The Novel That Solves the Mystery of Sales Success
Organizing your customers according to their need for technical and application support (A HIGH-TECH SOLUTION) and their need for purchase and delivery support (A HIGH-TOUCH SOLUTION) allows you to build high impact marketing, sales and service strategies. The techniques found in The Quadrant Solution will help you to gain market share, improve close rates, and retain high margin customers.
Companies who have applied this customer-driven approach have had remarkable results...
- A 50% gain in sales in less than one year by a major aluminum company
- A marketing campaign for an investment firm that drew a 48% response from major regional banks
- A plastics company that increased sales to high-tech business machine manufacturers in just 2 years
- A major paper distributor that reduced turnover by 50% and increased productivity per salesperson in just 12 months
Hardbound; 239 pages
The "business novel" is an innovative new genre that turns theory into practice by illustrating a business concept with realistic characters embroiled in everyday business dilemmas.
David Kepler, the hero of this business novel, faces the knotty question that strikes fear into the heart of everyone who has a stake in selling and marketing: Why are sales slipping? Pinpointing the causes can be agonizing and inexact -- sometimes impossible. Are the reps not good enough? Is it the product that's off? Is the marketing approach wrong? Or perhaps the customers just aren't interested anymore?
Sales are a key concern everywhere, but at Elemenco -- a large, solid company with a loyal sales force and excellent products -- the poor sales are especially perplexing. And getting through the complex tangle of politics, bureaucracy, and splintered product mix could defeat any corporate commando.
But David knows a sophisticated yet simple approach to sales analysis that clears out the clutter and puts the problems squarely on the table. This Quadrant-based approach to analyzing products, customers, and selling techniques has one unifying theme: understanding product cycles, evaluating customer needs, and matching customer needs to the selling style of the rep. David uses the simple Quadrant solution to chart Elemenco's different products within a grid and then systematically matches salespeople to market segments.
In this novel, you'll meet Ann, the bright sales manager who falls in love with David's Quadrant solution (she thinks David's not too bad, either). Then there's Jim, the national sales manager who tries to do too much of everything for every product. You'll also get to know a colorful group of salespeople who serve as living examples of the Quadrant solution and how to apply it. You'll start seeing how you might use this innovative and remarkably successful approach to solve your own sales dilemmas.
This skyscraper drama of low sales and high anxiety provides a good story and a great method that you can use to create a focused, successful sales force.
The Quadrant Solution can help you become a hero in your own real-life sales drama.
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Howard Stevens is chairman of The HR Chally Group, an international sales and customer assessment firm based in Dayton, Ohio, USA. He pioneered and developed the sales analysis approach presented in The Quadrant Solution. This method has been thoroughly tested and applied to more than 200,000 sales, customer service, management, and executive positions for 2,000 corporate customers. The Chally Group's clients include both Fortune 500 companies such as General Motors, United Parcel Service, Boise Cascade Office Products, and Reynolds & Reynolds, as well as hundreds of businesses in communications, financial services, paper and printing, high tech, manufacturing, services, retail, and other industries. |
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Jeff Cox is a professional writer and co-author of four highly successful novels about business: The Goal, Zapp, Heroz, and The Quadrant Solution. He is also author of The Venture, his own novel about a start-up company. More than 6.5 million copies of books he has written are now in print.
Jeff also worked with Howard Stevens and the Chally organization on Selling The Wheel, published by Simon & Schuster.
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