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Stop Selling, Start Partnering


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Table of Contents

PERMANENT WHITE WATER. "We're Not Going to Just Blow Away." The Death of a Sales Force. The Customer Has the Gun! IMAGINING THE FUTURE. Letting Go of the Trapeze! Married to the Customer. The Customer-Keeping Company. INCREDIBLE RESULTS, MORE EFFECTIVE PEOPLE--THE STRATEGIC ABILITIES OF THE FUTURE. Playing to Win. "I Have to Do It Myself, but I Can't Do It Alone." Growing Partnerships. Driving Business Results. HOW TO CREATE A PARTNERSHIP. Discovering Partners. The Strategic Partnering Process. Preparing for the Weather. RESOURCE SECTION. Tools to Play to Win. Financial Tools. References. Index.

About the Author

LARRY WILSON has been in the training and consulting business for over thirty years. He founded Wilson Learning and started Pecos River Learning Centers in 1982. He is coauthor of two bestselling books, The One Minute Sales Person and Changing the Game: The New Way to Sell. HERSCH WILSON is a Senior Vice President and Lead Facilitator with Pecos River Learning Centers. Before joining Pecos, he was a freelance writer and also coauthored Changing the Game: The New Way to Sell.

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