The Sales Growth Imperative October 19, 2010
Posted by McGraw-Hill Education (Asia) in Highlights, Marketing & Advertising.Tags: book, close, closing, complex, complex sale, consultative, CRM, deal, department, economy, Guide, How-to, lead, leads, manage, price differentiation, rebound, recession, referral, relationship selling, restructure, sales, sales goals, sales strategies, Salesforce, selling strategies, selling strategy, Strategy
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The Sales Growth Imperative
How World Class Sales Organizations Successfully Manage the Four Stages of Growth
Author: David J. Cichelli
ISBN: 9780071739030 / 0071739033
©2011 | 1st Edition | 320 pages | Hardback
Pub Date: NOV-10
Price: US$ 27.00
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You beat the recession. Are you ready for the rebound?
As quickly as the economy went bad, things are getting better. But the rewards won’t be automatic. You need to prepare for the new business-growth trend. The Sales Growth Imperative steers you in the right direction.
Foreseeing the unique challenges business growth presents to sales departments, sales guru David Cichelli offers proven models for anticipating and implementing the right management solution for your specific situation, ensuring that your organization’s growth continues.
The Sales Growth Imperative illustrates the nuances of what happens at each stage of growth so you can design the perfect models and solutions for each phase. It provides examples of what can go right and what can go wrong, and more importantly, what are the right actions to take to ensure continuing sales force effectiveness.
Don’t squander the best opportunity in years. Use The Sales Growth Imperative to help grow your business—and keep it growing.
About the Author
David J. Cichelli (Scottsdale, AZ) is Senior Vice President and sales compensation practice manager of The Alexander Group. He is a frequent speaker on sales effectiveness and sales compensation issues and teaches sales effectiveness for Columbia University’s Sales Management Program. Cichelli is the author of Compensating the Sales Force and WorldatWork’s one-day class on sales compensation, and he is a contributing author to Sales and Marketing Magazine.
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