Description
From jump-starting a business to creating a permanent culture of success, Pacetta lays out the techniques he used to turn around sales at Xerox and explains how to apply them in any business. “Mr. Pacetta’s experience shows how one hard-charging personality can quickly revitalize a moribund sales office”.–The Wall Street Journal. Contents Introduction The first Rule of War and Business 1 Making a Statement: The Last Shall Be First 2 Start Here: The Will to Win 3 Leadership: Passion and Premeditation 4 Breakthrough: High Fives in Six Months 5 Team Building: All In, All-out 6 Communications: Listen Up 7 Top Ten Tips: And Ten More 8 Power Surge: Creating Energy and Electricity 9 The Customer: “No” Is a Four-Letter Word 10 The Bonus and the Bell curve: Surveying Customer and Employee Satisfaction 11 The Night Before Christmas: Even Santa Has to Ask for the Sale 12 Fine-tuning: Hiring, Firing, and Finessing 13 Cold Comfort and a Hot Product: No Surrender, No Retreat 14 Bell Ringers: Self-Conceit and Self-Destruction (Almost) 15 Tough Love: A Letter Home
