From Selling to Co-Creating : New Trends, Practices and Tools to Upgrade Your Sales Force

A groundbreaking book that identifies the current and future trends in sales, based on more than one hundred interviews with senior sales executives and sales experts from the corporate industry and academia across central Europe, the United Kingdom, and the United States.

This book poses the question: What if there was a way that sales forces could help their organization to stay ahead of the competition and innovate? Many organizations featured in this book find ways to do just that. Learn more about their practices, methods, and how they prepare themselves for the future.

Includes a visual framework, cases, and tools to use in your own organization.

Régis Lemmens: Régis Lemmens is a consultant, author and teacher on the topic of sales and sales management. He is a partner at Sales Cubes, a sales management consulting firm located in Belgium, that specialises in sales and key accounts management. He is a fellow at Cranfield University in the UK and a he lectures on sales and sales management at the TiasNimbas Business School in the Netherlands.

Bill Donaldson: Bill Donaldson is Research Professor of Marketing at Aberdeen Business School, Robert Gordon University, UK. His research interest are in the management of sales operations including sales automation and customer relationship management.

Javier Marcos: Javier Marcos is a senior lecturer in Sales Management at the Centre for Strategic Marketing and Sales at Cranfield School of Management and an independent consultant. His main areas of expertise are Selling and Sales Management, Organisational Learning and Organisational Development. He emphasises the blend of leading edge research with innovative training methodologies in the delivery of his programmes and the design of consulting and sales coaching assignments.