Dayton, Ohio (PRWEB) April 02, 2014
Chally Group Worldwide™, a recognized leader in the measurement of sales performance and potential, today announced the release of “The Future of Selling: The End of Sales as We Know It.” This new book series, authored by sales research pioneer Howard Stevens, Chally Chairman and founder, provides an encyclopedic view of the sales profession and an exciting new vision of the future.
“The Future of Selling” is based on twenty years of Chally world-class sales research conducted across 80,000 B2B customers and 7,300 sales organizations.
The full printed set includes:
1. The Future of Selling: The End of Sales as We Know It
2. The Sales Training of the Future
3. The Salespeople of the Future
4. The Sales Quality of the Future
5. The Sales Metrics of the Future
6. The Sales Technology of the Future
7. The Sales Teams of the Future
8. The Marketing Teams of the Future
9. The Sales Management of the Future
Included with the book set are two DVD Bonus Pack series: “The New Selling of America” and “The Science of Sales,” featuring interviews with academics and top sales experts Neil Rackham (Author SPIN Selling), Gerhard Gschwandtner (Selling Power), Walter Friedman (Harvard), David Roberts (Univ. of North Carolina), and leading executives from companies like AT&T, EMC, Fedex, Global Imaging, IBM, International Paper, and Xerox.
According to Professor Neil Rackham, “The sheer size and comprehensiveness of the Chally databases makes them unique in the sales field. In addition to amassing an impressive sales database of 400,000 salespeople, Chally has made significant contributions to sales benchmarking methodology and research. One of the acknowledged strengths of Chally is the long association between the company and academic sales researchers. Their special competence has been what could be called ‘talent analytics’.”
“We are so pleased to make this incredibly valuable research available at a time when the conventional wisdom about sales is rapidly changing. Sales and business executives will benefit greatly from the information in this set,” stated Bob Schwab, VP Sales & Marketing. “Additionally, we are gifting sets to academic institutions who are partnered with the Sales Education Foundation (SEF), the non-profit organization founded by Howard and Sally Stevens to promote the sales profession through university programs.”
To learn more or to purchase “The Future of Selling: The End of Sales as We Know It,” visit: http://chally.com/news-media/futureofselling/.
Excerpt from the Introduction:
Forty years ago, the nature of selling, especially selling business-to-business, went through an enormous period of change. Prior to that, selling was perceived as a ritualized set of behaviors that were the same regardless of the product being sold. Selling entailed learning a sales pitch, answering common objections and, above all, getting a signature on the dotted line.
In the 1970s, though, that began to change. The sales methodology that would later be called "solution selling" or "relationship selling" emerged. Salespeople in the business world were no longer expected to be pitchmen. Instead, they were instructed to become "trusted advisors" who could diagnose problems and needs and construct customized solutions to fulfill those needs.
The Internet, along with other sales technology, has changed and expanded the role of sales professionals. At the same time, new scientific studies have revealed unexpected truths about what works and what doesn't with the sales environment.
The future of selling is happening now. The book series provides a roadmap for where the art, and science, of selling is today and exactly where it's headed.
About the Author
Howard Stevens, Chairman of Chally Group Worldwide, is the author of several books on sales and management, including Achieve Sales Excellence; Selling the Wheel; and The Quadrant Solution, all of which have been published in multiple languages. He has written many articles about sales and leadership, and is a sought-after speaker and commentator, with appearances on CNN, Bloomberg USA, National Public Radio, Radio Free America and other business-based programs to his credit.
About Chally Group Worldwide
Chally is a globally recognized leader in research-based solutions in evaluating and improving human capital potential throughout the employee life cycle. Chally provides industry leading predictive analytics and advisory services that assure our customers of the information needed to guide decision making in selection, development and succession planning to enable enhanced growth and profitability. Chally tools provide for “Right People, Right Process, Right Placement” in key sales and leadership roles. Visit http://www.chally.com or follow @ChallyGroup on Twitter.