Building a Successful Selling Organization: The Critical Path to Extraordinary Results

By Art Wilson

Book Overview

In Building a Successful Selling Organization, Art Wilson draws upon his three decades of experience as one of IBM's top sales leaders and as counsel to Fortune 500 sales executives to create a proven blueprint for building successful, profitable customer relationships. Written specifically for the chief sales officer and the leadership of the entire customer-facing organization, this book documents tested best practices among leading sales organizations and incorporates them into practical ways to implement high-performance, customer-centric sales strategies.

After sharpening and honing the skills of thousands of sales teams challenged by demanding corporate customers, Wilson distills the lessons of goal-driven sales leadership into this one compact volume. Citing real-world examples, Wilson shares a disciplined, how-to sales process that empowers a sales leader to transform good sales teams into those that demonstrate sales excellence and extraordinary results.

Use the five-level Sales Agenda Model to design, deploy, develop, and support a selling organization. Implement the Account Management Execution Model to improve strategic account management, ensure client alignment, and deliver convincing client value.

Sales leaders who adopt the strategies presented in Building a Successful Sales Organization possess the secrets of building, organizing, and managing effective selling teams that consistently deliver predictable, sustainable, superior results.

• Format: Paperback
• Language: English
• ISBN: 0595361633
• ISBN13: 9780595361632
• Release Date: August 2005
• Publisher: iUniverse
• Length: 240 Pages
• Weight: 0.90 lbs.
• Dimensions: 0.6" x 6.0" x 9.0"

Customer Reviews

Roadmap to success

Art's book is an excellent resource and useful roadmap to successful selling with proven theory. The book is jam-packed with never seen before sales models and examples of implementing them.

Proven formulas for success...

I had the pleasure of working for Mr. Wilson while I was in college, so I have a bit of firsthand experience with his methods. I'm not a businessman or a salesman, but from a purely lay perspective, I often marvelled at his gift for taking complex, subtle ideas and explaining them in accessible ways. Mr. Wilson and his colleagues have made careers out of teaching their selling methods and strategies to others; this alone speaks to the soundness of their methods. This is certainly a book that should be on the shelf of all sales professionals, and will doubtlessly yield extraordinary results for anyone who employs its methods.