Sales Blazers: 8 Goal-Shattering Strategies from the World's Top Sales Leaders - Hardcover

Cook, Mark

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9780071546843: Sales Blazers: 8 Goal-Shattering Strategies from the World's Top Sales Leaders

Hardcover

ISBN 10: 0071546847 ISBN 13: 9780071546843

Publisher: McGraw-Hill Education, 2008

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The challenge: achieve high-level growth on an annual basis.

Every sales professional faces it. Mark Cook, a growth leadership consultant for leading performance improvement company O.C. Tanner, called on top sales earners at leading organizations worldwide to discover their secrets for sales success. The results revealed trailblazing strategies for dramatic growth--which can be repeated by salespeople at any level and used to lead sales and support teams in any industry.

Sales Blazers explores these eight advanced strategies that Cook observed in “Sales Blazers”across the board at Fortune 500 and Inc. 500companies. Pulling from his experience as asales leader in the trenches, Cook reveals howthese sales leaders use each breakthroughstrategy to consistently outperform trendsand their competition―creating extraordinarygrowth. He outlines the “Sales Blazer Method,”which encompasses the eight strategiescommon to all top earners. You’ll see howeffective sales leaders:

He also outlines the “Sales Blazer Method,” which encompasses the eight strategies common to all top earners. You'll see how effective sales leaders:

1. Start with a clean bill of health to increase selling time

2. Spark a performance pursuit to influence and motivate

3. Get the Express Pass to accelerate relationships and beat the competition

4. Play your depth chart to align strengths and engage broader talent

5. Activate expectations to reach this quarter's goals

6. Coach like a professional to strengthen your advisory role

7. Offer RSVP feedback to achieve better results

8. Heighten reward potency to increase momentum

Used in concert, these strategies help you prepare more effectively, and improve your ability to lead and achieve goal-shattering results year after year.

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From the Back Cover:

PROVEN STRATEGIES THAT LEAD TO EXTRAORDINARY SALES

“Sales Blazers is a journey through how extraordinaryperformers lead clients, colleagues, and teams. The leadershipstrategies are derived from the world of sales but are critical for leaderson a quest to move their respective needles.” —ADRIAN GOSTICK and CHESTER ELTON,Bestselling authors of the Carrot Principle and the Carrot business series

“Sales Blazers sparks increased revenue performance for corporatesales with a clear and dynamic plan for success.”—MICHAEL GREENBAUM, CEO, CyraCom

“The techniques and methods illustrated in this book help provide salesleaders with clear and concise guidance to achieve high-performancegrowth in any industry. Mark has taken the guesswork out ofdriving home sales and compiled a definitive directory of provenmethods that is sure to benefit any workforce.”—TERRY MARKWART, Director, Special Accounts Sales, Canon U.S.A., Inc.

“Sales Blazers is an excellent guide that brings proven concepts tooffice floor practice. It elevates your mind, tests your understanding,and directs your energy to reach your full potential as an individualsalesperson or as a corporate sales force.”—ROGER MCQUEEN, Managing Partner, Northwestern Mutual Financial Network

Synopsis:

This book presents 8 strategies that send sales figures into the stratosphere. Performance improvement leader O.C. Tanner called on some of the largest sales organizations in the world to discover their secrets for sales success. The result? Across the board, they discovered eight strategies - from leveraging team strengths to preemptive strikes against the competition - that accelerated sales growth for every single sales leader they observed. By using these strategies, you can surmount your biggest sales obstacle - by ensuring that your success this year merely pushes you to even greater success in the next.

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