Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional

by Theodore Kinni and Howard Stevens

Book Overview

This text examines the new paradigm of business-to-business sales, and outlines the seven practices sales professionals and organisations must embrace to have a world class sales force. This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 1593376510
• ISBN13: 9781593376512
• Release Date: November 2006
• Publisher: Platinum Press Inc.
• Length: 236 Pages
• Weight: 1.00 lbs.
• Dimensions: 1.0" x 5.8" x 9.8"

Customer Reviews

The Essence of Sales Excellence

Howard has it all in an easy to read guide for any sales manager who wants to select, train and coach their sales force to world class levels. What more could you want - its research based, concise, actionable and driven from the customer's point of view. The best maxim I know about top sales pros is that if you want to understand selling get insight into buying. Achieve Sales Excellence is a must read for any sales manager or sales professional that wants to exceed their quota, delight customers and crush competitors.

It's all about the customer

Howard Stevens has clearly shifted the focus from the trite "I have been successful in selling and so can you" approach to "It's all about the customer". The power of this book comes from the in-depth research H.R.Chally has conducted on the customers of B2B companies. This book contains the best roadmap that sales leaders can use to create a customer focused, world class sales organization.

Finally: Information From the Other Side of The Table For All Sales Professionals

Having Worked with sales professionals at all levels since the eighties; this work is a delight in terms of a shift in emphasis from the sales side of the table, to the client's side of the table; where the real experience of what makes a successful sales professional originates. Anyone who is interested in understanding the customer's experience and from that improving sales performance wiill want to read this book and apply the principles. This is true whether you are responsible for sales strategy in an organization or you are the sales professional. Its easy to read enjoyable and applicable. The research that forms the foundation of this book gives a depth to the information that will make this a sales standard for years to come. A big thumbs up!

Invaluable insight into what your customers think of you

Having suffered through dozens of books on selling, I found Achieve Sales Excellence to be a refreshing dose of valuable insight. First, it is based on extensive research into what customers actually want from salespeople. This alone sets it apart from nearly every other sales book ever published. Second, it does not attempt to introduce complex new models with dozens of arcane buzzwords. It is a straightforward book with simple (yet powerful) concepts that shed light on many of my failed encounters with past prospects. If you have ever wondered what customers really think about you, this book should make it into your shopping cart. It will almost certainly change the way you sell.

New Paradigm of Sales from Years of Research

I'm happy if a business book gives me one or two good ideas for the whole book - this one has several. In addition, they are not just opinions but based on years of research. The ideas come from 14 years of research and over 80,000 interviews with business to business customers. The insights in this book will tell you what factors lead to B2B buying decisions. And these insights are scientifically proven. This book is not just the new big thing, but a new paradigm which leads the path to building a World Class Sales Organization. It is also written really well. In short, this book outlines the future of sales, and is valuable reading for sales managers, C level business strategists, sales people, and even academicians. Corey E. Miller, Ph.D. Associate Professor, Wright State University