Death of the Salesman, which launched in Europe in late 2013, is a new book which challenges the way in which many businesses approach their sales function, and proposes ways in which organisations can gain competitive advantage by reinventing their sales strategy.
The book is now available to purchase via Amazon UK & US sites in hard copy and Kindle format:
Authors Alex McKay, Graham Brown and Neale Skalberg argue that the sales strategy of many global businesses has remained largely stagnant while other areas of their businesses have evolved over time, and suggest that the sales function is ripe for reinvention.
The specific focus of the book is on the role that outsourcing can play in this reinvention, and it contains new research by Dr Beth Rogers, Principal Lecturer in Sales Management at the University of Portsmouth’s Business School. Dr Rogers, who specialises in sales strategy and management issues, has recently interviewed global brand owners who have already adopted new sales resourcing models.
Her research has led her to conclude thatwith the increasing knowledge, scale and sophistication of the sales outsourcing industry, a class of global consultancies may be emerging in the sales arena, as contract sales organisations make the transition from being a tactical resource to strategic partners.
Death of the Salesman, explodes a number of myths and perceived barriers that are deterring some business sectors from outsourcing their sales function.
Martin Ryan, Managing Director of CPM UK says: “Only 12% of businesses are outsourcing their sales function, but those that do are enjoying considerable competitive advantage.
“The FMCG and Pharmaceutical sectors were among the early pioneers to outsource their sales function, and have achieved great success in the process. We believe that other sectors, including IT, Financial Services and Engineering would benefit from the breadth of experience, the competency and the dedication to sales best practice – as well as the reporting and diagnostic tools that can be provided by external sales specialists.”
In the book’s foreword Dr Rogers describes it as a welcome contribution to the conversation about sales outsourcing. She says: “It discusses a range of issues using real case studies as illustrations and provides a ‘what, why and how’ approach for sales managers under pressure to invent new ‘go-to-market’ models.
With the intention of ‘continuing the conversation’, the authors of Death of the Salesman have created a companion website, www.deathofthesalesman.co, which includes a self-diagnostic tool and promises to provide continuously-updated information, research and downloadable tools as well as case studies on sales outsourcing from around the world.
About the authors:
Alex McKay: began his early career at Woolworths as a management trainee before joining Campbells Soups and Berrivale orchards in sales and marketing roles across Australia. After some time as a partner in a marketing services company (later bought by DDB Needham) he spent time at the agency in a role that included managing the Rapp Collins business in Melbourne. He was the founding partner of CPM Asia Pacific, the market leading customer acquisition and field marketing company in Australia and New Zealand, and is a Fellow of the Australian Marketing Institute.
Graham Brown: has spent nearly 30 years in sales and marketing. After starting his career in journalism and PR he joined an international oil company and moved for a variety of executive roles in South Africa and Australia. He was a founding partner and MD of the LAM Agency and Group MD of CPM Australia.
Graham is a strong advocate of local and community-based marketing as a source of competitive advantage and has spoken on the subject in numerous seminars and events. He is a Fellow of the Australian Institute of Management.
Neale Skalberg: is a founding director of the LAM Agency and has a number of awards and more than 20 years of high level retail creative in the sales and marketing industry behind him. His ability to convert ideas into sales is one of his dominant characteristics.
Neale has delivered creative solutions for a broad range of clients in sectors as diverse as fast food, banking, defence and retail telecommunications. ‘Contagious passion’ is a phrase used to describe his attitude to work and life.
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