NEW YORK, Sept. 12, 2011 /PRNewswire/ -- Sales Eats First: How Customer Motivated Sales Organizations Out-Think, Out-Offer and Out-Perform the Competition, a new book from Wessex Press (August 2011), chronicles the operational and managerial characteristics of the most successful B2B sales organizations in the US.
Using in-depth interviews of over 30 top sales executives, authors Noel Capon, of Columbia Business School, and Gary Tubridy, of Alexander Group, describe the playbooks used by the best of the best in sales experience and expertise. The authors reveal through case studies and anecdotes that those sales leaders who focus on effectively leading, empowering, motivating and rewarding their sales teams will produce results that benefit both customers and their own companies.
Sales Eats First illustrates how B2B sales organizations in today's most admired corporations develop and deploy major intellectual capital. These inspirational stories span technology, finance, healthcare, manufacturing, distribution and business services. Citing real-world examples across a spectrum of sales models from direct to channel sales, Capon and Tubridy provide a first-hand look at how great sales organizations combine world-class practices in strategy, organizational structure, and performance management to deliver exceptional sales results year after year.
This book is a must read for all sales leaders looking for insights and best practices from some of the world's top sales organizations.
About the Authors
NOEL CAPON is R.C. Kopf Professor of International Marketing and past Chair of the Marketing Division, Columbia Business School. He is the leading expert on strategic and global account management and is a highly experienced marketing and sales management educator. Capon's books include Marketing Mavens, Key Account Management and Planning, Managing Global Accounts, and Strategic Account Strategy. Capon is addressing the high cost of college textbooks by allowing students to pay what they think it's worth! for his textbooks at www.axcesscapon.com.
GARY S. TUBRIDY is Senior Vice President with The Alexander Group Inc., and General Manager in charge of the firm's sales management consulting business. His consulting work focuses on increasing sales and marketing effectiveness. Tubridy is an expert in sales transformation, sales management issues, sales organization design, sales force sizing and deployment, sales performance management, and sales compensation design.
SALES EATS FIRST (Wessex Press; $24.70; 978-0-9833300-2-8) is available now in hard copy and electronic formats. For more information about the book, please visit www.saleseatsfirst.com
SOURCE Sales Eats First