---

Strategies That Win Sales: Best Practices of the Worlds Leading Organizations

ISBN: 0793188601
EAN: 2147483647

Year: 2003
Pages: 98

Authors: Mark Marone, Seleste Lunsford

BUY ON AMAZON

• Table of Contents
• BackCover
• Strategies that Win Sales--Best Practices of the World s Leading Organizations
• Preface
• Introduction
• What We Asked
• Who We Interviewed
• Chapter 1: Challenges Facing Today s Sales Organizations
• Globalization
• Competition
• Changes in Customers Buying Behaviors
• Complex Sales Cycles
• Heightened Performance Expectations
• Internal Resources Constraints
• Overcoming Challenges with Strategies that Win Sales
• Chapter 2: Expanding Multichannel Strategies
• Developing a Channel Strategy
• Managing Channel Conflict
• Best Practices and Lessons Learned
• Chapter 3: Examining the Deployment of Sales Resources
• Common Structures
• Which to Choose?
• Best Practices and Lessons Learned
• Chapter 4: Leveraging Technologies For Sales Success
• Technology and the Successful Sales Organization
• Market Challenges and the Sales Technology Solution
• Technology Strategies for Successful Sales
• Best Practices and Lessons Learned (The Future of Sales Technologies)
• Chapter 5: Adopting a Consultative Selling Approach
• What is Consultative Selling?
• It s Been Decades. What Happened?
• So Why Bother Now?
• Is Consultative Selling Always the Answer?
• What Do Customers Want?
• Balancing Customer Potential and Cost of Sales
• Can a Customer Move Up the Relationship Ladder?
• Best Practices and Lessons Learned
• Chapter 6: Reskilling the Sales Force
• Competencies Define Sales Superstars
• The Importance of Selection
• Training to Develop New Skill Sets
• Best Practices and Lessons Learned
• Chapter 7: Redefining Sales Management
• Contemporary Sales Manager Challenges
• The Skills Required for Successful Sales Management
• The Impact of Management Style
• Best Practices and Lessons Learned
• Chapter 8: Creating a Culture for Winning Sales
• Organizational and Sales Force Culture
• How Successful Organizations Create Sales Cultures
• Management as a Cultural Guide
• Best Practices and Lessons Learned
• Chapter 9: Customers Demands For More--Buying Behaviors and Attitudes
• Customers Want More of Everything
• What Customers Want and How They Buy
• Best Practices and Lessons Learned
• Chapter 10: Conclusion
• Summarizing the Strategies that Win
• Underlying Themes
• Applying the Customer Filter
• What Do We Do With All of this Information? A Final Thought
• Appendix A: Five Roles for Successful Sales--A Search for the Indicators of Sales Success
• The Long-Term Ally
• The Business Consultant
• The Strategic Orchestrator
• The Consistent Cultivator
• The Focused Optimist
• Supporting the Selling Process: What Organizations Can Do
• Research Methodology
• Appendix B: Salesperson Competency Assessment
• Appendix C: Sales Manager Assessment
• Bibliography
• Index
• Index_B
• Index_C
• Index_D
• Index_E
• Index_F
• Index_G
• Index_H
• Index_I
• Index_J
• Index_K
• Index_L
• Index_M
• Index_N
• Index_O
• Index_P
• Index_R
• Index_S
• Index_T
• Index_U
• Index_V
• Index_W
• Index_Y
• List of Figures
• List of Sidebars