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Bottom Line Selling: The Sales Professional's Guide to Improving Customer Profits Paperback


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Product Details

  • Paperback: 228 pages
  • Publisher: Booktrope Editions (October 1, 2011)
  • Language: English
  • ISBN-10: 1935961322
  • ISBN-13: 978-1935961321
  • Product Dimensions: 9 x 6 x 0.5 inches
  • Shipping Weight: 12 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (11 customer reviews)
  • Amazon Best Sellers Rank: #1,691,645 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Jack Malcolm is President of Falcon Performance Group, which is dedicated to improving personal and professional effectiveness in today's knowledge-based economy through training and consulting in sales, influencing, and communication skills. With twenty years of training and consulting on top of ten years of corporate banking experience, he teaches a unique mix of business acumen and complex-sale strategy and skills that today's demanding customers require from top sales professionals.

More About the Author

Jack Malcolm is President of Falcon Performance Group, which is dedicated to improving personal and professional effectiveness in today's knowledge-based economy through training and consulting in sales, influencing, and communication skills. With twenty years of training and consulting on top of ten years of corporate banking experience, he teaches a unique mix of business acumen and complex-sale strategy and skills that today's demanding customers require from top sales professionals.

Customer Reviews

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See all 11 customer reviews
A must read for anyone committed to sales and business.
Michelle Cook
If you are a sales professional who is looking to refine your sales tools in order to become a competitive sales consultant, I recommend this book.
Dave W.
Malcolm's book goes much further than that PowerPoint of mine in a a very readable and digestible manner.
Reg Nordman

Most Helpful Customer Reviews

2 of 2 people found the following review helpful By Reg Nordman on December 12, 2011
Format: Paperback
This was first published in 1999, but the story is is even more true today as then. If you want to sell in value, you need to prove it to the client using their data. To be more than a discount salesperson this is the type of book you must devour on your way to the top 5%.

A long time ago I built and used a presentation, "What Your CFO Can Teach Your Sales Team". In it I laid out the various simple quick ratios a salesman can use to analyze a prospects annual reports to see if they would qualify for terms, their profits and where they came from , growth rates, and several others.

Malcolm's book goes much further than that PowerPoint of mine in a a very readable and digestible manner. Any solution seller will recognize the terms used and also learn many more. I always ask clients, "Do your salespeople deserve to take the client meeting? Have they done their homework.? " Malcolm's book has the right kind of homework here for all the value sellers. Excellent revision and a valuable addition to any sales managers/salesman's library.

Paul McCord does a terrific review of this very valuable book. See [...]
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2 of 2 people found the following review helpful By Chip R. Bell on November 3, 2011
Format: Paperback
Selling is all about influencing. However, a key building block of influencing is credibility. Jack Malcolm's book is targeted at arming the sales professional with believability--the powerful and crucial capacity to understand the business bottom line well enough to link solutions to the real world of the prospect. Bottom Line Selling should be required reading of anyone who seeks to be a successful business influencer.
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Format: Paperback
This book will teach you how to sell directly to the C-Suite level, and educate you on the financials, needs and thought processes that allow you to think like an executive, and tailor every aspect of your sales approach accordingly.

Bottom-Line Selling addresses the gap between average and great sales professionals. As a profession, we as salespeople are plagued by several common problems, such as short-term corporate focus and quotas, focusing on our own needs above those of the customer, and pursuing easy, smaller business rather than more lucrative and profitable opportunities simply because they require more complexity, effort and skill. This thorough book is like my textbook for how to be a top-tier seller, and I still go back and refer to it often.

If you are serious about rising to the top of your sales organization, this book is your roadmap, and I can't recommend it enough!
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1 of 1 people found the following review helpful By Michelle Cook on April 28, 2012
Format: Paperback Verified Purchase
Jack's book is a toolbox to help sales and business people steer the conversation away from price and down the difficult pathway of adding value. The book enables sales people to turn their simple transactional relationships to invaluable business partnerships. It clearly spells out the tools and skills needed by sales people to win their customer and essentially, to assist the customer to win.

I believe the book is ideally suited for sales people running a small number of large accounts, rather than a vast array of small to medium sized sales opportunities.

Jack's book is a career development or personal development tool. The skills that Jack talks about are straightforward to use, but need to be honed and developed with practical application in a business context. A must read for anyone committed to sales and business.
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1 of 1 people found the following review helpful By Christian Maurer on February 9, 2012
Format: Paperback
We know that successful sellers are able to provide value to each interaction they have with prospects and clients. If you want to provide value in conversations with economic buyers, you need to have Business Acumen. "Bottom Line Selling" by Jack Malcolm describes the observable behavior you need to display if you want others to be convinced that you have Business Acumen.

The first part of the book introduces you to the fundamental business concept of productivity including the velocity aspect and provides lots of actionable advice about what needs to be done to understand the customer as an organization, but as the saying goes: It is people not organizations who buy.

The second part of the book discusses how you can apply the situational knowledge gained by following the advice of the first part of the book. You will be introduced to different formal roles within a prospective or client's organization and how to adopt your conversations accordingly so that your message is heard and your vis-à-vis will perceive the value you contribute to the conversation. The book then also covers the ingredients of a convincing written proposal.

You will gain the most value from reading Jack's book by not being content to know more about what Business Acumen is, but to act on the advice. This will lead you to talk about the subjects customers care most about - how you can provide value to their business- and to refrain to start conversations with the topics you know most about - functions, features and benefits of your offering.

Sellers are at ease talking about their offerings, because they are better trained on this topic.
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