Sales Integration: The 4th Wave of Sales [Paperback]

Dennis Galbraith (Author)

Book Description

Publication Date: August 19, 2010

Like it or not, today's consumers are the most intelligent, empowered shoppers in the history of the world. Free to bounce from channel to channel, they interact with both software and people. Shoppers are taking control of the sales process and businesses must catch up. Multichannel marketing is not enough. Businesses must recognize every interactive touchpoint - human or technological - as a sales activity and integrate them accordingly. Dennis Galbraith's presentations on sales integration help business leaders match their sales efforts to the new realities of the market and help those interacting with consumers adjust to the change. Beginning with the recognition the internet listens, Galbraith developed his sales integration model on the back of consumer research as well as personal observation spanning hundreds of stores, catalogs, and websites across dozens of industries. Virtually every business selling to consumers directly or through a retail network is impacted by the radical changes in consumer shopping habits brought on by internet access. The mobilization of internet access adds additional complexity and consumer empowerment. Business runs on sales, and everyone from website designers to delivery personnel are now part of the sales effort. Those responsible for the close may no longer be the most critical link in the sales processes spontaneously devised by shoppers. The implications run from the board room, across departments, and through every interactive touchpoint. With a mixture of examples, diagrams, and stories, Sales Integration is designed to be both digestible and viral. As the term integration suggests, revenue generation is now a team effort. Traditional seams between marketing and sales and immerging seams between online and offline retailing can no longer be tolerated. Sales Integration provides the vision, inspiration, and tools to help business leaders move their organizations toward a more profitable future.

Editorial Reviews

About the Author

Dennis Galbraith is the Founder of RevenueGuru.com and an award winning public speaker. His insights convey a vision that demands innovation, yet his passionate style inspires acceptance of change and immediate action. Galbraith's research and consulting experience spans numerous industries including retail, hospitality, gaming, manufacturing, construction, financial services, and economic development. This broad perspective adds to his holistic analysis of business challenges. He began working full-time while in high school. His early career included auto and RV sales, door-to-door sales, and several bill collecting jobs on his way to an MBA from the University of Southern California's Marshall School of Business. He ran for a seat in the U.S. Congress at the age of 28. His witty and inspiring speaking earned him over 65,000 votes on a budget of less than $20,000. Galbraith went on to start two successful businesses, run the automotive internet division of J.D. Power and Associates, and served on the Senior Management Team of Cars.com as Vice President of Advertising Products and Training. His unique blend of multi-industry experience across sales, marketing, research, and interactive media provided the ideal platform his work on Sales Integration. He and his wife, Kathy, reside in North Carolina, near Fort Bragg and their four grandchildren.

Product Details

• Paperback: 152 pages
• Publisher: CreateSpace (August 19, 2010)
• Language: English
• ISBN-10: 1453749829
• ISBN-13: 978-1453749821
• Product Dimensions: 10 x 8 x 0.3 inches
• Shipping Weight: 14.2 ounces (View shipping rates and policies)
• Amazon Best Sellers Rank: #898,528 in Books (See Top 100 in Books)