World-Class Selling: New Sales Competencies - Softcover

Brian Lambert; Tim Ohai; Eric Kerkhoff

9781562865580: World-Class Selling: New Sales Competencies

Softcover

ISBN 10: 1562865587 ISBN 13: 9781562865580

Publisher: Association for Talent Development, 2009

If you lead a sales team and are in search of a better way to run your sales function, stop guessing! Use World Class Selling as your foundational resource for driving sales and getting results. Based on data-driven criteria from thousands of sales managers, sales trainers, and sales people, this publication identifies the necessary criteria for building a world-class sales team.

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About the Author:

Officially recognized by Sales & Marketing Management Magazine as one of the most influential people in professional selling, Brian Lambert is your guide to the 10 Steps to Successful Sales (ASTD, 2009). This book gives you the benefit of his extensive doctoral research, experience training thousands of salespeople internationally, and interviews with hundreds of sales professionals and managers. He is currently director of sales enablement at Oxygen Learning.With more than 15 years of work in sales, sales management, and sales training, Lambert is an internationally recognized expert on transforming sales team systems, processes, and people through learning. He has personally trained more than 15,000 salespeople and sales managers from across the globe, and he has also written two other books on professional selling, including World-Class Selling: New Sales Competencies (ASTD, 2009) with Tim Ohai and Eric Kerkhoff.
He holds an MS in human resource and information resource management from Central Michigan and a PhD in management from Capella University.
Tim Ohai is the founder and president of Growth & Associates, a consulting group that focuses on solving sales and marketing problems. With well over a decade's worth of experience in developing sales team performance, he consistently helps Fortune 500 companies design and implement selling solutions internationally, build sales systems that increase revenue and customer loyalty, and create genuine coaching cultures. He is often asked to consult larger, more complex issues, especially around the topics of redesigning sales organizations and leading organizational change.
As a researcher, author, and recognized thought leader in modern selling, Tim's expertise and enthusiasm have taken him to Latin America, Europe, Africa, Asia, and the Middle East as both consultant and keynote speaker. His most recent book, Sales Chaos: Using Agility Selling to Think and Sell Differently, is on sale now.
Eric M. Kerkhoff is account manager for Hewlett-Packard Company where he is responsible for helping his clients leverage information technology to reduce costs, mitigate risks, and successfully respond to market conditions.

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