World Class Selling The Crossroads of Customer, Sales, Marketing and Technology

In today's changing marketplace, the sales methods and practices of yesterday will no longer work. To stay ahead, sales and marketing professionals at every level must take on new roles. Companies must also be willing to reorganize and operate differently. But these transitions are not easily realized and, in today's challenging business environment, are too often vigorously resisted. World Class Selling provides the personal/professional tools and the methodology needed to quickly and effectively make these transitions. Building upon the Power Base(r) theory introduced in his earlier book, Power Base Selling, Jim Holden presents current and future marketplace requirements, offering a broader, more strategic view of industry trends and their impact on sales. Examining in depth the significant personal and organizational implications of selling today, Holden demonstrates the best ways to ensure both your own success and that of your company. World Class Selling is written in a unique format that the author calls "personal dimensioning." In a virtual business setting, fictional characters deal with the complex new marketplace in a real-world business situation. You'll follow a salesperson of fifteen years' experience as she is victimized by industry trends which launch her and her company on a quest to climb the value chain ahead of the competition. You will discover how an individual can play a significant role in driving change for a company's benefit. You will learn to navigate the minefield of infernal company politics in order to progress in today's marketplace. You will come in contact with corporate Foxes-powerful people of high integrity-and learn how to identify them, to your advantage. You will also experience working with individuals at the other end of the spectrum, those who would advance themselves at your expense or that of their company. World Class Selling also covers such timely subjects as:

• Creating a vision for a major account over the long term, including the use of Internet technology
• Defining and measuring value to the customer, and pursuing customers in nontraditional ways
• Introducing the role of technology in providing new, highly intuitive sales performance and coaching tools, along with just-in-time training using Web-based applications
• Aligning sales, marketing, and human resources practices to create a world class business development department

For many, today's new selling challenges will truly mean survival of only the fittest. World Class Selling will help you and your company take an active role at the forefront of change and sell successfully into the future.