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A lot of hype about this one but I found it worthwhile. As an experienced professional but new to sales, I found I could relate this to methods and results I've seen work well and not well by both myself and others in the field. Definitely worth a read.
If you have been in sales for more than 3-4 years, especially Field Sales, then this SHOULD really have nothing new to teach you. This book is based on research by people who are analyst's and never been in sales, and it shows by the assumptions they make based on the data versus the real world. For me, its fundamental mistake is believing they have the whole spectrum of sales people included in the research. How many of you hitting your number, earning well would take time out of your day to do surveys for these people? Rather strikes me that the follow up novel tries to correct all the flaws in this one, but if you are new they could be worth the read, but remember, there are volumes of theories all backed up with data to prove that their process works, so take the bits that are relevant from all you meet, and then weave your own magic until you find your personal style that works.
Given to me as a present by someone at LinkedIn following a conversation we had about maximizing opportunities and potential, this is an interesting concept and approach, thoroughly researched.
At times it reads a little bit like an academic paper, with numerous references like ‘more of this in chapter X’ or ‘as we discussed in X’, but the message is clear, the identification is well made and the joint authorship flows well.
Curiously, for me at least, the book doesn’t follow the challenger sale concept in talking about the potential of the CEB (formerly the Corporate Executive Board), but maybe that is because I have experienced its services first hand and so I already know about the benefits it offers.
Interesting concepts, although much of book is spent on selling the methodology to the reader. Lots of detail on their customers using the techniques and how critical it is for everyone to adopt this "new style" of sales. Heavy sales-pitch nature of the book really comes across on the audio book version. Paper version avoids this and allows you to skim through at a faster pace.
Really interesting book. Really challenging concepts especially to someone like me who has been congratulated over and over because of excellent communication skills. Starting a career in Sales, I am actually looking forward to applying a strategy that seems so unnatural. The concepts explained in the book make sense, now let's see how it translate in sales in my reality. Tevin GM
If you are in sales then you must read this book as it will totally blow your mind and change the way you used to think about sales. I have been in enterprise software sales for 6 years and can relate to so many scenarios described in the book. I have already noticed significant results and improvements