Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional »

Every organization wants to go from good to great. Yet, despite knowing where they want to go, many companies can't find their way there. They struggle to find the one thing that matters in today's competitive marketplace. Price? . . . Quality? . . . Innovative product features? While all of these certainly influence a customer's buying decision, none of them is the most influential factor.

What is? It's the salesperson.

Achieve Sales Supremacy examines the new paradigm of business-to-business sales. Based on the results of an innovative, fourteen-year study, this book offers unmatched insight on sales performance issues and the practices sales professionals and organizations must embrace to be a world-class sales force.

Dedication: The Greater Goal     vii
Foreword: The New Sales Profession     ix
Introduction     xv
What Good Science Reveals about Sales Excellence     1
The Sales Professional Is the Sale     4
What Your Customers Want     22
The Foundational Rules of Professional Competence     43
"You Must Be Personally Accountable for Our Desired Results"     46
"You Must Understand Our Business"     66
"You Must Be on Our Side"     87
The Advanced Rules of Sales Excellence     109
"You Must Bring Us Applications"     112
"You Must Be Easily Accessible"     134
"You Must Solve Our Problems"     155
"You Must Be Innovative in Responding to Our Needs"     174
Eight Questions for Identifying World-Class Sales Organizations     191
What Drives the Company's Culture?     194
How Does the Company Segment Its Markets?     198
How Efficiently Does the Company Adapt to Market Changes?     201
How Are Customers Served by the Company's IT Initiatives?     204
How Evolved Are the Company's Sales, Service, and Technical Support Systems?     207
How Does the Company Solicit Customer Feedback and Measure Customer Satisfaction?     210
How Does the Company Recruit and Select Salespeople?     213
How Does the Company Train and Develop Its Sales Force?     216
Epilogue     220
Endnotes     222
About The HR Chally Group     230
Index     232