Bøger af Keith Eades

A guide providing hands-on value to frontline salespeople as well as sales managers and executives. It shows how to streamline the sales process by understanding buyers, their situations and their needs; supplying mutually defined solutions to customers' recognized problems; gaining access to decision makers; and controlling the buying process.

Helps learn from companies like Microsoft and IBM how to shift your focus from products to solutions and winning new customers, raising productivity, and achieving double-digit growth.