Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value

John De Vincentis & Neil Rackham



Sales forces that simply communicate value to customers are doomed to fail - sales must begin to create customer value to survive. In today's markets, success can no longer be obtained by salespeople communicating the value of a product or service - it rests on the critical ability to create value for customers. Enter Rethinking the Sales Force.

In this book, best-selling author Neil Rackham and international sales and marketing consultant John De Vincentis have created a breakthrough guide for sales and marketing executives. Rackham and De Vincentis help sales forces rethink and retool their selling strategies by introducing eye-opening insight for winning in the new marketplace.'Of the many books published each year on marketing and selling, only a tiny fraction have anything new to say. This is one of them.

It will radically change your thinking about your sales force, and even whether you need one' - Philip Kotler, Distinguished Professor of International Marketing, J. L. Kellogg Graduate School of Management, Northwestern University. 'A compelling premise. Without question, this is an important and useful book for companies serious about improving sales performance' - Chuck Farr, Former Vice-Chairman, American Express. 'Sales forces of tomorrow will need to be fundamentally different from today.

This book provides an interesting and valuable window into the future of selling and what the next generation sales force will have to do to prosper' - Michael Graff, President, Business Aircraft, Bombardier Aerospace.

What will you learn from this book

  1. Customer-Centric Approach: Emphasizing the importance of understanding and meeting customer needs as a central focus of sales efforts.

  2. Sales Process Optimization: Exploring ways to enhance and streamline the sales process for improved efficiency and effectiveness.

  3. Adaptability: Recognizing the need for sales teams to be adaptable to changing market conditions, customer behaviors, and industry trends.

  4. Technology Integration: Leveraging technology to enhance sales capabilities, from customer relationship management (CRM) systems to data analytics.

  5. Skill Development: Investing in the continuous development of sales professionals' skills, including communication, negotiation, and problem-solving.

  6. Collaboration: Encouraging collaboration and communication within the sales team and across other departments within the organization.

  7. Data-Driven Decision Making: Using data analytics and metrics to inform strategic decisions and identify areas for improvement in the sales process.

  8. Customer Relationship Building: Focusing on building long-term relationships with customers rather than short-term transactional interactions.

  9. Sales Team Motivation: Understanding and addressing the motivational factors that drive sales team performance.

  10. Continuous Improvement: Adopting a mindset of continuous improvement, where the sales force regularly evaluates and refines its strategies based on feedback and results.

Language English
ISBN-10 0071342532
ISBN-13 9780071342537
No of pages 308
Font Size Medium
Book Publisher McGraw-Hill Education
Published Date 16 Mar 1999

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