Sales Eats First - Exclusive Excerpt

Sales Eats First - Exclusive Excerpt

A new publication from Alexander Group, by Gary Tubridy, Senior Vice President, Alexander Group
(co-authored with Noel Capon, R.C. Kopf Professor of International Marketing, Columbia Business School)

"Noel Capon and Gary Tubridy have for the past decade been leading voices in matters related to sales force effectiveness. Sales Eats First serves as a blueprint for how to transform a sales organization into a strategic driver of growth and profitability."
Bruce Dahlgren, Senior Vice President, Hewlett-Packard, Imaging and Printing Group.

Introduction: Why Sales Eats First – And If It Doesn’t, Why It Should

Strictly coin-operated. Smile as fake as it is broad. A corrupt Willy Loman Glengarry Glen Ross monster whose main product is snake oil. A necessary evil at best.

That’s the sales person in popular imagination and even some traditional business thinking: low employee on the totem pole and distant last choice for promotion into general management behind the brainiacs in other functions.

If this stereotype was ever true of the people in consistently successful sales organizations – and we doubt it – it is now completely obsolete, especially in the B2B world that is this book’s focus. Nothing happens until a sale is made. The product never leaves the computer-aided drawing board, the financing never occurs, the service is never provided, the just-in-time supply chain never connects the dots, until sales people serve as the interface between companies and their customers. But it’s more than that.

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