Surviving Salespeople: The Marketer’s Guide to Working with Sales Teams

SURVIVING SALESPEOPLE is a guide to help you identify the most common and frustrating salesperson behaviors and learn how improve your productivity. By understanding the sales behaviors that cause the most frustration for marketers and by putting tactics in place to anticipate and address them, you’ll be better prepared to avoid frustration and get the results you need from your organization’s sales team. A practical survival guide for individuals in marketing who need to work with the sales team and still remain both productive and sane, SURVIVING SALESPEOPLE describes actions and reactions, outlines how you can anticipate frustrating salesperson behaviors, avoid them if possible, address them when they arise, and even use them to gain the upper hand in your working relationships. When reading this book, you’ll recognize some of the behaviors, although you may not have put a name to them before. Now you’ll be able to recognize and even anticipate them, and you’ll have strategies to implement. By following the advice in this book, you’ll develop a better relationship with your sales team, save yourself unnecessary work and frustration, and be able to run more successful marketing programs.