More About the Author
Nic Read is a former executive director with Ernst & Young and current managing partner of SalesLabs, a revenue assurance, sales intelligence and training consultancy that helps companies drive predictable and repeatable growth through the application of process, measurement, and skills.
He has trained B2B salespeople and their managers in more than 40 countries and 20 industries, with uplift in these companies exceeding $20Bn as a result of his work. He is a two-time recipient of the gold 'Stevie' statuette at the International Business Awards, dubbed "the business world's own Oscars" by the New York Post.
Nic's first book, "Selling to the C-Suite", was based on 10 years of interviewing senior executives to understand what they look for in sellers who aspire to be trusted advisors. The book and its accompanying workshop received tremendous media and topped the charts. It is now a foundation text at corporations and business schools worldwide.
His sequel, "Target Opportunity Selling", shares secrets from the other side of the table on how the top 20% of sellers actually create, pursue and win major sales in a recessionary, globalized market. A workshop is available, plus a reality television show is in pre-production where competing salespeople are followed through one whole sales cycle to show how these principles make or break major sales.
Read's career has spanned telesales, territory management, large account management, sales leadership and executive roles in the communications, software analytics and financial services industries. As a consultant and founder of SalesLabs, he rode the wave of globalization to Asia following China's entry into the WTO, where he lived as a local and immersed himself in the business cultures of Shanghai, Singapore and Sydney.
He has consulted to companies that include Celestica, Cisco, EMC, Fuji Xerox, KPMG, Microsoft, National Australia Bank, ChinaTelecom, Schlumberger, SAS, EMC, Symrise and other multinational companies and start-ups around the world.
He has been featured on ABC, FOX and Times Media television, and in press that includes Inc. Magazine, Forbes, Entrepreneur, USAToday, Selling Power, Sales & Marketing Management, Sales Rep Radio, Sales & Service Leadership, Handelsblatt, and various other newspaper, radio, blog and magazines.