List of Figures

Chapter 4: Leveraging Technologies For Sales Success

Figure 4.1: Technologies Offered by Companies to Support the Sales Organization

Figure 4.2: Benefits of Sales Technologies

Chapter 5: Adopting a Consultative Selling Approach

Figure 5.1: Sales Impact Ladder

Figure 5.2: How Sales Impact Ladder Aligns with Customer Decision-Making Process

Figure 5.3: Consultative Sales Process

Figure 5.4: Dissecting the Analyze Phase

Chapter 6: Reskilling the Sales Force

Figure 6.1: How a Learner Might Move through the Learning Formula Phases

Chapter 7: Redefining Sales Management

Figure 7.1: Weekly Hours Sales Managers Spend Coaching

Figure 7.2: Frequency of Sales Managers Going on Ride Alongs

Figure 7.3: Managerial Administrative Duties

Chapter 9: Customers’ Demands For More—Buying Behaviors and Attitudes

Figure 9.1: Motivating Factors for Buying New Technology

Figure 9.2: Breakdown of IT Purchases by Channel

Figure 9.3: Customers’ Buying Practices

Figure 9.4: Vendor Characteristics Valued by Customers

Figure 9.5: Salesperson’s Role as a Trusted Advisor

Figure 9.6: Salesperson Characteristics Affecting Customer Decision to Purchase

Figure 9.7: Salesperson Characteristics as Ranked by Telecommunications Customers