and marketing experience and is considered one of the leading experts in the field of sales performance.

Table of Contents

A Note to the Reader	p. ix
The People
Learn How Today's Top CEOs Sell from Behind the Big Desk	p. 3
The Shy Guy: The selling secrets of America's most outrageously entertaining billionaire	p. 17
The Art of the Dell: The sales and marketing concepts that led to Michael Dell Company's $2 billion year	p. 33
The Best Salesman in America?: How salesmanship took Arnold Schwarzenegger from bodybuilding to the governor's mansion	p. 51
Anatomy of a Billion-Dollar Smile: How Jay Leno uses sales techniques to generate billions	p. 63
Think Big Like Virgin's Richard Branson: Success lessons from a rebel billionaire	p. 75
Paranoia Principle: How Andy Grove's fiercely competitive spirit drives success at Intel	p. 87
Crowning Glory: At any age, George Foreman packs a motivational punch	p. 101
Barbara Smith's Delicious Success: How a small-town girl turned her natural good looks and invincible spirit into big city success	p. 113
The Companies
The Powerful Sales Strategy Behind Red Bull: How determination and global appeal helped one company thrive	p. 123
Rock Solid: How German software giant SAP racks up profit records year after year after year	p. 139
The Marriott Miracle: Following in his father's customer-focused footsteps, Bill Marriott Jr. has built a $9 billion hotel and real estate empire	p. 161
The Toyota Success Formula: By making some of the finest and most reliable cars ever built, Toyota just keeps getting better-and bigger	p. 175
Building Billions in Sales: How UPS makes $33.5 billion by delivering the three basics packages, information, and money	p. 189
Best Friends: How salesforce.com CEO Marc Benioff plans to beat the competition	p. 203
Credits	p. 217
Index	p. 219
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