SALES management

SALES management

 
Selling Vision Schachter, Lou | Cheatham, Rick McGraw-Hill Education , 2016 Change Management

In Selling Vision, Lou Schachter and Rick Cheatham examine the subject of sales and change management by arguing that sales transformation today is actually change management. They provide a model for...

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The Sales Leader’s Problem Solver Paling, Suzanne M. The Career Press, Inc. , 2017 Marketing

In The Sales Leader’s Problem Solver, Suzanne M. Paling identifies, diagnoses, and offers potential solutions for 15 common problems faced by sales leaders. Even successful sales leaders often feel...

 
 
HBR’s 10 Must Reads On Sales Harvard Business Review Editors Harvard Business School Publishing Corporation , 2017 Marketing

The sales function is changing. Traditional process-laden sales models are becoming obsolete. Increasingly, sales professionals are required to exercise agility, flexibility, and a deeper understanding of the customer...

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The Hybrid Sales Channel Blakeman, Rich McGraw-Hill Education , 2016 Marketing

There is little clarity among companies regarding exactly what a hybrid sales channel is, but a great deal of clarity in the business environment about why a company should implement one—it is what customers want and...

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How to Get a Meeting with Anyone Heinecke, Stu BenBella Books, Inc. , 2016 Marketing

How to Get a Meeting with Anyone focuses on contact marketing, a sales strategy based on targeting select executives with customized value propositions. Author and Wall Street Journal cartoonist Stu...

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Beyond the Sales Process Andersen, Steve | Stein, Dave AMACOM , 2016 Marketing

Top-performing salespeople can no longer achieve success by applying traditional sales tactics. They must adapt to the changing marketplace and employ new approaches that will allow them to effectively engage with...

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Sales Management Tracy, Brian AMACOM , 2015 Management

The sales manager may be the most critical position within a sales-driven organization, since the company's profitability is based on successful sales. Yet his or her significance can be...

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Conquering the Seven Summits of Sales Ershler, Susan | Waechter, John HarperCollins Publishers , 2014 Marketing

In their book Conquering the Seven Summits of Sales, business experts and elite mountain climbers Susan Ershler and John Waechter examine the parallels between climbing the Seven Summits, the seven...

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Aligning Strategy and Sales Cespedes, Frank V. Harvard Business School Publishing Corporation , 2014 Business Strategy

During the last few decades, managers have focused on reducing costs to improve productivity rather than simply improving their strategies. Business schools have also provided little guidance and research about the...

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Marketing Above the Noise Popky, Linda J. Bibliomotion, Inc. , 2015 Marketing

Many marketing departments are struggling to rise above the noise being created by various factors in today's business environment. From increased competition and new technology to demanding...

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