Description
JO OWEN practises what he preaches. Aside from his sales practice, he is the co-founder of four national charities, including Teach First which is now one of the top 10 graduate recruiters in the UK. He was a partner at Accenture, built a business in Japan and is now the managing partner of the Leadership Partnership. He is the author of several management best sellers, including How to Lead and How to Manage. In his teaching and writing he has already helped over 100,000 managers and sales people become more effective. He has featured on CNN and the BBC, in The Wall Street Journal and the Financial Times, and has presented two television series on leadership. He is in demand as a speaker and can be contacted at Speakers for Business. About the author Introduction PART ONE: THE PRINCIPLES OF SELLING 1. Preparing to succeed 2. Persuasive conversations 3. The principles and mindset of success 4. The sins of selling: how to fail PART TWO: THE PRACTICE OF SELLING 5. Key account management 6. Relationship management 7. Bids and tenders 8. Dealing with the tough stuff Conclusion: the sales journey Index
