Preface

Adapt or perish, now as ever, is nature’s inexorable imperative.

—H. G. Wells

Stand Out and Survive

Standing out in a crowded sales arena isn’t easy. Customers are more demanding than ever. Product or service advantages don’t last long. Competition comes from unexpected places. A soft economy makes for a tougher sale. Finding new and better ways to serve customers is a battle you must win each day. Sales leaders do.

Sales leaders are sales professionals who help their customers take advantage of change by creating a vision of a customer solution and inspiring others to help them deliver it.

Sales leaders have the courage to act in the face of uncertainty, to create confidence in place of doubt, and to inspire others to follow their lead in the solutions they create with their customers. Sales leaders are adept at meeting new challenges. They expand possibilities. They create excitement.