From Selling to Co-Creating
12th April 2015 | Journal Of Sales Transformation
Dr Javier Marcos-Cuevas, Senior Lecturer in Sales Performance at the Centre for Strategic Marketing and Sales, Cranfield School of Management, recommends From Selling To Co-Creating: New trends, practices and tools to upgrade your sales force by Regis Lemmens, Bill Donaldson and Javier Marcos, published in 2014 by BIS Publishers, Amsterdam. He says: “From Selling to Co-Creating is for sales executives who want their sales force to engage with their customers at a strategic level. The content provides frameworks, cases and tools for transforming and designing future-proof sales organisations.
He adds: “Executives, sales managers and consultants who undertake the challenge to transform their sales organisation as a driver for innovation will find this an invaluable resource. Students can learn from it, consultants can use it and sales practitioners can be inspired from it by using the cases and ideas to challenge their current practices.”