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Decision Intelligence Selling: Transform the Way Your People Sell Kindle Edition
"Success in sales often boils down to approaching the task with the correct perspective in mind about what your job as a seller really is. In their new book, Decision Intelligence Selling, Whitten & Roy do an excellent job of laying out what this should be for the modern enterprise salesperson." -Andy Paul, Best-selling author Zero Time Selling and Amp Up Your Sales; Top 8 LinkedIn Sales Expert; Podcast Producer of Accelerate Your Sales
"This masterwork needs to be in the hands of any leader who is serious about building a great company with sales flourishing at its heart."Howard Lewis, Founder/CEO/Chair(ret), Family Heritage Life Insurance--US
"Roy and Scott have written the best book I've ever read on selling--actually, probably the best book I've read about business."Bruce McIntyre, Founder, Macpac, Co-founder Seven Oaks School--NZ
"By far, the most effective sales development program I have come across, leading to genuine win-win outcomes with clients."Steve Rathborne, Director, Partner Channel, BT Enterprise--UK
"Beneficial for any professional, the techniques in this book can move any relationship from transactional to transformative."Lisa Mikkelsen, Head of Global Human Capital, Flourish Ventures--US
"Sales has long been due an upgrade. Roy and Scott transform it into a profession that drives growth and profitability while also benefitting everyone involved."Nick de Cent, Editor-in-chief, Int'l Journal of Sales Transformation--UK
"Spot-on for the next generation of sales professionals."Grant Van Ulbrich, Global Dir. of Sales Trans., Royal Caribbean Cruises--UK
"Selling is not a magically improvised skill reserved for people 'natural' at it, but the result of a structured process and technique which this book reveals."Alfonso Emanuele De Leon, Fmr. VP, Estée Lauder, Beyond Marketing--IT--This text refers to the hardcover edition.
- ASIN : B08H2JWQRJ
- Publisher : Niche Pressworks (30 August 2020)
- Language : English
- File size : 2268 KB
- Simultaneous device usage : Unlimited
- Text-to-Speech : Enabled
- Enhanced typesetting : Enabled
- X-Ray : Not Enabled
- Word Wise : Enabled
- Print length : 182 pages
- Page numbers source ISBN : 1952654068
- Best Sellers Rank: 459,077 in Kindle Store (See Top 100 in Kindle Store)
- Customer Reviews:
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Top reviews from other countries
Scott Roy and Roy Whitten have brought together decades of experience, solid research and practical case studies to tell the story of how to achieve this transformation in a hugely readable way. There are many claims made for management books. I have spent the last 40 years reading many of them. I promise you, this one is different. Reading it (and acting on the ideas it generates in your own mind) really could be the best thing you ever do for yourself, your team and your customers.
Oh, and by the way - as I mentioned at the top of this review, whilst this book is focussed on the selling activity, the ideas inside relate to every aspect of every business. So even is you think Selling is one of the dark arts, this book could change the way you operate other parts of the working world - significantly for the better.
The authors introduce a number of valuable frameworks for selling in this book. One such framework - R=A+C+E (Results = Attitude + Competence + Execution) is a simple and powerful expression of intent that is delivered through the book. If Sales leaders want to get serious about transforming sales then they need to get really good at observing their teams through these lenses (attitude, competence and execution) to diagnose and then address performance blocks. If you want to understand how to do that, this book is a great place to start.
A must read for reps, managers and organisations who want to improve their bottom line.