Re-framing the Large Sale argues that organizations must adopt a new selling framework in order to turn their sales teams into sustainable, market-optimizing, growth engines. The framework presented in the book provides salespeople with a practical structure for adding significantly higher value to buyers--value beyond the products and services being sold.
In other words, this structure transforms the transactional sales teams of most organizations into disciplined units of "business people who sell." Incorporating their experiences with hundreds of companies, the authors include case studies and research-based approaches to bring validated material to sellers, managers, and executives who are eager to learn best practices in selling.
I Building Your New Growth Engine
II Igniting Your Growth Engine
III Sustainging Your Growth Engine