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Championship Selling


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Table of Contents

Acknowledgments. Introduction. PART ONE: THE SALES REVOLUTION. 1. Embracing the Shift. 2. Making the Connection. 3. Changing the Focus. 4. Building the Structure. 5. Unleashing the Power. PART TWO: THE PERFORMANCE PYRAMID. 6. Perspective: Embedding Championship DNA. 7. Playing Catch: The Heart of Championship Selling. 8. Preparation: Developing a Plan for Strategic Customer Management. 9. Cresting the Performance Pyramid: Process and Presenting. 10. Seizing the Challenge.

About the Author

About the Authors Founder, President & CEO of Optime International, Tom Blake has nearly three decades of experience in leadership, development and sales, including 18 years with Procter & Gamble. Tom's blend of candor, enthusiasm and inspiration has helped numerous organizations achieve breakthrough results in business and personal development. Tom and his wife Suzanne live in Toronto and have four children and two grandchildren. Tom Hodson is Executive Vice President of Optime International, where he spearheads the company's strategic consulting practice, advising top companies throughout North America on sales and marketing issues. Prior to joining Optime, Tom enjoyed a successful 16-year career as a top sales and customer marketing leader for Procter & Gamble. Tom and his wife Joanne live with their four children in Calgary, Alberta. Tony Enrico is Vice President of Optime International's U.S. consulting practice. Before joining Optime, Tony spent 15 years with Johnson & Johnson, where he was consistently recognized as a top performer in a variety of sales and senior leadership roles. Tony and his wife Michelle live with their two sons in Coto de Caza, California.

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