Chapter 1 ProActive Sales Manager--Defining the New Breed of Sales Manager 1 -- Chapter 2 Sales Cultures and the Ability to Communicate Them 25 -- Chapter 3 Manage the Right Things--Time and People 43 -- Chapter 4 Finding and Recruiting the Best Sales Team 65 -- Chapter 5 Corrective Action 129...

Introduction: the hardest part of selling solutions -- The dark side of customer consensus -- The mobilizer -- The art of unteaching -- Building commercial insight -- Commercial insight in action -- Teaching mobilizers where they learn -- Two types of tailoring -- Taking control of consensus...

What you sell. The best sales consultant in the world -- Differentiation is marketing's responsibility, isn't it? -- the root cause of a salesperson's frustration -- What would you pay for something you could get for free? -- Finding your differentiators -- Who cares about your differentiators?...

Who this book is for -- Sales engagement : why it's so important -- The state of modern sales -- How sales engagement solves 7 major business pain points -- Diving deeper : essential elements of a strong sales engagement strategy -- Humanizing sales with personas, personalization, and relevance...

"There is no prize for second place in sales you either win or lose - sell or die that's it. Until you wake up to the reality that the old way of selling doesn't work anymore, you are as dommed as the fax machine, the blackberry, and the yellow pages."--Page [4] of cover