Skip to content

Sales Eats First How Customer-Motivated Sales Organizations Out-Think, Out-Offer, and Out-Perform the Competition

Spend $50 to get a free DVD!

ISBN-10: 0983330026

ISBN-13: 9780983330028

Edition: 2011

Authors: Noel Capon, Gary S. Tubridy

List price: $24.70
Blue ribbon 30 day, 100% satisfaction guarantee!
what's this?
Rush Rewards U
Members Receive:
Carrot Coin icon
XP icon
You have reached 400 XP and carrot coins. That is the daily max!

Description:

Sales Eats First examines how B2B sales organizations in today's most admired corporations develop and deploy major intellectual capital. They courageously inject their intellectual capital into the value propositions that benefit both customers and their own companies. Capon and Tubridy show that today's most successful companies are customer-motivated organizations where sales has the recognized responsibility for identifying customer needs and crafting and delivering solutions to meet those needs as an equal partner with marketing, product development, and other functions. They show an irrepressible flair for differentiating products in categories where competitors have resigned themselves to believing that differentiation is impossible. Their customer-motivated sales machines deliver the numbers, keep competitors at bay, and unlike products and programs, are very difficult to replicate. This book should also be invaluable for other functional managers, especially those that interface with sales. Companywide managers, including CEOs, should also benefit as they learn how to leverage sales excellence to achieve superior business performance.
Customers also bought

Book details

List price: $24.70
Copyright year: 2011
Publisher: Wessex, Incorporated
Publication date: 7/1/2011
Binding: Paperback
Pages: 157
Size: 5.75" wide x 9.25" long x 0.25" tall
Weight: 0.572
Language: English

Noel Capon is the R.C. Kopf Professor of International Marketing at Columbia Business School. He is an internationally recognized expert in sales management and key strategic global account management. Gary S. Tubrity is senior vice president of The Alexander Group, the leading sales management consulting firm in the United States.

Introduction: Why Sales Eats First - and If It Doesn't, Why It Should
Lead from the Front
Speak Clearly - and Carry a Big Carrot
Advance the Science of Sales and the Art of the Customer Relationship, Part 1
Advance the Science of Sales and the Art of the Customer Relationship, Part 2
Make Loud Mistakes
Live the Mission
Sales-Added Value: The New Model for Great Sales Organizations - and Great Corporations
Interviewees and Titles
Selecting the Top Customer-Motivated Sales Organizations