Publisher's Synopsis
Praise for SELLING IS DEAD: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth
"A collaborative and commercial approach that is a key element of the growth journey. Selling Is Dead not only addresses the importance of a team–focused selling framework, but other critical success factors as well."
Damian A. Thomas, General Manager and Corporate Sales Leader, General Electric Company
"Selling Is Dead is a wonderful blend of balanced, forward thinking, and practical common–sense guidance on how to mutually win with your customer in today′s highly competitive marketplace. Planning from your buyers′ point of view to make them more productive and competitive is critical in large account sales . . . and this book will show you how."
David N. Townshend, Senior Vice President of Global Sales, Marriott International
"The authors articulate the dichotomy of the large sales challenge. Like most companies, our business units at Siemens have unique selling challenges. This is an insightful book that teaches salespeople how to identify, adapt, and adjust to the type of large sales in which they are engaged."
Thomas Poole, Regional Vice President, Siemens Medical Solutions
"This book is a revelation that builds upon the progression of great books in the selling genre from Carnegie to Rackham. It neatly wraps the essential ingredients of strategies, tactics, organizations, and people into a framework that can continuously produce large sales for your enterprise."
Jim Daley, Chairman, PCi Corporation
"Sales teams need a better road map for today′s sophisticated customer. The authors have laid out a disciplined framework that gives selling teams a common language and logical market–facing structure. I consider this book to be a must–read."
Ron Newcomb, Senior Vice President of Sales, Trimble Geomatics and Engineering
"Today′s selling environment has changed dramatically, and sales teams need to adjust or risk obsolescence. Selling Is Dead teaches salespeople how to strategically adjust, add more value, and create customer abundance."
David Peckinpaugh, Executive Vice President of Sales and Marketing, Conferon Global Services, Inc.
