Championship Selling: A Blueprint For Winning With Today'S Customer

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In Championship Selling, three of North America's most respected sales leaders offer a powerful, yet remarkably simple, vision of what it means to sell, as well as innovative techniques and tools for establishing mutually productive relationships with customers. About The Author Tom Blake, Tom Hodson, and Tony Enrico are leaders of Optim International, a Fortune 500 training consultancy serving top companies throughout North America, including Cadbury Adams, Bausch & Lomb, Frito-Lay, Heinz and Vincor. They help develop high-performing sales organizations through programs ranging from change management to personal growth and leadership development. Prior to founding Optim, Blake and Hodson enjoyed highly successful careers as sales leaders at Procter & Gamble, where they are still connected through the worldwide P&G alumni association. They are represented by National Speakers Bureau, reach over 8,000 people annually, and are highly rated by their audiences. Tony Enrico heads up Optim U.S. office in Los Angeles, and was previously with Johnson & Johnson where his expertise in strategic thinking and developing sales teams won him numerous awards over two decades. He has delivered numerous keynote presentations, and trained thousands of people from the boardroom to the frontline. Table Of Contents Acknowledgments Introduction Part I: The Sales Revolution Embracing the Shift Making the Connection Changing the Focus Building the Structure Unleashing the Power Part II: The Performance Pyramid Perspective: Embedding Championship DNA Playing Catch: The Heart of Championship Selling Preparation: Developing a Plan for Strategic Customer Management Cresting the Performance Pyramid: Process and Presenting Seizing the Challenge