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The Mind of the Customer: How the World's Leading Sales Forces Accelerate Their Customers' Success
     

The Mind of the Customer: How the World's Leading Sales Forces Accelerate Their Customers' Success

5.0 1
by Richard Hodge, Lou Schachter
 

Reinvent the Sales Process in Your Own Organization

“Today’s sales professionals have to find a way to contribute to their customers’ ability to satisfy their own customers and achieve their critical business goals.” --Dale Hayes, Vice President of Sales, UPS

“The old world of buying them a scotch and having a great dinner

Overview

Reinvent the Sales Process in Your Own Organization

“Today’s sales professionals have to find a way to contribute to their customers’ ability to satisfy their own customers and achieve their critical business goals.” --Dale Hayes, Vice President of Sales, UPS

“The old world of buying them a scotch and having a great dinner is not enough.... The speed of change, the availability of information to your customers, and aggressive global competition has produced a new playing field.” --Rick Cheatham, Sales Director, Information Processing & Systems Division, Avery Dennison

Let the world’s best sales forces show you a new way of selling that redefines success. Today’s competitive edge belongs to the salespeople who deeply understand their customers’ businesses and who accelerate the rate at which their customers realize tangible business results.

The Mind of the Customer explores the ways leading companies like UPS, Toyota, Nokia, and others achieve exceptional performance. The book builds on the proven performance-improvement training techniques of The Real Learning Company to supply sales and marketing professionals with a dynamic, straightforward plan to:

  • Improve profitability
  • Raise productivity
  • Increase customer satisfaction

Rich graphical models illustrate key concepts, while contributions from industry leaders provide eye-opening perspectives on how sales in changing--and how you can create competitive advantage amidst that change.

Product Details

ISBN-13:
9780071470278
Publisher:
McGraw-Hill Professional Publishing
Publication date:
02/03/2006
Pages:
272
Product dimensions:
6.30(w) x 9.30(h) x 0.80(d)

Meet the Author

Richard Hodge founded the Real Learning Company in 1994 after holding both sales leadership and other executive roles in global companies, where he worked with customers who included half of the Fortune 500. He helped to develop new technology categories and worked with Lexus, UPS, Genentech, American Express, and others to implement new breakthrough strategies.

Lou Schachter is senior vice president for design and development at the Real Learning Company. Before joining the Real Learning team, he wrote learning programs for salespeople at a variety of companies, including Cisco and Merck. Previously, Lou helped lead the fast growth of a specialized communications firm.

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The Mind of the Customer: How the World's Leading Sales Forces Accelerate Their Customers' Success 5 out of 5 based on 0 ratings. 1 reviews.
Guest More than 1 year ago
This new book breaks new ground in its development of an approach and methodology to REALLY understand the customer. I would highly recommend this book to assist you in gaining the significant advantage of understanding the customer that is usually the difference in closed sales. The authors have developed a series of interlocking templates covering the primary aspects of the sales process and the methods that will work best in meeting the needs of the customer. This is not a book about the highly effective habits or 10 minutes of wisdom, it is a well developed thesis with specific strategies that are reinforced by interviews with key executives (included in book). If you consider yourself 'Best of Breed', you probably agree that the difference in a competitive situation is most often very nuanced. Be prepared to jettison your ego, when you go to the chapter that covers your 'best ' method and find the nuances that could be gained by using their approach. You will also recommend this book to the other sales professional in your organization, EXCEPT for your personal rival