The Book For These Times

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Here Is What You Will Learn
  1. How to take more from the market than the market is prepared to give you buy out strategizing, out managing, and outselling your competitors.
  2. Details, best practices and roadmaps for each of the four components of an integrated and holistic approach for driving superior sales.
  3. Seven essential characteristics of the individuals you must surround yourself with to insure day-to-day execution of your strategy.
  4. The importance of and methods of providing your sales team a clear line of sight to the company vision and direction.
  5. How to tie skills and behaviors to results.
  6. A better alternative than getting your “fair share” of business.
  7. The six “beyond the bottom line” benefits of developing and nurturing a high performance culture.
  8. Four traps that will sink your performance improvement efforts due to a “specialized focus.”
  9. How to institutionalize a differentiating sales process.
  10. How and why good economic times actually harm distributors more than lean years.
  11. Addressing the void in strategic selling within most distributors in which the each-seller-for-himself mindset prevails.
  12. The power of systematizing the sales process - define, measure, and repeat.
  13. Three essential dynamics that provide holistic sales efforts their spark.
  14. Eight threats to effective execution of corporate direction.
  15. The importance of balancing the internal and external missions.
  16. Six keys to effectively packaging and communicating your company’s guiding idea
  17. The importance of values in driving sales beyond.
  18. The four ways leading distributors’ sales managers support and empower their sales teams to accomplish desired results.
  19. The benefits of acting less as legislators and more as coaches.
  20. Why shorter measurement periods produce lower overall productivity.
  21. Five ways that executive management must support sales managers as leaders of their sales teams.
  22. Four functions of sales management ignored in most distributors.
  23. How to develop the core components of a proactive, customer-focused sales system.
  24. How the art and science of selling come together with defined systems to provide a roadmap for success.
  25. Defined processes as to how distributor sales teams must perform in an environment when they will never again long-term have a competitive advantage in product and price.
  26. How to sell value at the territory level.
  27. The three levels of adding value and how to strategically deliver each in accordance to potential.
  28. Why most sales training efforts do not provide sustained results - and what you can do about it.
  29. How to develop a playbook of behaviors for your sales team to follow.
  30. The steps for implementing a training and development program to foster continuous skill development - even from your veterans.
  31. Four common mistakes to avoid when designing your sales performance roadmap.This is where you put the final text that will put the customer over the edge in support of your product. They will then go on to fill the form over to the right.

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