Synopsis
Become even more valuable than you already are. This is the theme, the underlying driver of this work. Selling from the Inside Out is aimed at men and women involved directly in sales and to those responsible for sales management. This book delivers a lively and animated presentation of Tom Redmond s highly successful Sales Process Map, a directed pursuit of a linear process in the non-linear world of sales. The narrative has many enjoyable special strands woven throughout: The story of Tom s hair-raising leap from traditional employment in the world of massive companies into a void. You will learn how Tom, armed with only his map, his passion, and his wife s hand, went from a prestigious high-paying job to a prestigious low-paying job at his own company. Actually, the pay was below zero. Anecdotes from Tom s unusual success in uniting passions of business development, musicianship and meditation while nurturing his company, supporting his family, paying bills, eating regularly and living indoors. Illustrative and entertaining examples. Selling from the Inside Out is a presentation of the Sales Process Map developed by Tom Redmond, Founder & CEO of Redmond Group, Inc. (RGI), sales consultants. It is grounded in the principle that enormous sustaining energy is derived by focusing on professional and personal goals. The book lays out a proven street-level guide to sales success. It is a day-to-day what to do and how to measure it map. It is forged in the trenches, not from b-school or behavioral sciences perspectives. It does not veer from hitting numbers. The life outside of work earns a place because it helps to make a better salesperson. Selling from the Inside Out has a unique combination of high-impact, distinctive traits: Sales managers are tired of catchphrase-based sales training and skill enhancement solutions. While proven underlying sales theories exist, the sales professional and sales manager are interested in the most practical direct path to the goal line. The Sales Process Map is not theory. It s a square-by-square linear routine that details the un-glamorous daily steps that will get the salesperson to the required production level. Mathematical modeling of simple and incredibly powerful sales tracking protocols. Course Correction. Automatic leading indicators of those areas that need active and engaged adjustment in order to reach and exceed goals. Individual or company Sales Process breakdowns are uncovered and remedies are formulated, applied, and followed up on.
About the Author
Thomas M. Redmond, Jr., CPCU Founder and President Redmond Group, Inc. Thomas M. Redmond, Jr. is the founder and president of Redmond Group, Inc. Launched late in the last century (1996), the firm specializes in evaluating and improving client sales processes. Tom has over forty years experience with specific expertise in the generation of and management of sales. For the last fifteen years, his firm has successfully assisted clients in designing systematic sales processes, process maps and measurement protocols for new business development. He has worked with thousands of sales professionals conducting in-person workshops, seminars, webcasts and public speaking appearances. His practice also includes one-on-one coaching with individual sales professionals, sales managers and sales teams supplemented by a monthly Sales Coach Newsletter with over 4,500 subscribers. Prior to starting his own firm, Tom s employment included positions with global insurance brokers primarily in the Commercial Property and Casualty Insurance segment. During his tenure with these brokers, he acted as broker and account manager on complex multinational clients, led and managed a variety of specialty insurance product teams, the largest personal lines facility in the country, several profit centers and the North American aviation and aerospace division. His educational background includes a B.S. in Industrial Relations and Management from Seton Hall University, the prestigious Chartered Property and Casualty Underwriter (CPCU) designation and is a Certified Instructor on Overcoming Call Reluctance. Tom is an author and frequent speaker on the subjects of sales strategies, techniques and client service. His new book Selling from the Inside Out , is now available! Due to his background as a street level frontline sales executive, Tom delivers a unique perspective and empathy with today s and tomorrow s insurance professional. From entry level salespeople to high-performing producers, underwriters and senior management, Tom has the ability to win over his audience and create a strong sense of loyalty, enthusiasm and commitment to action. Redmond Group, Inc. 43 Frost Circle Middletown, NJ 07748 732-957-0005 732-957-0030 (fax) 917-860-1406 (cell) redmondt@aol.com
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