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Full Description
No other field is as simultaneously important and misunderstood as sales. Managers and salespeople search for success in sales myths that do not improve sales performance. Rainmaker, Closers & Other Sales Myths provides a clear-cut path to successful selling by debunking mythology and replacing the myths with a proven sales system of strategy, structure and people. Like war, a winning sales strategy is coordinated and waged at four levels: shareholders (sovereigns); CEOs and presidents (generals); sales management (officers); and salespeople (soldiers). Strategy defines the system and solution, yet without a sound structure managed by the right people all strategies will fall short. This book provides the tools sales leaders need to set a strategy for success, construct structure that supports it, and build a winning sales team that possess the natural abilities to learn the skills to succeed.
Contents
Part 1 Debunking the Mythology of Selling
Chapter 2 Mythology & Selling
Chapter 3 Rainmakers
Chapter 4 Closers
Chapter 5 Schmooze
Chapter 6 Field of Dreams
Chapter 7 An Integrated System Not Myth
Part 8 Strategy
Chapter 9 Wage War—Win Business
Chapter 10 What Strategy Is & Isn't
Chapter 11 Three Ways to Create Value: Three Types of Sales
Chapter 12 Process Driven Selling
Part 13 Structure
Chapter 14 Formal Structure
Chapter 15 Informal Structure
Part 16 People
Chapter 17 Recruit for Talent
Chapter 18 The Recruiting Pipeline
Chapter 19 Train for Skills
Part 20 A New Myth and Plan of Action
Chapter 21 The Modern Myth: Automation
Chapter 22 Plan of Action
Part 23 References
Part 24 Index
