The Sales & Marketing Excellence Challenge: Changing How the Game Is Played

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9780972475068: The Sales & Marketing Excellence Challenge: Changing How the Game Is Played
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Today's business person is facing the 'Trouble Times' following the superheated 'Bubble Times.' In early 2003, many companies are hanging on and wondering, 'How long will this last?' and 'What can I do to improve sales?'

This book is a compendium of more than three dozen interviews distilled from dozens of interviews conducted in the second half of 2002. Each interview is from a senior executive be it a large (eg, GE, HP, Microsoft), mid-size (eg, Check Point, The Tennant Company, Schmidt Automotive Group) or small (eg, Ross Printing, ZuPreem) company.

Each interview is its own chapter written in that person's own words. These are not excerpts or sound bites taken out of context or selected to fit a particular theory. These are 39 perspectives from executives who are working to innovate and 'Change How the Game Is Played.' They candidly share what they are doing, what has and hasn't worked for them and how they've managed to succeed in these very difficult economic times.

This is timely stuff for today's business. In addition, a special bonus offer will provide you up to ten more insights in the coming year!

If you've suffered more than your fair share of 'Maalox Moments' in the past eighteen months, this book is for you.

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About the Author:

JIM DICKIE is the Managing Partner for Insight Technology Group, a benchmarking firm that over the past ten years has surveyed over 2900 companies, analyzing how they are leveraging people, process and technology to optimize the way they market to, sell to, and service customers. He has over 25 years of sales and marketing management experience. Jim began his career with IBM and Sterling Software and then went on to launch two successful software companies. Jim is also a contributing editor for CRM Magazine; and the author of The Chief Sales Officers Guide to CRM, Insights into High Tech Sales and Marketing, the co-author of The Information Technology Challenge, and is a board member for Baylor University’s Center for Professional Selling. Jim appears as a guest host for World Business Review, and is an often-requested keynote speaker at sales management, CRM, and e-business conferences.

BARRY TRAILER is president of Sales Mastery, Inc. and brings over twenty-five years of professional selling experience to this role. This work has focused on lifelong learning and continuous improvement in professional sales. His research, speaking and consulting has primarily been in complex business to business selling environments. Throughout most of the ‘80s Barry was with Miller-Heiman, Inc. a worldwide leader in sales methodologies, including Strategic Selling and Conceptual Selling. In the ‘90s Barry worked with Oracle Corporation as an internal consultant coaching teams, managers and individuals and strategizing opportunities.

Following the Oracle experience Barry worked with companies mapping their sales processes. This work led to the formation of SalesWare, Inc. and the development of a software tool that provided true sales performance metrics. SalesWare was acquired by the GoldMine Software Corporation, now FrontRange Solutions, Inc. GoldMine is an established brand in the CRM space with nearly one million users and over one thousand value-added resellers in North America. Barry served as Vice President of North American Sales, then Vice President of Strategic Initiatives, where he focused on and developed a non-traditional approach to ROI. He also acted as President of the GoldMine Division before leaving FrontRange and returning to writing and consulting.

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Other Popular Editions of the Same Title

9780972475099: The Sales and Marketing Excellence Challenge: Changing How The Game Is Played

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ISBN 10:  0972475095 ISBN 13:  9780972475099
Publisher: Sales Mastery Press, 2003
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9780972475044: The Sales and Marketing Excellence Challenge

SALES ..., 2003
Softcover

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