July 9th 2012
Sales Eats First. How customer-motivated sales organizations out-think, out-offer, and outperform the competition.Noel Capon & Gary S. Tubridy.
Sales Eats First. How customer-motivated sales organizations out-think, out-offer, and outperform the competition.Noel Capon & Gary S. Tubridy.2011. ISBN 97809833330028. The authors located a group of large companies with large sales forces that outperformed their peers over ten years. They interviewed the senior management and came away with five areas of shared excellence:
- leading from the front
- building a customer motivated culture by speaking clearly and carrying a big carrot
- advancing the science of sales and the art of customer relationship
- making loud mistakes and
- living the mission
From our practice I would add that they also found evidence of clear alignment of sales and marketing where the silos do not exist and roles are clearly equal and supportive. The companies surveyed are in big highly competitive markets where the job is never easy. The authors provide a new model for making your sales force efficient and effective. This is book for sales leaders and managers including CEOs. Great for a cross country flight.
- Fight for Price? (reedholden.wordpress.com)
- We don’t need marketing – all our work comes through tenders (mathmarketing.com)
- Four Secrets to Selling More (blogs.hbr.org)
- Being Politely Persistent in Sales (business2community.com)
- Hey Motivated Buyer, You’ve Changed… (saleschallenger.exbdblogs.com)
- Defining Value in the Sales Process (jackmalcolm.com)
- The Most Important Predictor of Sales Success (blogs.hbr.org)
- The Heart Of Competitive Advantage In The Era Of Smart Customers (business2community.com)
- People Follow You. The real secret to what matters most in leadership. Jeb Blount. (regnordman.com)
- When does the customer first ask about price? Pricing part 2.
- So what can a CEO, Marketer, Salesperson, or CFO do to improve your pricing? Pricing part 11
- Q2 2009 sales trending – are you seeing this ?
- The Challenger Sale. Taking control of the customer conversation. Matthew Dickson & Brent Adamson.
- Training your customers for regular price increases. Pricing part 12