Zero Sales (eBook, ePUB)
Generating Services Revenue Without Selling
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Zero Sales is a theory about creating value. The more you can demonstrate your ability to create value in business, the more likely that you'll be successful. This applies to internal co-worker relationships as well as external relationships like partners, customers, and vendors. In today's complex business environments, the fastest path to creating value is in the identification of business challenges and the thoughtful prescription of solutions. In Zero Sales, the salespeople do not go away, and neither do their revenue targets or their ability to achieve them. In fact, you will likely find ...
Zero Sales is a theory about creating value. The more you can demonstrate your ability to create value in business, the more likely that you'll be successful. This applies to internal co-worker relationships as well as external relationships like partners, customers, and vendors. In today's complex business environments, the fastest path to creating value is in the identification of business challenges and the thoughtful prescription of solutions. In Zero Sales, the salespeople do not go away, and neither do their revenue targets or their ability to achieve them. In fact, you will likely find that both targets and achievement go up. What goes away is 'selling.' As I have said many times to those who have worked for me, 'If the buyer feels like you are selling something to them, you're doing it wrong.' Formerly founding partner of OMNIGON, and Chief Commercial Officer at InfrontX, David is co-founder and CEO of Next League, a technology services consultancy that works exclusively in the sports industry. In previous roles at OMNIGON/InfrontX, he oversaw all aspects of the commercial business globally, including sales, marketing, communications and account management. Next League is the fifth tech start up David has founded or co-founded; he has a twenty five year track record in successfully launching, growing and running new businesses. David has spent considerable time on the thought leadership circuit, having spoken at several conferences over the last few years including Leaders' Sports Business Summits (both New York and London), Variety's Entertainment and Technology and Sports Marketing Summits and SportsPro Live (UK). David has a Bachelor of Arts degree in English from Ithaca College and lives on the east end of Long Island with wife Jeanine and three children.
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