8. Building a Value-Driven Sales Organization: Getting Paid for the Value You Create

  1. Jeff Thull

Published Online: 18 NOV 2011

DOI: 10.1002/9781118258019.ch8

Mastering the Complex Sale: How to Compete and Win When the Stakes are High!, Second Edition

Mastering the Complex Sale: How to Compete and Win When the Stakes are High!, Second Edition

How to Cite

Thull, J. (2010) Building a Value-Driven Sales Organization: Getting Paid for the Value You Create, in Mastering the Complex Sale: How to Compete and Win When the Stakes are High!, Second Edition, John Wiley & Sons, Inc., Hoboken, NJ, USA. doi: 10.1002/9781118258019.ch8

Publication History

  1. Published Online: 18 NOV 2011
  2. Published Print: 22 FEB 2010

ISBN Information

Print ISBN: 9780470533116

Online ISBN: 9781118258019

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Keywords:

  • business development capability;
  • sales organization;
  • diagnostic business development;
  • sales executives;
  • economic environment

Summary

This chapter contains sections titled:

  • Beyond the Black Box

  • Creating a Diagnostic Business Development Capability in Sales

  • Hiring and Developing a World-Class Sales Organization

  • A 12-Stage Quick-Start Plan

  • From Novice to Expert