Overview
Main description
The challenge: achieve high-level growth on an annual basis.
Every sales professional faces it. Mark Cook, a growth leadership consultant for leading performance improvement company O.C. Tanner, called on top sales earners at leading organizations worldwide to discover their secrets for sales success. The results revealed trailblazing strategies for dramatic growth--which can be repeated by salespeople at any level and used to lead sales and support teams in any industry.
Sales Blazers explores these eight advanced strategies that Cook observed in “Sales Blazers”
across the board at Fortune 500 and Inc. 500
companies. Pulling from his experience as a
sales leader in the trenches, Cook reveals how
these sales leaders use each breakthrough
strategy to consistently outperform trends
and their competition—creating extraordinary
growth. He outlines the “Sales Blazer Method,”
which encompasses the eight strategies
common to all top earners. You’ll see how
effective sales leaders:
He also outlines the “Sales Blazer Method,” which encompasses the eight strategies common to all top earners. You'll see how effective sales leaders:
1. Start with a clean bill of health to increase selling time
2. Spark a performance pursuit to influence and motivate
3. Get the Express Pass to accelerate relationships and beat the competition
4. Play your depth chart to align strengths and engage broader talent
5. Activate expectations to reach this quarter's goals
6. Coach like a professional to strengthen your advisory role
7. Offer RSVP feedback to achieve better results
8. Heighten reward potency to increase momentum
Used in concert, these strategies help you prepare more effectively, and improve your ability to lead and achieve goal-shattering results year after year.
Author comments
Mark Cook is a sought-after and
compelling keynote
speaker, author, and advisor on growth leadership around the world. Cook has deep leadership experience in sales and
marketing at FranklinCovey, Center 7, and
now, O.C. Tanner-—the revered performance
and recognition company behind the bestselling
Carrot Management titles and One-Page
Project Manager.
Back cover copy
PROVEN STRATEGIES THAT LEAD TO EXTRAORDINARY SALES
“Sales Blazers is a journey through how extraordinary
performers lead clients, colleagues, and teams. The leadership
strategies are derived from the world of sales but are critical for leaders
on a quest to move their respective needles.” —ADRIAN GOSTICK and CHESTER ELTON,
Bestselling authors of the Carrot Principle and the Carrot business series
“Sales Blazers sparks increased revenue performance for corporate
sales with a clear and dynamic plan for success.”
—MICHAEL GREENBAUM, CEO, CyraCom
“The techniques and methods illustrated in this book help provide sales
leaders with clear and concise guidance to achieve high-performance
growth in any industry. Mark has taken the guesswork out of
driving home sales and compiled a definitive directory of proven
methods that is sure to benefit any workforce.”
—TERRY MARKWART, Director, Special Accounts Sales, Canon U.S.A., Inc.
“Sales Blazers is an excellent guide that brings proven concepts to
office floor practice. It elevates your mind, tests your understanding,
and directs your energy to reach your full potential as an individual
salesperson or as a corporate sales force.”
—ROGER MCQUEEN, Managing Partner, Northwestern Mutual Financial Network
