Make Winning a Habit: 20 Best Practices of the World's Greatest Sales Forces [NOOK Book]

Overview

Breakthrough Techniques for Making Consistent Sales Growth A Habit

In today's competitive sales environment making quota is not enough. You need a strategic blueprint that will empower you to get ahead of your competition and closer to your true potential as a sales force. Rick Page, author of the bestselling Hope Is Not a Strategy and one of the most sought-after sales consultants in the world, is about to show you the way.

In Make Winning a ...

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Make Winning a Habit: 20 Best Practices of the World's Greatest Sales Forces

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Overview

Breakthrough Techniques for Making Consistent Sales Growth A Habit

In today's competitive sales environment making quota is not enough. You need a strategic blueprint that will empower you to get ahead of your competition and closer to your true potential as a sales force. Rick Page, author of the bestselling Hope Is Not a Strategy and one of the most sought-after sales consultants in the world, is about to show you the way.

In Make Winning a Habit, Page identifies five universal areas of sales effectiveness-Technique, Technology, Talent, Teamwork and Trust-and demonstrates how they are applied differently to the four levels of sales strategy: Individual Skills, Opportunity Management, Account Management, and Industry/Market Messaging. The result is over 20 best practices from the top sales organizations around the world. Page then shows you how to take these practices and turn them into winning results.

DISCOVER HOW TO:

  • Rate your organization with the scorecard and see how your sales efforts really stack up against the competition
  • Close the gap between what you knowto do and howyour organization is actually performing
  • Build a closed-loop feedback system of new sales metrics to give you perpetual sales advantage
  • Leverage yourself as a management team through more effective coaching and strategy sessions
  • Integrate your sales methodology into your forecasting system to give you greater accuracy, better coaching, and fewer unpleasant surprises

Research shows it takes an individual 21 days to form a habit. For an organization, it takes one to two years of consistent and persistent reinforcement to create organizational habits. No one has that kind of time to spend. Make Winning a Habit gives you the competitive selling edge you need-right now.

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Product Details

  • ISBN-13: 9780071487405
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 3/29/2006
  • Sold by: Barnes & Noble
  • Format: eBook
  • Sales rank: 1,295,626
  • File size: 979 KB

Meet the Author

Rick Page, founder of the renowned consulting firm The Complex Sale, Inc., provides sales and methodology training to more than 50,000 sales reps worldwide. His firm has worked with over 300 of the top sales organizations in over 50 countries in all industries. Page's previous book, Hope Is Not a Strategy, is a national bestseller. For more information, visit www.complexsale.com.

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Table of Contents

1 Managers, tell me where it hurts 3
2 Pathway to perpetual advantage 15
3 Defining the scorecard 35
4 Talent 47
5 Technique 85
6 Teamwork 125
7 Technology 149
8 Trust 193
9 Transformation - making it stick 221
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