Acknowledgments.
Introduction.
PART ONE: THE SALES REVOLUTION.
1. Embracing the Shift.
2. Making the Connection.
3. Changing the Focus.
4. Building the Structure.
5. Unleashing the Power.
PART TWO: THE PERFORMANCE PYRAMID.
6. Perspective: Embedding Championship DNA.
7. Playing Catch: The Heart of Championship Selling.
8. Preparation: Developing a Plan for Strategic Customer Management.
9. Cresting the Performance Pyramid: Process and Presenting.
10. Seizing the Challenge.
About the Authors
Founder, President & CEO of Optimé International, Tom Blake has nearly three decades of experience in leadership, development and sales, including 18 years with Procter & Gamble. Tom's blend of candor, enthusiasm and inspiration has helped numerous organizations achieve breakthrough results in business and personal development. Tom and his wife Suzanne live in Toronto and have four children and two grandchildren.
Tom Hodson is Executive Vice President of Optimé International, where he spearheads the company's strategic consulting practice, advising top companies throughout North America on sales and marketing issues. Prior to joining Optimé, Tom enjoyed a successful 16-year career as a top sales and customer marketing leader for Procter & Gamble. Tom and his wife Joanne live with their four children in Calgary, Alberta.
Tony Enrico is Vice President of Optimé International's U.S. consulting practice. Before joining Optimé, Tony spent 15 years with Johnson & Johnson, where he was consistently recognized as a top performer in a variety of sales and senior leadership roles. Tony and his wife Michelle live with their two sons in Coto de Caza, California.
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