{"id":4411,"date":"2012-07-09T14:55:12","date_gmt":"2012-07-09T22:55:12","guid":{"rendered":"http:\/\/www.regnordman.com\/?p=4411"},"modified":"2012-07-09T14:55:12","modified_gmt":"2012-07-09T22:55:12","slug":"sales-eats-first-how-customer-motivated-sales-organizations-out-think-out-offer-and-outperform-the-competition-noel-capon-gary-s-tubridy","status":"publish","type":"post","link":"https:\/\/www.regnordman.com\/2012\/07\/09\/sales-eats-first-how-customer-motivated-sales-organizations-out-think-out-offer-and-outperform-the-competition-noel-capon-gary-s-tubridy\/","title":{"rendered":"Sales Eats First. How customer-motivated sales organizations out-think, out-offer, and outperform the competition.Noel Capon &#038; Gary S. Tubridy."},"content":{"rendered":"<div class=\"mceTemp\">\n<dl class=\"wp-caption alignleft zemanta-img\" style=\"width: 85px;\">\n<dt class=\"wp-caption-dt\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.flickr.com\/photos\/20762304@N00\/6587076433');\"  href=\"http:\/\/www.flickr.com\/photos\/20762304@N00\/6587076433\" target=\"_blank\"><img loading=\"lazy\" decoding=\"async\" class=\"zemanta-img-inserted zemanta-img-configured\" title=\"Sale\" src=\"http:\/\/farm8.static.flickr.com\/7025\/6587076433_c8e1cb40ed_s.jpg\" alt=\"Sale\" width=\"75\" height=\"75\" \/><\/a><\/dt>\n<\/dl>\n<\/div>\n<p>Sales Eats First. How customer-motivated sales organizations out-think, out-offer, and outperform the competition.Noel Capon &amp; Gary S. Tubridy.2011. ISBN 97809833330028.\u00a0\u00a0 The authors located a group of large companies with large sales forces that outperformed their peers over ten years.\u00a0 They interviewed the senior management\u00a0 and came away with five areas of shared excellence:<\/p>\n<ul>\n<li>leading from the front<\/li>\n<li>building a customer motivated culture by speaking clearly and carrying a big carrot<\/li>\n<li>advancing the science of sales and the art of customer relationship<\/li>\n<li>making loud mistakes and<\/li>\n<li>living the mission<\/li>\n<\/ul>\n<p>From our practice I would add that they also found evidence of\u00a0 clear alignment of sales and marketing where the silos do not exist and roles are clearly equal and supportive.\u00a0\u00a0 The companies surveyed are in big highly competitive markets where the job is never easy.\u00a0 The authors provide a new model for making your sales force efficient and effective.\u00a0 This is book for sales leaders and managers including CEOs.\u00a0 Great for a cross country flight.<\/p>\n<h6 class=\"zemanta-related-title\" style=\"font-size: 1em;\">Related articles<\/h6>\n<ul class=\"zemanta-article-ul\">\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/reedholden.wordpress.com\/2011\/10\/05\/fight-for-price\/');\"  href=\"http:\/\/reedholden.wordpress.com\/2011\/10\/05\/fight-for-price\/\" target=\"_blank\">Fight for Price?<\/a> (reedholden.wordpress.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.mathmarketing.com\/content\/we-dont-need-marketing-all-our-work-comes-through-tenders');\"  href=\"http:\/\/www.mathmarketing.com\/content\/we-dont-need-marketing-all-our-work-comes-through-tenders\" target=\"_blank\">We don&#8217;t need marketing &#8211; all our work comes through tenders<\/a> (mathmarketing.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/blogs.hbr.org\/cs\/2012\/06\/four_secrets_to_selling_more.html');\"  href=\"http:\/\/blogs.hbr.org\/cs\/2012\/06\/four_secrets_to_selling_more.html\" target=\"_blank\">Four Secrets to Selling More<\/a> (blogs.hbr.org)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.business2community.com\/sales-management\/being-politely-persistent-in-sales-0196239');\"  href=\"http:\/\/www.business2community.com\/sales-management\/being-politely-persistent-in-sales-0196239\" target=\"_blank\">Being Politely Persistent in Sales<\/a> (business2community.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/saleschallenger.exbdblogs.com\/2012\/06\/25\/hey-motivated-buyer-youve-changed%e2%80%a6\/');\"  href=\"http:\/\/saleschallenger.exbdblogs.com\/2012\/06\/25\/hey-motivated-buyer-youve-changed%e2%80%a6\/\" target=\"_blank\">Hey Motivated Buyer, You&#8217;ve Changed&#8230;<\/a> (saleschallenger.exbdblogs.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/jackmalcolm.com\/blog\/2012\/06\/defining-value-in-the-sales-process\/');\"  href=\"http:\/\/jackmalcolm.com\/blog\/2012\/06\/defining-value-in-the-sales-process\/\" target=\"_blank\">Defining Value in the Sales Process<\/a> (jackmalcolm.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/blogs.hbr.org\/cs\/2012\/06\/the_most_important_predictor_o.html');\"  href=\"http:\/\/blogs.hbr.org\/cs\/2012\/06\/the_most_important_predictor_o.html\" target=\"_blank\">The Most Important Predictor of Sales Success<\/a> (blogs.hbr.org)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/www.business2community.com\/customer-experience\/the-heart-of-competitive-advantage-in-the-era-of-smart-customers-0200004');\"  href=\"http:\/\/www.business2community.com\/customer-experience\/the-heart-of-competitive-advantage-in-the-era-of-smart-customers-0200004\" target=\"_blank\">The Heart Of Competitive Advantage In The Era Of Smart Customers<\/a> (business2community.com)<\/li>\n<li class=\"zemanta-article-ul-li\"><a onclick=\"javascript:pageTracker._trackPageview('\/outgoing\/regnordman.com\/2012\/05\/28\/people-follow-you-the-real-secret-to-what-matters-most-in-leadership-jeb-blount\/');\"  href=\"http:\/\/regnordman.com\/2012\/05\/28\/people-follow-you-the-real-secret-to-what-matters-most-in-leadership-jeb-blount\/\" target=\"_blank\">People Follow You. The real secret to what matters most in leadership. Jeb Blount.<\/a> (regnordman.com)<\/li>\n<\/ul>\n<div class=\"zemanta-pixie\" style=\"margin-top: 10px; height: 15px;\"><img decoding=\"async\" class=\"zemanta-pixie-img\" style=\"border: medium none; float: right;\" src=\"http:\/\/img.zemanta.com\/pixy.gif?x-id=e8bebff8-42db-4d9b-af42-6a23fe64c1c5\" alt=\"\" \/><\/div>\n","protected":false},"excerpt":{"rendered":"<p>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:<\/p>\n<p>    leading from the front<br \/>\n    building a customer motivated culture by speaking clearly and carrying a big carrot<br \/>\n    advancing the science of sales and the art of customer relationship<br \/>\n    making loud mistakes and<br \/>\n    living the mission<\/p>\n<p>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. <\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[6,4,19],"tags":[29,1347,556,178,60,32,2761,31],"_links":{"self":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/4411"}],"collection":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/comments?post=4411"}],"version-history":[{"count":2,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/4411\/revisions"}],"predecessor-version":[{"id":4501,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/posts\/4411\/revisions\/4501"}],"wp:attachment":[{"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/media?parent=4411"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/categories?post=4411"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.regnordman.com\/wp-json\/wp\/v2\/tags?post=4411"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}