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  • By Bob Engeman
    Oct 17, 2014
    Finished the book last night. Easy read. Let me start off with the broad the generalization that I'm not known for having an affinity for 'typical' Sales Execs. Perhaps unfair and partially driven from somewhat of an intrinsic tendency from my Ops background; however, I do value Sales Execs that deliver results, and even those that don't but have a plan of attack that they follow consistently. I know a multitude of Sales Execs, but can only count on one hand ones that I believe truly get it, and they are worth their weight in gold... As someone much more versed in Operations than Sales, I found your thoughts to be very informative: sometimes bringing to the forefront things I believe I already understood, while other times making a point that I hadn't previously looked at from such a perspective. I agree with the majority of your points and strategies, but a few I may not be fully sold on such as Zen like selling (got the idea but might question some degree of its practicality) or the... More > Sales Exec who at his first meeting did not present anything. Personally, I found section 1 to be of particular interest. I particularly enjoyed your comments regarding the need to understand a customer's problems/needs/business is key; planning your engagement strategy with an endgame in mind; identifying which accounts/prospects warrant your resources; the skill of doing advance research to engage your customer/prospect; 80% of sales occur after 5+ calls/meetings; and lastly, your sales pitch typically works on only 2% of prospects if you lucky. It was written with a plan of attack in mind, reflective of an analytical approach from GT. If you choose to publish future books, I'd love to hear more, including examples, on the best approaches to identifying the best prospects by vertical, how to obtain the decision makers contact info given today's technologies available, how to best make first contact, and once identified, how to best perform relevant research to best understand the business' needs, especially for privately held firms. While I may have purchased the book more as a friend, I just ordered two more copies: one for a Salesman that works for us, and one for someone who sells for us on a consulting/commission only basis. Those orders were certainly not driven by our friendship but with the intent to enhance their sales knowledge for themselves, and selfishly for my company. I'm not sure if it will lead to anything, but certainly worth the investment. Bob< Less
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Product Details

First Edition
Bush and Boston Associates
September 16, 2014
Perfect-bound Paperback
Interior Ink
Black & white
0.64 lbs.
Dimensions (inches)
6 wide x 9 tall
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