Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment.
Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to:
Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.
NANCY MARTINI is the President and CEO of PI Worldwide, a privately held international management consulting company. PI Worldwide has forty-five locations around the world, with more than 350 consultants and is active in 144 countries. She is the author of Customer Focused Selling and has been interviewed and published regularly in several magazines including Selling Power, Talent, Chief Learning Officer, Forbes.com, and One to One Media, among others.
GEOFFREY JAMES is an award-winning journalist who writes a daily column for Inc.com and previously wrote Sales Machine, the world's most-visited sales-oriented blog. He's authored hundreds of articles for publications like Wired and SellingPower, as well as several books, including How to Say It: Business to Business Selling and The Tao of Programming. Visit: piworldwide.com and geoffreyjames.com