We see teamwork in every sphere of business, so why should sales be any different?

Sales is a critical part of any business, whether it’s for survival or to grow and scale. Often salespeople are seen as independent hunters and farmers working to serve their company, but that would be wrong. Salespeople may be the tip of the spear when it comes to winning business, but great sales success is built on teamwork.

This book sets out to identify the key components and helps the reader understand what it takes to build the best team from people, skills, processes, technology, and systems. Broken down into chapters that cover everything from the sales process and managing opportunities, to the important role played by marketing, and why CRM is not just a piece of software.

Sales is a team sport. Like all team sports there are those that play on the field and those that work to help the team perform. In any organization everyone plays a part. In the field of sales, understanding how this all comes together will not only help any company, but also anyone that reads the book and wants to get more out of their role, or move their business forward and achieve greater sales success as a team.

The book is filled with personal anecdotes and real-life examples from the author’s career in sales.

Table of Contents

  1. Cover
  2. Half-Title Page
  3. Title Page
  4. Copyright
  5. Dedication
  6. Description
  7. Contents
  8. Preface
  9. Acknowledgments
  10. Introduction
  11. Chapter 1 The Sales Process
  12. Chapter 2 The Product (Service)
  13. Chapter 3 Sales Opportunity Management
  14. Chapter 4 Marketing
  15. Chapter 5 Customer Satisfaction
  16. Chapter 6 CRM Is an Attitude, Not a System
  17. Chapter 7 Channel Sales
  18. Chapter 8 Building the Winning Team
  19. References
  20. Companies and Organizations Mentioned in This Book
  21. About the Author
  22. Index
  23. Backcover