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Our Books
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| Getting Partnering Right
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| In this book, the authors clear through the thicket of buzzwords and general concepts, and describe what real companies are doing to build long-term competitive advantage through partnering relationships. A practical, "how-to" book for suppliers, it details the best practices of dozens of market-leading partnering organizations. Based on a two-year research study at over a hundred successful companies, this is the source book you need to make partnering a reality - and a success - for your company. |
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| Managing Major Sales
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| This book identifies the elements that characterize major sales - discussing why the skills, strategies and use of time required are radically diferent from those needed for supervising small sales. Other insights include: how to manage major account sales people through team selling, setting sales roles, and coaching; how to adjust management strategies for motivating sales people as the stakes get higher; and how to use account reviews as a key management tool in major sales. |
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| Parlez-Vous Business
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| Sales people must not only be able to communicate the value of their products; they must be able to create value by the way they sell. The bar has been raised – good is no longer good enough. Yes, sales people need to be able to sell a product-based competitive advantage. However, they also are expected to be a competitive advantage. Product knowledge and great sales skills alone do not translate into success. Sales people must understand their customers’ business processes and the business environments within which they operate at a greater breadth and depth than ever before. That is why we wrote Parlez-Vous Business - to provide sales people with the business acumen and savvy to win in today’s hyper-competitive marketplace… where being “business smart??? is a necessity. |
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