Table of Contents
Chapter 1: Surviving the Current Business Climate
Chapter 2: Building High Performance Sales Teams
Chapter 3: “Culturalizing” the QBS Methodology
Chapter 4: The Effectiveness Triad™
Chapter 5: Someone has to “Pedal the Bike”
Chapter 6: Solving Problems vs. Providing Solutions
Chapter 7: The Paradox of Value
Chapter 8: Functional Equivalence is Your Enemy
Chapter 9: The Convergence of Sales & Marketing
Chapter 10: Ask and You Shall Receive
Chapter 11: QBS Escalation Strategies
Chapter 12: Leveraging Your Extended Sales Force
Sales excellence is a choice, starting with what problem(s) you are trying to solve? Weeding through all the different training options can be a daunting task, especially when traditional sales training courses gravitate to the same buzzwords and cliche’s that most of your competitors are already using.
Teaching people how to sell is no longer the goal. Learning how to navigate a potential sale given the headwinds of increased customer skepticism and stiffer competition is the baseline for which most sales teams will be judged moving forward.
Add the ability to leverage internal and external champions (selling ‘partnerships’) who can advocate for your proposed solutions when you’re not present, and you can create an extended sales force that gives the proactive salesperson and ‘unfair’ advantage.