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  • Image of The Machine
    Image of The Machine

    A Radical Approach to the Design of the Sales Function

    by Justin Roff-Marsh

    Sales management radical Justin Roff-Marsh presents a nontraditional sales approach that incorporates the division of labor, in which sales responsibility shifts from autonomous agents to a centrally coordinated team to build more efficient sales functions.

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  • Image of Powerful Proposals
    Image of Powerful Proposals

    21 Things You Need to Know to Hit the Ground Running

    by David G. Pugh, Terry R. Bacon

    "Powerful Proposals" gives businesses proven strategies for creating customer-centered documents that outshine the competition every time.

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  • Image of A Seat at the Table
    Image of A Seat at the Table

    How Top Salespeople Connect and Drive Decisions at the Executive Level

    by Marc Miller

    Bestselling author Marc Miller delivers a new, critical tool for connecting with decision makers to make more and bigger sales. He offers a new sales approach designed to help salespeople earn A Seat at the Table – the place reserved for those select people who set the direction and the budget of an enterprise.

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  • Image of What the Customer Wants You to Know
    Image of What the Customer Wants You to Know

    How Everybody Needs to Think Differently About Sales

    by Ram Charan

    More than ever these days, the sales process tends to be a war about price. But there's a better way to think about sales, says best-selling author Ram Charan. Charan defines this new approach to selling as value creation selling (VCS), which he says is radical but nonetheless practical. VCS differentiates you from the competition, paving the way to better pricing, better margins and higher revenue growth built on win-win relationships that deepen over time.

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