Sales Eats First Noel Capon and Gary S. Tubridy Secure Transaction or call toll free 1(800)247-6553 Price: $24.70 Shipping & Handling Rates Shipping and Handling Rates ------------------- Standard - $5.50 + $1.00/item for Media Mail Ground - $7.00 + $1.00/item for UPS Ground 2nd Day Air- $19.00 + $5.00/item Next Day Air- $45.00 + $10.00/item Air First Class Intl. - $17.00 per item Priority Mail Intl. - $34.00 per item Paperback | 124 pages ISBN: 978-0-9833300-2-8

Summary

Sales Eats First examines how B2B sales organizations in today’s most admired corporations develop and deploy major intellectual capital. They courageously venture into areas of complexity and risk, and then inject their intellectual capital into the value propositions that benefit both customers and their own companies. Capon and Tubridy show that today’s most successful companies are customer-motivated organizations where sales has the recognized responsibility for identifying customer needs and crafting and delivering solutions to meet those needs as an equal partner with marketing, product development, and other functions. Specifically, sales organizations in truly customer-motivated companies excel in five areas. They: Lead from the front; speak clearly - and carry a big carrot; advance the science of sales and the art of the customer relationship; make loud mistakes; and live the mission. Through excellence in all five areas, great sales organizations defeat commoditization in a global economy of over-supply and under-demand. They show an irrepressible flair for differentiating products in categories where competitors have resigned themselves to believing that differentiation is impossible. These five attributes attract, inspire, enable, and retain the kind of sellers who separate great sales organizations from the “also-rans.” By paying attention to excellence in all five areas, these companies built customer-motivated sales machines that deliver the numbers, keep competitors at bay, and - unlike products and programs - are very difficult to replicate. Understanding the pivotal role that leading sales organizations play will benefit anyone in sales, from field and telesales reps to middle managers and senior sales leaders. This book should also be invaluable for other functional managers, especially those that interface with sales. Company-wide managers, including CEOs, should also benefit as they learn how to leverage sales excellence to achieve superior business performance. And savvy investors would be well advised to target companies with high-performing sales organizations.

 

About the Authors

Noel Capon is the R.C. Kopf Professor of International Marketing at Columbia Business School. He is an internationally recognized expert in sales management and key/strategic/global account management.

Gary S. Tubridy is Senior Vice President of The Alexander Group, the leading Sales Management consulting firm in the U.S.