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Descrição da editora
How do you effectively transition your company from qualified vendor status to a trusted partner and advisor to your clients? In The Journey to Sales Transformation, sales and business expert Bob Nicols, Jr. explains exactly what organizations need to do. Told through the fictional parables and lessons learned by his characters, the story provides a set of twenty-five truths that help define the hot business topic of “Sales Transformation” and act as a self-assessment for any organization trying to drive higher revenue and margins by becoming the best partner for their customers. When a struggling technology company fires its chief sales officer, the Board of Directors decides a “sales transformation” is required. Two candidates emerge as finalists for the CSO position. Phillip Evan Hawthorne is an up-and-coming, aggressive sales VP from another high-flying technology company. Phillip’s self-assured style and ability to bring in fresh talent makes him an appealing candidate. His only rival, Ben Delaney, is a retired chief sales officer with no technology experience but a track record of consistent performance. Ben also has a penchant for storytelling as a means of sharing the truth about selling and possesses one big secret that only Phillip could truly appreciate. Interviewing for the position on the same day, Ben and Phillip are forced to sit in the same waiting area where their dramatically different personalities collide. As an agitated Phillip paces the room, Ben shares a story that Phillip is certain has no relevance for him or any other sane businessperson with a healthy sense of urgency. What he will soon find is that this is just the first of many stories Ben will share, each with an important and timely lesson for Phillip or anyone seeking to transform sales performance and customer relationships. Packed with information, A Journey to Sales Transformation will prove as essential as your briefcase.