Book DescriptionIn Building a Successful Selling Organization , Art Wilson draws upon his three decades of experience as one of IBM?s top sales leaders and as counsel to Fortune 500 sales executives to create a proven blueprint for building successful, profitable customer relationships. Written specifically for the chief sales officer and the leadership of the entire customer-facing organization, this book documents tested best practices among leading sales organizations and incorporates them into practical ways to implement high-performance, customer-centric sales strategies. After sharpening and honing the skills of thousands of sales teams challenged by demanding corporate customers, Wilson distills the lessons of goal-drivensales leadership into this one compact volume. Citing real-world examples, Wilson shares a disciplined, how-to sales process that empowers a sales leader to transform good sales teams into those that demonstrate sales excellence and...

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