Strategies That Win Sales: Best Practices of the World’s Leading Organizations

Mark Marone, Seleste Lunsford0793188601, 9780793188604

As senior managers at AchieveGlobal, one of the world’s leading sales organizations, the authors know what it takes for companies to position themselves for growth.Today’s complex selling environment has altered the definition of what it takes to be truly successful. Companies need to do more, more, more: grow more revenue, add more customers, and utilize more marketing channels.Sales performance consultants Mark Marone and Seleste Lunsford, and the team at AchieveGlobal, identified 17 business-to-business (B2B) and business-to-consumer (B2C) organizations from various industries that have successfully and aggressively pursued and implemented cutting-edge global solutions to these issues. They then conducted in-depth phone and face-to-face research with 150 individuals from the high-performing sales organizations, including Marriott International, HP, Office Depot, Sprint PCS, Yellow Book USA, Ingersol Rand, Fuji-Xerox, and TD Waterhouse. Strategies That Win Sales goes beyond the nuts and bolts of sales process books by identifying higher-level challenges, including how to:* Segment customers.* Align a sales force with today’s more sophisticated and knowledgeable customers.* Extend multichannel strategies, including distributors, e-commerce, teleselling, and face-to- face selling.* Implement e-commerce, customer relationship management, and sales force automation.* Train salespeople to be competitive and grow revenue in this new business environment. The book’s narrative format contains examples, cutting-edge solutions, case studies, and quotations from participating companies, as well as trends and predictions for the future.