Preface vi Section I THE RISING IMPACT OF SALES AND DISTRIBUTION: WHY "GOOD ENOUGH" ISN'T ENOUGH ANYMORE 1 1 Why It's Time to Change Selling: Your Sales Model Is Broken 3 Robert Wollan 2 The Solution--Agile Selling: Growth Can Come from Investing in Your "Selling Force," Not Just Your "Sales Force" 20 Robert Wollan 3 The Agile Sales and Distribution Ecosystem 38 Mike Heald and Paul Neumann 4 Time for a Refresh: The Updated Sales Strategy 51 Naveen Jain and Varun Ratta 5 Looking for Channel-Selling Innovation? Four Industries That Stand Out 67 Robert Wollan, Anne O'Riordan, Jean-Laurent Poitou, Fabio Vacirca, and John L. DelSanto Section II THE NEW AGILE SELLING MODEL AND STRATEGY 91 6 Advanced Strategies for Customer Targeting and Lead Generation 95 Lan Guan and Golnar Pooya 7 A Renewed Focus on the Differentiated Customer Buying Experience 109 Ron Ref and Ami Palan 8 Price Strategies in a MultichannelWorld 128 Tom Jacobson, Cecilia Nguyen, Tiffany Gilbert, and Julian Short 9 Bringing Science to Selling 152 Jan Van der Linden 10 Incentives ThatDrive Performance:Motivating the Right Behaviors with the Right Sales and Marketing Incentives to Optimize ROI 178 Jason Angelos and Gary Singer Section III BUILDING THE BETTER NETWORK--POSITIONING FOR SUCCESS AND EFFECTIVENESS 201 11 Joint Initiatives: A Step Change for Sales Collaboration 203 Mike Heald, Paul Neumann, and Golnar Pooya 12 A New Look at an Old Problem: Selling to Small- and Medium-Size Businesses 217 Ron Ref and Lan Guan 13 Using Social Media to Engage Buyers, Empower Sellers, and Reinvent the Sales Process 234 Kari Kaario and Jason Breed 14 Around the Block or Around the World: How to Enter New, GlobalMarkets 262 Christian Requena, Golnar Pooya, Grant Hatch, Pieter Becker, and Tomas Kandl Section IV BEYOND THE "PILOT" PHASE: THE CORE COMPONENTS OF THE AGILE SELLING ENTERPRISE--POSITIONING FOR EFFICIENCY 281 15 The CIO Sales Agenda: How to Build an Advanced Sales and Distribution IT Infrastructure 283 Robert Wollan, Paul Daugherty, and Saj Usman 16 Tablets,Smartphones, and Apps:The Importance of aClear, Standardized Mobility Strategy 296 Yusuf Tayob, Terri Rinella, and Aidan Quilligan 17 New Rules for Tools and IT Infrastructure: The Cloud and Agile Tools, Processes, and Systems 314 Saideep Raj and Beth Boettcher Section V EMPOWERING EMPLOYEES FOR SELLING SUCCESS 335 18 Profiling and Shaping a High-Performance Sales Force 337 David Smith, Victoria Luby, PhD, and Patrick Mosher Notes 357 Index 365.