I really tried to identify all the elements that were key to the growth we achieved at Polycom
Austin, TX (Vocus) June 3, 2010
David R. Phillips, Founder and CEO of Phillips Holdings, has been selected as an author in the recently released book, Inside the minds: Implementing a Successful Sales Strategy, published by Aspatore Books. Aspatore Books, a Thomson Reuters business, exclusively publishes C-Level executives from the world's most respected companies, providing direct and unfiltered insight from CEO, CFO, CTO, CMO and now Chief Sales Officers. Aspatore's management titles have featured C-Level authors from GE, Wal-Mart, Coke, FedEx, IBM, American Express, UPS, Duke Energy and hundreds of other companies. Every year, Aspatore publishes more than 200 different books and reports.
Implementing a Successful Sales Strategy (ISBN: 978-0-314-26716-0), provides an insider’s perspective on planning, executing, and maintaining a winning sales strategy in a company. Featuring sales and marketing executives from some of the top companies in the nation, this book provides best practices for sales leaders from different business and backgrounds. Underscoring that a profitable sales model is no longer built on quick, easy sales, the authors share their ideas for adopting a value-added approach, anticipating customer needs, and providing continued support to existing customers long after the point of purchase.
In the chapter “Designing and Implementing a Sales Strategy for Extraordinary Growth”, David Phillips provides insights into his journey at Polycom where, during his tenure as the CSO, his team grew the company from $580M in 2005 to a company with a run rate of $1.1B by the end of 2008. He details the elements of a successful sales strategy, including sales vision, the transformation of the team to meet changing customer demands, elements of sales execution, metrics of success, and international considerations. “I really tried to identify all the elements that were key to the growth we achieved at Polycom” said David Phillips “I hope that it will provide the readers with a playbook around creating a powerful sales strategy that engages the customer and involves every employee in the company in the pursuit of customer acquisition and retention.”
The book Inside the Minds: Implementing a Successful Sales Strategy can be purchased immediately by visiting http://www.amazon.com/Implementing-Successful-Sales-Strategy-Cross-Functional/dp/0314267166/ , west.thomson.com or other leading retailers such as barnesandnoble.com. To order a copy of this book, you can also call 1-866-ASPATORE.
About Phillips Holdings
Phillips Holdings provides advisory services on Sales, Strategy and Technology to private and public enterprises, private equity and analysts. David Phillips, Founder of Phillips Holdings, has more than 25 years of sales experience and a record of growing revenues at Polycom, Trilogy, AT&T, Lucent Technologies and Avaya. At Polycom, a $1.2B global leader in video and enterprise voice solutions, Phillips was the Chief Sales Officer where he led the Global Sales Organization. Prior to that Phillips held several senior positions with global responsibility in business management, sales, marketing and product management. For more information on Phillips Holding, please visit http://www.phillipsholdings.net.