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I have purchased this book for every manager on my sales team and have recommended it to each of my sales reps.
More shocking was his characterization of heads of sales as bamboozling CEO's with happy client talk even though their numbers are not strong.
I think you will also enjoy the chapters on what improving sales performance provides for executives and the individual salesperson.
Here's the good, the bad and the ugly:
Good: The book does a great job in trying to 'legitimize' the sales process as a science (e.g. Read more
I was quite disappointed in this book as you can see by the 1-star rating. Some of my issues are as follows:
(1) Book seems to have an abundance of "filler" material... Read more
I was hugely dissapointed in this book and strongly suggest people avoid it. The author suggest that Starbucks and a gas station have the same coffee, and that Whole Foods and a... Read morePublished on May 11, 2009 by Art
Ok, let's face it everyone, most business books are total garbage. As a matter of fact, this is the first review I have ever written for a business book, because I usually want to... Read morePublished on February 12, 2009 by Lee H. Cullom
In a profession where there are far too many "gurus" who push unsubstantiated systems that have all the buzz phrases and branding, but that simply do not generate a sustained... Read morePublished on December 9, 2008 by Derek Gatehouse
Making the Number is a must read for any Sales Executive. The techniques described in this book are applicable to any industry and any sales force. Read morePublished on December 5, 2008 by Sales VP