Abstract

Sales Eats First examines how B2B sales organizations in today's most admired corporations develop and deploy major intellectual capital. They courageously venture into areas of complexity and risk, and then inject their intellectual capital into the value propositions that benefit both customers and their own companies.

Citation

Capon, Noel, and Gary Tubridy. Sales Eats First: How Customer-Motivated Sales Organizations Out-Think, Out-Offer, and Out-Perform the Competition. New York: Wessex Press, 2011.

Each author name for a Columbia Business School faculty member is linked to a faculty research page, which lists additional publications by that faculty member.

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