About the Author
John A. Weber (Ph.D., University of Wisconsin), is Emeritus Professor of Marketing at the University of Notre Dame where he has been teaching for over forty years. He has published over sixty articles, monographs, books, and computers programs on planning corporate growth.
John has worked with over two hundred major firms - among them more than thirty Fortune 500 companies - helping them to identify and pursue new sales and profit growth opportunities. Corporate clients have included General Electric, AT&T, IBM, 3M, Xerox, Bristol-Myers, International Paper, Bell South, Miles Labs, Pioneer Seed, Honeywell, Mastic, Nekoosa, Bradley, Thomaston Mills, Kellogg, Certainteed, Uniroyal, Whirlpool, American Greetings, Square D, Cabot, Richards Medical, Continental Can (JSC/CCA), Camshaft Machine, Adria Labs, Jeld-Wen, Dukane, Gould, Hammermill, Sears, Federal Express, Union Camp and many other companies manufacturing and marketing a wide range of industrial and consumer products and services.
Professor Weber is a certified instructor of Solution Selling®. This Growth Juice book presents his interpretation of the Solution Selling® system, without SPI’s carte blanche endorsement of all the specifics of that interpretation.
Growth Juice: How to Grow Your Salesby John A. Weber
The book starts (Chs 1-20) with time-tested concepts, frameworks and practical planning materials that provide the critical base and perspectives needed by any firm desiring to get on a consistent growth path. These materials were developed and refined by the
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The Growth Juice Book was written to help companies realize continuous growth of sales and profits.
The book starts (Chs 1-20) with time-tested concepts, frameworks and practical planning materials that provide the critical base and perspectives needed by any firm desiring to get on a consistent growth path. These materials were developed and refined by the author over a three decade period while providing growth planning seminars and consulting services for over 200 firms, including more than 30 Fortune 500 companies.
The second section of the book (Chs 21-60) is based on the common sense notion that sales and profit growth are achieved one profitable sale at a time. If a company does not have a proven system for continuously generating solid leads and converting a high percentage of those leads into profitable sales, then consistent sales and profit growth will continue to be an unrealizable dream. Enter Solution Selling® -- an ultra-effective selling system used for training more than a million sales professionals in large and small companies around the globe. Chs 21-61 provide a hands-on view of Solution Selling®, taking the reader from start to finish in a specific selling scenario. Characters introduced along the way provide a lively, entertaining story-line.
The final section of the book (Cs 62-70) shows how to convert one profitable sale at a time into steady overall sales and profit growth. The key here is the step by step nature of the Solution Selling® process itself. That step by step process enables sales management to continuously monitor the progress of every ongoing selling effort of each salesperson. Thus, at any given time, the sales management team can accurately project overall company sales for the current operating period. Even more importantly, that careful monitoring of individual selling efforts also alerts sales management as to when to feed more leads and both when and how to intervene to help move individual sales efforts forward.
Combining the Solution Selling® system presented in detail in Chapters 21-70 with the critical planning perspectives laid out in the first section of the book (Chs 1-20) yields an effective formula for achieving continuous sales and profit growth.
- BN ID:
- Publish Green
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- Barnes & Noble
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