Description
Book SynopsisJo Owen has an outstanding track record of leading and creating businesses in the UK and Japan. Most recently he is the founder and Director of Strategy for Teach First - a not for profit initiative that takes the top graduates from UK universities and places them in inner city primary schools for two years before going on to a corporate career. He writes the leadership column for the Institute of Directors and as Director of Strategy for Teach First is shaping their Learning to Lead programme for top UK graduates. Jo is the author of the bestselling How To Manage and How to Lead.
Table of ContentsAbout the author
Introduction
PART ONE: THE PRINCIPLES OF SELLING
1. Preparing to succeed
2. Persuasive conversations
3. The principles and mindset of success
4. The sins of selling: how to fail
PART TWO: THE PRACTICE OF SELLING
5. Key account management
6. Relationship management
7. Bids and tenders
8. Dealing with the tough stuff
Conclusion: the sales journey
Index
