- It introduces a significant number of new models and frameworks throughout the text that have been tested in consultancy and training assignments with numerous clients such as Mercedes-Benz, AXA Insurance and Pirelli.
- It is structured around the Sales & Business Performance Value Chain, a unique and integrated process that builds awareness and understanding of all factors impacting on sales and business performance, providing an important diagnostic tool for readers.
- It is written by a highly qualified consultant and professional practitioner in B2B sales, customer strategy and sales management with significant experience with a variety of clients from around the world.
- It utilises a proven learning device which Stimulates Awareness and Creates Understanding of the concepts. The reader is then encouraged to Generate their own Insights into what this understanding means and finally to be Inspired to take the appropriate Action.