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World Class Selling: New Sales Competencies
book

World Class Selling: New Sales Competencies

by Brian W. Lambert, Tim Ohai, Eric M. Kerkhoff
June 2009
Intermediate to advanced content levelIntermediate to advanced
272 pages
10h 6m
English
Association for Talent Development
Content preview from World Class Selling: New Sales Competencies

Chapter 2

The Power of Alignment

Those who build great companies understand that the ultimate throttle on growth for any great company is not markets, or technology, or competition, or products. It is one thing above all others: the ability to get and keep enough of the right people.

—Jim Collins, Good to Great

In this chapter:
  • Understand how and why salespeople have become knowledge workers.
  • Discover why the shift to consultative selling requires new competencies— and what they are.
  • Learn how to leverage competencies and align the sales processes to create a world-class sales organization.

Technology can be replicated. Processes ...

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Publisher Resources

ISBN: 9781562865580