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From the PublisherSales Growth belongs in the selling-as-science school.The book argues that data, process management and outsourcing cando as much for sales departments as for other areas of thecorporation. Companies should create sales ‘factories’where sales teams are ministered to by support people from otherdisciplines, and equip them with computing devices rather thanbriefcases. This book, which finally gives the field some properattention, is long overdue."—The Economist "Can the Dubious Art of Selling Become More Scientific?"(Book Review, April 6, 2012)
"Reading this book is like walking into a room where more than ahundred of the world’s sales leaders are openly sharing theirperspectives. Sales Growth puts sales management back whereit belongs: at the center of management thinking about what makesbusiness successful."
—MARC BENIOFF, Chairman and CEO, salesforce.com
"If timing is everything, then Sales Growth has it made.We are at an inflection point where massive changes in technologyand customer behavior point to growth opportunities. This bookprovides a critical blueprint for bridging thoseopportunities—both those in future and right in front ofus."
—RICHARD KELLAM, Global Chief Customer Officer,Mars
"This book is a must read for sales executives in emergingmarkets. The research and practical ideas clearly spell out how tocreate a global sales strategy with a local edge."
—RICARDO VILLELA MARINO, CEO, Itaú Latin America,Board Member, Itaú Unibanco
"Sales Growth shares wisdom that successful sales leadershave cultivated to create greater value for their customers andtheir companies. It offers a compelling set of case examples thatcombine the art of selling with true analytical rigor andoperational know-how."
—GERHARD GSCHWANDTNER, CEO, Selling Powermagazine
"Improving sales performance with methods and tools is a must. Arefreshing change beyond the common focus on back office andoperational excellence. This book is fact based and takes a uniquecustomer perspective. I have no doubt that the practical insightslaid out here lead to sales growth."
—MICHEL CROCHON, Executive Vice-President, SchneiderElectric
"Sales Growth is essential reading for business leadersand MBA students. It is a thoughtful and practical addition to thediscipline of sales management. Using timely stories andprovocative anecdotes, the authors provide executives with animportant and accessible book."
—DAVID SCHMITTLEIN, John C. Head III Dean, MIT SloanSchool of Management