Selling Results!: The Innovative System for

Works with sales philosophies including Spin Selling, Solution Selling, and Strategic Selling Stinnett's clients include General Electric, Microsoft, American Express, Hitachi, and Oracle Author's previous book, Think Like Your Customer, was featured in the New York Times, Investor's Business Daily, and Selling Power magazine

Bill Stinnett is the founder and president of Sales Excellence, Inc., and is a sought-after speaker, trainer, and consultant on sales and business profitability. His bimonthly e-newsletter has more than 10,000 readers.

Measuring, managing, and maximizing your sales results	p. 1
Helping your customers achieve their desired business results	p. 21
Mastering your business development process	p. 47
Navigating and selling your way to the executive level	p. 71
Qualifying sales opportunities with the opportunity scorecard	p. 93
Structuring and accelerating sales opportunities	p. 125
Selling financial results to senior executives	p. 147
Delivering a results-based sales presentation	p. 171
Closing and negotiating for maximum results	p. 191
Implementing the results-based selling method	p. 215
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Selling Results!: The Innovative System for Maximizing Sales by Helping Your Customers Achieve Their Business Goals

Summary

Author Biography

Table of Contents

Supplemental Materials