Every organization wants to go from good to great. Yet, despite knowing where they want to go, many companies can"t find their way there. They struggle to find the one thing that matters in today"s competitive marketplace. Price? . . . Quality? . . . Innovative product features? While all of these certainly influence a customer"s buying decision, none of them is the most influential factor. What is? It"s the salesperson.
Achieve Sales Excellence examines the new paradigm of business-to-business sales. Based on the results of an innovative, fourteen-year study, this book offers unmatched insight on sales performance issues and the practices sales professionals and organizations must embrace to be a world-class sales force.