The Internet has created immense new challenges in business to business sales, making it more essential than ever for companies to gain the competitive edge and build profits through strong customer relationships. Analyzing the experiences of seven companies in various industries -- including Dell, Bentley Systems (computer software), and Convergys (call-center outsourcing) -- Peppers and Rogers shed light on such critical issues as hiring and training top-notch salespeople, creating an efficient and effective structure, monitoring sales behavior and attitudes, handling channel conflicts, selling multiple product lines, and much more.

"One to One B2B" is packed with insights from top sales forces with years of firsthand experience in both traditional and Internet B2B selling. Peppers and Rogers skillfully distill their lessons into proven, reliable guidelines -- from the recommendation that sales forces concentrate on increasing their share of customer rather than on increasing market share, to invaluable advice on the art of selling to specific business customers. The result is an indispensable handbook for successful business to business sales in the Internet Age.