The Sales and Marketing Excellence Challenge: Changing How The Game Is Played

By Jim Dickie, Jim Dickie and Barry Trailer, Jim Dickie

No Synopsis Available.

• Format: Paperback
• Language: English
• ISBN: 0972475087
• ISBN13: 9780972475099
• Release Date: January 2003
• Publisher: Sales Mastery Press
• Weight: 1.40 lbs.

Customer Reviews

Develop value to the Nth degree - striking, rarified insight

As a former CEO of a software solutions company, I had trouble putting this book down. The value of first person insights provide a credibility that's missing from most professional development books. This mosaic of well organized, exceptionally edited interviews with pillars of the sales and marketing world is a a must read (and reread) for every sales/marketing pro. My hats off to Dickie and Trailer for even getting in the door of these folks!

They really "get it"

In a field that is full of "listen to me tell you what you should do" consulting, it is refreshing to read information, insight and opinion taken directly from a wide variety of business leaders. I also appreciated that the interviews were a mix- some from leaders at global enterprises (Microsoft, Wells Fargo, AMR) as well as scrappier firms and academics. Rather than trying to simplify and interpret, Trailer and Dickie have simply made the comments of business leaders accessible. If you have ever had responsibility for a territory, a region or an entire sales and marketing team- you will find both familiarity and fresh thinking here.

Top Notch Practical Tips

From the first page I found one of The Sales & Marketing Excellence Challenge to be one of most practical sales leadership guides around. In a time when we are all struggling with how to do well in a bad economy the strategies and tactics presented in this book by proven sales leaders are not only timely, they are priceless.

A Must-Have for Sales Professionals

Are you tired of reading sales advice from authors whose only sales experience is in their distant memories...or in their nightmares? So am I. That's why this new book by Jim Dickie and Barry Trailer is so welcome and so important. The Sales and Marketing Excellence Challenge contains interviews with thirty-nine sales experts, the overwhelming majority of whom are working sales executives. These highly successful senior sales executives are culled by Dickie and Trailer from companies of all sizes, in all sorts of different industries. The resulting interviews present example after example, case study after case study, of how superlative sales results are created in the real world today. In fact, with only one or two exceptions (notably, the pompous Gerhard Gschwandtner of Selling Power Magazine), every one of these interviews contains insights that any sales professional will be able to use immediately. The Sales and Marketing Excellence Challenge does not belong on your bookshelf. It belongs in your briefcase, as a valuable resource you'll turn to for ideas and inspiration again and again. It's highly readable, highly useful, and highly recommended.

Timely advice for today's business leaders

The case study-like format of the book was extremely useful. Having a chance to read what Jeff Schaper (CCO) is doing at GE, what Ralph Young (VP Sales) is doing at Microsoft, what Janet Dolan (CEO) is doing at Tenant Corp., and Joe Batista (Chief Creatologist) is doing at HP provided a wealth of ideas on how to increase the effectiveness of sales and marketing teams.This book is an excellent source of insightful and thought-provoking ideas and strategies that make sense in today's environment. Not a one-time read, but a reference resource that you will want to have at your fingertips daily."The Sales & Marketing Excellence Challenge" is a must have.