Selling 2.0: Customer Motivation Strategies for Winning Business in the New Economy [Paperback]

Josh Gordon (Author)

Book Description

Publication Date: October 10, 2000

Today's customers have more information, power, and choice. Trying to push these empowered customers with dated selling techniques is no longer effective. Gordon’s vision of "motivating your customers to buy" is more than words. He has captured the renaissance of new ideas in a hands on, practical guide.

Through seven separate research studies on thousands of sales people and buyers, as well over 100 personal interviews with America’s top sales organizations including Microsoft, Coca Cola, Nike, Merrill Lynch, Fidelity, America Online, Yahoo, Disney, IBM., Intel, UPS, Pfizer, Bristol-Myers Squibb, Ford, Sony, Southwest Airlines, PricewaterhouseCoopers, Oracle, Dell, Cisco Systems, MasterCard, Lucent, Xerox, and Marriott, nationally-recognized sales territory trouble-hooter Josh Gordon has identified the 17 motivational approaches essential for success. From Building Trust, Selling a Vision, Selling Value, and Partnering, Gordon guides you every step of the way.

A German language edition of Selling 2.0 has been released in October 2001 by Gabler (Bertelsmann's trade book division).

Editorial Reviews

About the Author

Josh Gordon is the author of three books on the subject of selling and is a nationally recognized expert on the subject. He has been interviewed on CNNfn, CNBC, National Public Radio (on PRI's "Marketplace"), The Fortune Business Report, Wall Street Journal TV, and WCBS Radio.

Gordon’s books have been written up in Fortune, Business Week, USA Today (three times), Success (twice), The Mail On Sunday (UK), Inc. Magazine, Sales and Marketing Management, and Selling Power. These books have been translated into the native languages of Germany, China, Korea, and Taiwan. Gordon’s ideas and books have been the cover stories of nine magazines and newsletters on selling.

Product Details

• Paperback: 304 pages
• Publisher: Berkley Trade (October 10, 2000)
• Language: English
• ISBN-10: 0425176495
• ISBN-13: 978-0425176498
• Product Dimensions: 8 x 5.2 x 0.8 inches
• Shipping Weight: 8.8 ounces (View shipping rates and policies)
• Average Customer Review: 4.8 out of 5 stars  See all reviews (5 customer reviews)
• Amazon Best Sellers Rank: #1,668,359 in Books (See Top 100 in Books)

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Customer Reviews

Most Helpful Customer Reviews

1 of 1 people found the following review helpful:

5.0 out of 5 stars Great book if you ignore the hype, February 25, 2001

By A Customer

This review is from: Selling 2.0: Customer Motivation Strategies for Winning Business in the New Economy (Paperback)

Josh Gordon is a marketing genius. This book offers great insights into selling in the New Economy, but get this: a lot of the ideas he presents are not new. What is new is the unique perspective and packaging he offers. He takes the old and the new and makes them make sense together. I found it important for my own selling strategy but don't expect every page to be full of new ideas you haven't heard of before.

5.0 out of 5 stars Great stuff!, February 15, 2001

By A Customer

This review is from: Selling 2.0: Customer Motivation Strategies for Winning Business in the New Economy (Paperback)

I liked it a lot. Simple and fun to read. Lots of good ideas.It makes you think.

5.0 out of 5 stars It sneaks up on you, January 21, 2001

By A Customer

This review is from: Selling 2.0: Customer Motivation Strategies for Winning Business in the New Economy (Paperback)

This book sneaks up on you. It is a fun and easy read. I found it to be packed with practical suggestions and does a great job spelling out in specific terms how selling is different today Vs. 10 years ago. Then near chapter 15 it hit me..POW! If all this is true then people who run sales teams, like myself, need a freash look at the basic strategy they run with.