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Summary: Definitive approach to transform a company's sales culture.
Review: "Not adequate! Superb selling skills are not adequate to ensure success in today's topsy-turvy global marketplace. Winning companies will intimately understand their customers' goals, their strengths, and their weaknesses. They will distill this information into a detailed understanding of solutions that provide the highest value leverage. Solutions are more than products and supporting services. They are the tangible intangibles that derive from the total company-to-company relationship. Having a company internalize the new paradigm that the entire organization - not just the sales department - is responsible for securing and retaining key customers will usually require a radical culture change. Jim Holden, in World Class Selling, almost brutally represents the horror story that can result from not making the paradigm shift. This book will be of limited value to a sales force if sales leadership does not 'sell' every member of the executive leadership team on reading this book, discussing the implications, and then using its concepts as the basic framework to transform the organization into a well-oiled value selling machine."
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Summary: "World Class Selling" is a great textbook and a great read!
Review: "World Class Selling" is to "Power Base Selling" as HDTV is to analog TV. Jim Holden's new release brings added dimension to his proven techniques, with illustrations of where and how to use them . It will become a "must" for marketing and sales professionals, as well as management executives and technology developers. As a setting, he develops a storyline all can relate to, and at the same time, he instructs. The result is a Systems Engineering Masters Course for Business Development. Take the suggestion to visit efox and you will experience the future...with "just-in-time" learning , and on-line proficiency refreshment, using state-of-the-art access tools.
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Summary: Don't Bother
Review: Jim Holden has applied the research necessary to identify the sales and marketing problems faced by fortune 500 companies today. Not only does he identify the problems, but he carefully and entertainingly takes the reader through a real life example and solution to the problems.This is a must read for every professional marketer and sales manager today, as well as the CEO's and CFO's. The helps every one understand and work together to solve the modern problems in this competitive environment.
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Summary: Don't Bother
Review: This is worse than a complete waste of time -- it is nothing more than an infomercial for the sales training program run by the same group. It is filled with Capitalized Letters and Italicized Jargon that are part of the cute terminology. The book is written around some styalized characters who walk through a script -- it is impossible to read, and even less possible to gain any valuable insight, it is so annoying. I wish that I could get my money back. The worst part is that it seems like there might be some good ideas underneath, if you could just get to them.
Rating:
Summary: Outstanding
Review: World Class Selling does a masterful job of not only focusing on what salespeople need to do to be successful, but on what a salesperson's company needs to do. For example, if my company's marketing is not aligned with sales, it makes my job twice as difficult. I also very much enjoyed the real life scenario that runs through the book, espically the ending.
Rating:
Summary: Outstanding
Review: World Class Selling does a masterful job of not only focusing on what salespeople need to do to be successful, but on what a salesperson's company needs to do. For example, if my company's marketing is not aligned with sales, it makes my job twice as difficult. I also very much enjoyed the real life scenario that runs through the book, espically the ending.
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