A new book, "Influential Selling", by Ken Carnes, a Principal with Capital H Group, addresses the need for sales organizations to adopt an "influential advisor" perspective in order to align how they sell with how business leaders actually buy.
Chicago, IL (HRMarketer/PRWeb) September 27, 2005 -- A new book, "Influential Selling", by Ken Carnes, a Principal with Capital H Group, addresses the need for sales organizations to adopt an "influential advisor" perspective in order to align how they sell with how business leaders actually buy.
The premise of the book is based on Carnes' 20 plus years of experience as a successful sales leader in various organizations, including FedEx, and the consulting work he has done with sales forces in many industries and within multiple business models. Written as a parable, the book is directed at individual sales people - or those leading sales organizations - that are looking for pragmatic, step-by-step advice on how to differentiate themselves and the products and services they represent by becoming an "influential advisor".
"In today's competitive environment, sales success demands more than the "same old" traditional sales techniques. The selling process has evolved into a complex sales ecosystem that stretches well beyond products and services, sales competencies, systems and compensation plans", said Carnes. According to Carnes, "Decision-makers only have time for sales professionals who can work as partners to confront business issues and exploit opportunities for a more mutually beneficial relationship." The book explores that relationship and provides the reader with a practical guide through the key phases of the sales cycle.
Influential Selling is published by Cornerstone Leadership Institute (www.cornerstone leadership.com). To arrange for a book review of "Influential Selling", please contact Lisa Spathis at 847-831-1367.
About Capital H Group
Capital H Group (www.capitalhgroup.com) is a rapidly growing human capital consulting group, with headquarters in Chicago and operations in Dallas, Detroit, Houston, Los Angeles, Milwaukee and New York and over 100 professionals recruited from the major firms in the field. Team members average over 15 years of experience, with a combination of consulting and industry backgrounds. Capital H Group's mission is to discover fast, focused smart ways to enhance the value of clients' human capital.
This press release was distributed through eMediawire by Human Resources Marketer (HR Marketer: www.HRmarketer.com) on behalf of the company listed above.
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