The First and Only Customer-Defined
Portrait of Sales Excellence

Companies today are struggling to find the one thing that matters in today's competitive marketplace. Price? Quality? Innovative features?

The real answer: The Salesperson.

While all of the above factors certainly influence a customer's buying decision, none of them is the most influential factor. What is? The employee who has the most power to make or break your company's bottom line and influence its customers -- the salesperson.

All Chally profits from the sales of Achieve Sales Excellence are being donated to the universities that teach formal sales curriculums.

Available at these and other leading booksellers:
Buy direct from Chally:
Special offer: $15.50 including Free Shipping (U.S. only) Personally autographed by Howard Stevens Click here to order now

"This is one of my favorite business books on b2b selling. We have over 500,000 readers. ...Achieve Sales Excellence will become required reading for many mid-level to executive-level professionals. Excellent book!" -- John Fayad, CEO & Publisher, Business Book Review

"The most important work on B2B selling in 20 years! Although I read everything published regarding sales, it is rare that I can heap the kind of praise I am about to heap on Howard Stevens and the HR Chally Group's Achieve Sales Excellence: The 7 Customer Rules for Becoming the New Sales Professional. ...This is a book I wish I had written. It is -- bar none -- the most important work published in the field of sales in the last 20 years. If you choose not to buy and read this book, I promise you will quickly fall behind those of your competitors who do -- it is that important! This book will reshape how you think of yourself as a salesperson, and, if Stevens' advice is followed, to greatly improve how we are viewed by our customers." -- S. Anthony Iannarino, The Sales Blog

"In between good and great is sales. You can have all kinds of greatness in your company. But if sales aren't great, you'll go out of business. Finally a book that talks about how to get great within your company's sales organization. Don't just buy it, implement it." -- Jeffrey Gitomer, Jeffrey Gitomer's Sales Caffeine

"I usually only agree to 20-50% of the philosophies in sales books but with Achieve Sales Excellence I agree with it all!" -- Mary Delaney, CSO, CareerBuilder.com

"While most books on selling are based on the subjective experiences of talented individuals, this book is based on objective, scientific research that reveals the critical sales competencies that drive buying decisions across all markets. This book will help establish the much needed standards that will shape the future of selling." -- Gerhard Gschwandtner, Founder and Publisher, Selling Power

"...a clear, concise insight into 'world class sales' of the 21st century. If sales growth is important to you...this information is invaluable." -- Tom Weisenbach, Senior Vice President, International Paper, and Executive Vice President, xpedx

"...this strategic book offers unmatched insight on sales performance issues and the practices sales professionals and organizations must embrace to be a world-class sales force." -- The University of Iowa Business Library News

Contents

Dedication: The Greater Goal

Foreward: The New Sales Profession -- Jason Jordan, Principal, Mercer Sales Effectiveness Consulting

Introduction

Part One: What Good Science Reveals about Sales Excellence

Chapter 1 - The Sales Professional Is the Sale

Chapter 2 - What Your Customers Want

Part Two: The Foundational Rules of Professional Competence

Chapter 3 - "You Must Be Personally Accountable for Our Desired Results"

Chapter 4 - "You Must Understand Our Business"

Chapter 5 - "You Must Be on Our Side"

Part Three: The Advanced Rules of Sales Excellence

Chapter 6 - "You Must Bring Us Applications"

Chapter 7 - "You Must Be Easily Accessible"

Chapter 8 - "You Must Solve Our Problems"

Chapter 9 - "You Must Be Innovative in Responding to Our Needs"

Part Four: Eight Questions for Identifying World-Class Sales Organizations

Question 1: What Drives the Company's Culture?

Question 2: How Does the Company Segment Its Markets?

Question 3: How Efficiently Does the Company Adapt to Market Changes?

Question 4: How Are Customers Served by the Company's IT Initiatives?

Question 5: How Evolved Are the Company's Sales, Service, and Technical Support Systems?

Question 6: How Does the Company Solicit Customer Feedback and Measure Customer Satisfaction?

Question 7: How Does the Company Recruit and Select Salespeople?

Question 8: How Does the Company Train and Develop Its Sales Force?

Epilogue

Endnotes

About The HR Chally Group