Table of Contents

About the author

Introduction

PART ONE: THE PRINCIPLES OF SELLING

1. Preparing to succeed

2. Persuasive conversations

3. The principles and mindset of success 

4. The sins of selling: how to fail

PART TWO: THE PRACTICE OF SELLING

 5. Key account management

 6. Relationship management

 7. Bids and tenders

 8. Dealing with the tough stuff

Conclusion: the sales journey

Index

Back Cover

JO OWEN practises what he preaches. Aside from his sales practice, he is the co-founder of four national charities, including Teach First which is now one of the top 10 graduate recruiters in the UK. He was a partner at Accenture, built a business in Japan and is now the managing partner of the Leadership Partnership.

He is the author of several management best sellers, including How to Lead and How to Manage. In his teaching and writing he has already helped over 100,000 managers and sales people become more effective.

He has featured on CNN and the BBC, in The Wall Street Journal and the Financial Times, and has presented two television series on leadership.  He is in demand as a speaker and can be contacted at Speakers for Business. 

Author

Jo Owen has an outstanding track record of leading and creating businesses in the UK and Japan. Most recently he is the founder and Director of Strategy for Teach First - a not for profit initiative that takes the top graduates from UK universities and places them in inner city primary schools for two years before going on to a corporate career. He writes the leadership column for the Institute of Directors and as Director of Strategy for Teach First is shaping their “Learning to Lead” programme for top UK graduates. Jo is the author of the bestselling How To Manage and How to Lead.