Sales & Marketing Management - May/June 2008 - (Page 14) cover story The Culture [ ] Bobby Grisham, CSO of EDS, coaching and recognition works sales magic through incentives, Minister of By Mike McCue ooking back on it now, 1962 was a pretty eventful year. It was the beginning of the Cuban Missile Crisis, the year the Supreme Court ruled that the reading of prayers in New York City schools was unconstitutional, and saw the first-ever launch of a U.S. commercial communications satellite. Meanwhile, on the entertainment front, Wilt Chamberlain scored 100 points in a basketball game—a record that might never be broken—and Walter Cronkite was made anchorman of the CBS Evening News. It was also the year that a man named H. Ross Perot, at the time a salesman in the data processing division of IBM, borWhat You Can Learn rowed $1,000 from his wife Margot to found a company From Bobby called Electronic Data Systems, more commonly known > The reasons why EDS views its salespeople as leaders today as EDS. Headquartered in Plano, Texas, EDS is now a $22 billion > Why you shouldn’t intervene when a team member is on the verge of juggernaut, delivering a broad portfolio of information closing a big deal technology and business process outsourcing services to > How to create a positive sales clients in the manufacturing, financial services, healthcare, culture and why it might be the communications, energy, transportation, and consumer and most important thing you can do retail industries, as well as governments around the world. Founded by one of the great business minds of our time, EDS has always had a special view of the sales function, according to Bobby Grisham, the company’s senior vice president and chief sales officer. “At EDS, being in sales is viewed as a 14 SALES &MARKETING MANAGEMENT MAY/JUNE 2008 L www.salesandmarketing.com www.salesandmarketingmanagement.com photo by Dan Sellers http://www.salesandmarketingmanagement.com
Table of Contents Feed for the Digital Edition of Sales & Marketing Management - May/June 2008 Sales & Marketing Management - May/June 2008 Contents Editor's Letter Brian Tracy University Smart Sales Sales Strategy Smart Marketing Marketing Strategy Smart Management Management Strategy The Minister of Culture Become a Value Merchant Incentives/Motivation Streamlining Business Travel Book Excerpt The Way I See It Sales & Marketing Management - May/June 2008 Sales & Marketing Management - May/June 2008 - (Page Intro) Sales & Marketing Management - May/June 2008 - Sales & Marketing Management - May/June 2008 (Page Cover1) Sales & Marketing Management - May/June 2008 - Sales & Marketing Management - May/June 2008 (Page Cover2) Sales & Marketing Management - May/June 2008 - Contents (Page 1) Sales & Marketing Management - May/June 2008 - Contents (Page 2) Sales & Marketing Management - May/June 2008 - Contents (Page 3) Sales & Marketing Management - May/June 2008 - Contents (Page 4) Sales & Marketing Management - May/June 2008 - Editor's Letter (Page 5) Sales & Marketing Management - May/June 2008 - Brian Tracy University (Page 6) Sales & Marketing Management - May/June 2008 - Brian Tracy University (Page 7) Sales & Marketing Management - May/June 2008 - Smart Sales (Page 8) Sales & Marketing Management - May/June 2008 - Sales Strategy (Page 9) Sales & Marketing Management - May/June 2008 - Smart Marketing (Page 10) Sales & Marketing Management - May/June 2008 - Marketing Strategy (Page 11) Sales & Marketing Management - May/June 2008 - Smart Management (Page 12) Sales & Marketing Management - May/June 2008 - Management Strategy (Page 13) Sales & Marketing Management - May/June 2008 - The Minister of Culture (Page 14) Sales & Marketing Management - May/June 2008 - The Minister of Culture (Page 15) Sales & Marketing Management - May/June 2008 - The Minister of Culture (Page 16) Sales & Marketing Management - May/June 2008 - The Minister of Culture (Page 17) Sales & Marketing Management - May/June 2008 - The Minister of Culture (Page 18) Sales & Marketing Management - May/June 2008 - The Minister of Culture (Page 19) Sales & Marketing Management - May/June 2008 - Become a Value Merchant (Page 20) Sales & Marketing Management - May/June 2008 - Become a Value Merchant (Page 21) Sales & Marketing Management - May/June 2008 - Become a Value Merchant (Page 22) Sales & Marketing Management - May/June 2008 - Become a Value Merchant (Page 23) Sales & Marketing Management - May/June 2008 - Incentives/Motivation (Page 24) Sales & Marketing Management - May/June 2008 - Incentives/Motivation (Page 25) Sales & Marketing Management - May/June 2008 - Incentives/Motivation (Page 26) Sales & Marketing Management - May/June 2008 - Incentives/Motivation (Page 27) Sales & Marketing Management - May/June 2008 - Streamlining Business Travel (Page 28) Sales & Marketing Management - May/June 2008 - Streamlining Business Travel (Page 29) Sales & Marketing Management - May/June 2008 - Book Excerpt (Page 30) Sales & Marketing Management - May/June 2008 - Book Excerpt (Page 31) Sales & Marketing Management - May/June 2008 - Book Excerpt (Page 32) Sales & Marketing Management - May/June 2008 - Book Excerpt (Page 33) Sales & Marketing Management - May/June 2008 - Book Excerpt (Page 34) Sales & Marketing Management - May/June 2008 - Book Excerpt (Page 35) Sales & Marketing Management - May/June 2008 - The Way I See It (Page 36) Sales & Marketing Management - May/June 2008 - The Way I See It (Page Cover3) Sales & Marketing Management - May/June 2008 - The Way I See It (Page Cover4)
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