shows how statistically-valid measurement can improve every element of the sales environment- from management to coaching to training to creating long-term sustainable sales results. Sales organizations that embrace applied psychology and testing become more competitive because they don't waste resources on irrelevant or counterproductive activities. Managers can better assess the reasons behind individual and group performance and predictably improve sales results, while fostering a sales culture that attracts and retains personnel who have the personality and motivation to be successful.
Through detailed case studies using easily understood graphics, charts and descriptions, Scientific Selling illustrates the importance of measurement for steering the success of your company.
“Nancy Martini provides both the art and the science in Scientific Selling. Her extensive background in sales performance and optimum behaviors is beautifully translated into pragmatic, immediately applicable wisdom. She is the Madam Curie of the sales process, but she removes the danger and emphasizes the power of the process.” - Alan Weiss, PhD | Author, Million Dollar Consulting and The Consulting Bible
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