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World-class Selling New Sales Competencies

by Brian Lambert, Tim Ohai, Eric Kerkhoff

World-class Selling New Sales Competencies Synopsis

World Class Selling delivers the latest research-based criteria for sales teams interested in selling more effectively against an ever-changing business environment. Used as a guide, sales leaders can use this title as a foundation to build or reorganize sales processes and sales people. This resource is best used for professionals (employees or consultants) working with or within the sales organization who have influence on the structure, processes, policies, and culture of the sales team and the sales and service culture of the organization. Included in the text is the data-driven documentation needed to properly and confidently position sales resources and operations to achieve greater results.

Book Information

ISBN: 9781562865580
Publication date: 15th October 2009
Author: Brian Lambert, Tim Ohai, Eric Kerkhoff
Publisher: ASTD Press an imprint of American Society for Training & Development
Format: Paperback
Pagination: 272 pages
Categories: Sales & marketing,

About Brian Lambert, Tim Ohai, Eric Kerkhoff

Brian W. Lambert is the director of ASTD's Sales Training Drivers, where he works with internal and external clients to create relevant content, tools, and resources for sales trainers and sales managers. Brian lives in Washington DC, USA. Tim Ohai is president of Growth & Associates, a consulting association that focuses on the people dynamics of change, both organizationally and personally. His expertise includes sales performance, executive coaching, and developing the talent pipeline. Tim lives San Francisco, California, USA Eric Kerkhoff is account manager for Hewlett-Packard Company where he is responsible for helping clients leverage information technology to reduce cost, mitigate ...

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