21st Century Selling: An Anthology of Advice from Top Sales Pros [Paperback]

Joe Cullinane (Author)

Book Description

Publication Date: October 1, 2002

Ask any ten sales pros what they think 21st Century Selling means. Chances are, you'll get ten very different answers.

We asked more than a dozen sales leaders to share with you their thoughts on 21st Century Selling. Their answers and advice comprise this book. Although they don't agree on everything (and what a surprise it would be if they did), fortunately, you'll find a good deal of consistency in the contributors' perspectives. Much of that consistency is rooted in the importance of understanding and satisfying the buyer.

You'll find that 21st Century Selling has many facets. We've tried to address as many of them as we can in chapters of this book:

* It's a Buyer's Market! by Lewis A. Mitchell
* Participative Planning: The Competitive Edge, by Russ and Leslie Knopp
* To Partner or Not to Partner? by Liz Davidson
* 21st Century Sales Odyssey, by Pete Droubay
* Living in Your Niche, by Ernest F. Oriente
* How Prospects Steal Your Brainpower, by Dan Seidman
* The E-Mail Advantage, by Auren Hoffman
* The Quest for Customers, by Martyn R. Lewis
* SFA or Sorry, by Scott Bonds
* Loyalty Breeds Success, by Sandra Swanson
* Execution: Aligning Around Your Differentiation, by Dave Greene
* It's Time to Challenge the Idea That Time Is Money, by Jeffrey Wildfogel
* Secrets of a Sales Interview, by David Wolf
* The Essence and Elements of 21st Century Selling, by Joseph Cullinane

Editorial Reviews

From the Publisher

Is selling in the 21st century any different than selling in the 20th century?

"21st Century Selling" answers that question by proposing a new approach to sales success, combining the best ideas and practices of traditional selling techniques with the high-velocity, technology-based methods of the Internet Age.

Sales expert and the book's anthologist, Joe Cullinane, asked more than a dozen sales leaders to share their thoughts on 21st Century Selling. Although the contributors don't agree on everything, the reader will find a good deal of consistency in their perspectives. Much of that consistency is rooted in the importance of understanding and satisfying the buyer.

Here's a sampling of what readers will find in this new handbook for sales success: understanding the buying cycle, using planning teams, partnering wisely, marketing to niches, using technology-based tools and systems such as email and SFA, understanding the process and costs of acquiring customers, the overriding importance of creating, building and sustaining customer relationships.

From the Author

"As the new century began, sales executives faced an apparent Hobson's choice between traditional sales approaches considered obsolete and high-tech selling that over-promised and under-delivered," says author and sales expert Joe Cullinane, whose career has included sales management positions with Xerox and NCR as well as consulting engagements for a variety of leading technology companies. "It turns out those aren't the only two choices. The third -- and we would suggest correct -- choice is the evolutionary, blended approach that 21st Century Selling offers, combining the best of both worlds."

See all Editorial Reviews

Product Details

• Paperback: 122 pages
• Publisher: Telum Group (October 1, 2002)
• Language: English
• ISBN-10: 0972249508
• ISBN-13: 978-0972249508
• Product Dimensions: 8.8 x 5.8 x 0.5 inches
• Shipping Weight: 8.8 ounces (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars  See all reviews (4 customer reviews)
• Amazon Best Sellers Rank: #3,032,773 in Books (See Top 100 in Books)

Customer Reviews

Most Helpful Customer Reviews

5.0 out of 5 stars I am Sold on 21st Century Selling, March 25, 2007

By 

Richard P. Krabbenhoft Jr. "Seven Seasons" (Chicago, Illinois) - See all my reviews
(REAL NAME)   

This review is from: 21st Century Selling: An Anthology of Advice from Top Sales Pros (Paperback)

This book is extremely easy to read for the non-tech seller. It helps give insight into the latest and greatest methods. The author should be awarded for his clarity and innovation. I am extremely pleased to have found this book and I want more from Joe.

5.0 out of 5 stars Packed with Valuable Insights, December 3, 2002

By A Customer

This review is from: 21st Century Selling: An Anthology of Advice from Top Sales Pros (Paperback)

This book definitely provides lots of valuable advice for people in business. Each chapter is an easy and enjoyable read. The content is based on real-life experiences from varying, authoratiative, perspectives.

5.0 out of 5 stars It is all about Relationship, November 14, 2002

By 

Yousef Khanfar (Edmond, Oklahoma United States) - See all my reviews
(REAL NAME)   

This review is from: 21st Century Selling: An Anthology of Advice from Top Sales Pros (Paperback)

Joe's advice in "21st Century Selling" book is practical, perceptive, and down to earth advice. One of the best business books I've read this year. Terrific style and even better content.