Customer Centric Selling by
Michael T. Bosworth, John R.
Holland, Michael Bosworth, John Holland
If you are that beleaguered sales rep, you may even find
yourself annoyed with Bosworth and Holland, because their
message is that your obsession with quotas is misguided. That's
easy for them to say, right? They don't have a sales VP banging
them on the head every Monday morning.
But that's exactly the point: If you're that rep, get your
sales VP to read "CustomerCentric Selling" Better yet, get the
company's CEO, CFO, COO, CTO, VP marketing, investors, and board
of directors to read it.
"CustomerCentric Selling" does such a superb job of
outlining why people buy -- and when and from whom -- it should
be required reading prior to the creation of any business plan.