Creating Relational Capital

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9781604611328: Creating Relational Capital

Salespeople face increasingly difficult and diverse challenges in the 21st Century business environment. Customers and prospects typically charter cross-functional teams to assess vendor offerings. This "new buyer" presents the salesperson with new dynamics including more sophisticated, knowledgeable buyers, how to distinguish whether the team is really the buyer or just a group of influencers, how to navigate the diversity of the team members, and, most importantly, how to develop a respected advisor relationship with this new buyer.

These same dynamics exist internally for the salesperson as well. Salespeople often have a great deal of selling to do within their own organizations. How many times have sales cycles been lengthened because the salesperson could not lead an internal team through the process?

Some salespeople instinctively possess natural people and relationship skills that help them navigate through these 21st Century dynamics, while others thrash about and are never able to "get it." These salespeople may be highly intelligent and capable, but they frequently lack the relational savvy that comes more easily to others. As a result, reaching their full business and career potential will be a struggle.

Early on in his career, Ed Wallace learned a great deal about selling from John Holland. Now, years later, after successful sales and executive management endeavors, Ed has reunited with John to share how powerful developing outstanding business relationships can be in developing your career and, ultimately, your personal net worth.

John's and Ed's experiences taught them the importance of improving their relationships with those both outside and within organizations. John has often said that many salespeople try too hard to get buyers to like them, instead of working to earn a buyer's respect. Clients making important buying decisions will buy from someone they respect and see as a respected advisor, even if they do not particularly like them. The inverse is not true.

Taking the reader step by step through their philosophy on this topic including the engaging and thought-provoking stories from Ed's learning experiences with Max the Taxi Driver John and Ed explain the essential qualities of relational capital and how this intangible asset can be created, developed, and used to grow your personal net worth in life and business.

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About the Author:

John Holland Co-Founder, CustomerCentric Selling®

In coauthoring and helping launch CustomerCentric Selling® in 2002, John Holland leveraged more than 20 years' experience in sales, sales management and consulting. As a sales consultant, he helped many diverse organizations design and implement a standard sales process. He has worked with technology, overnight delivery, language localization, leasing, temporary housing and financial services companies.

In 2003 McGraw-Hill published Customer Centric Selling which John and Mike Bosworth, the original author of Solution Selling, co-authored. Holland has had articles published by Sales and Marketing Executive Report, Selling Power and American Salesman. He was commissioned to write a white paper on best practices in CRM focusing on integrating automation with sales process. He has spoken on various topics for organizations including SMEI, The American Marketing Association and Software Success.

Holland earned a degree in Mechanical Engineering from Northeastern University before starting his career in high technology with IBM's General Systems Division. In addition to being one of four principals in CustomerCentric Selling®, John serves in an Advisory Board capacity with selected companies, providing guidance and advice about product direction, service offerings, and overall sales and marketing strategies.
Ed Wallace President and Founder, The Relational Capital Group

Throughout his 25 year career, Ed Wallace has served in various sales and executive leadership roles. At Vertex, Inc., Ed participated in key sales and leadership roles as the company grew from $1 million to over $100 million in revenue. As VP of Business Development, he oversaw a number of strategic partnerships and acquisitions, including Arthur Andersen's Tax Technology Enterprises unit.

During this time, Ed learned a great deal about the value of outstanding business relationships and developed his philosophy of Relational Capital the value created by people in a business relationship. This philosophy is manifested in his book Fares to Friends: How to Develop Outstanding Business Relationships.

Seeking new challenges, Ed has launched The Relational Capital Group to help sales professionals understand how to build outstanding, high performing business relationships through Relational Capital development workshops and executive coaching.

Ed frequently speaks to corporations and groups, leads workshops on the value of Relational Capital development and has appeared on a variety of radio and television programs.

Ed was a Teaching Fellow at Drexel University while he earned his MBA, has a B.S. in Accounting (cum laude) from Villanova University, and has a CPA designation in the State of Pennsylvania.

Review:

Creating Relational Capital is a gem! Holland and Wallace examine the forever changing dynamics in the buyer/seller relationship through memorable stories so that the reader can quickly extract their new Business Relationships 2.0 model to help their customers win. --Gerhard Gschwandtner, Founder and CEO, Selling Power Magazine

John Holland and Ed Wallace articulate the key ingredients in building outstanding business relationships. They transform the intangible nuances associated with top sales achievers into a practical how to' model for building lasting and profitable relationships. --Larry Sudbay, President and CEO, SymQuest Group

John Holland and Ed Wallace understand the value of long-lasting relationships and that top producers are the most respected for their ability to connect people and teams so they can buy. --Nick Araco, Esq., Senior Director, Business Development, RSM McGladrey

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