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Using Technology to Sell: Tactics to Ratchet Up Results Paperback – August 15, 2012

ISBN-13: 978-1430239338 ISBN-10: 1430239336 Edition: 1st
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Editorial Reviews

About the Author

Jonathan London is president and founder of the Improved Performance Group, a training and development consulting firm specializing in helping sales organizations improve results. London is an accomplished salesperson, having been a top earner at technology companies like Olivetti, ROLM, Wyse/Amdek, and others. IPG s clients include Tandberg, VeriSign, Polycom, Dell Computers, Lawson Software, Advertising.com, SPSS, Ricoh Corporation, Watson Wyatt Worldwide, Enunciate, AT&T and many others. He has been a guest speaker for such companies as MCI, iDirect, Tandberg, IBI, and Classmates.com.

Martin Lucas is president and founder of TSI squared and Phinkit.com. TSIsquared is a training and consulting firm specializing in sales improvement, sales messaging, and conferencing consultations. Phinkit.com is a new social media platform that enables people to promote their business and achieve whatever their goals are. Unlike other platforms, it puts people, sales, and marketing first. Martin has worked in the technology industry in a number of sales leadership roles and has received numerous awards for sales, management, and inspiration. TSI clients come from a variety of spectrums, industries and markets, giving him a wide breadth of insight.
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Product Details

  • Paperback: 340 pages
  • Publisher: Apress; 1 edition (August 14, 2012)
  • Language: English
  • ISBN-10: 1430239336
  • ISBN-13: 978-1430239338
  • Product Dimensions: 6 x 0.8 x 9 inches
  • Shipping Weight: 1 pounds (View shipping rates and policies)
  • Average Customer Review: 4.6 out of 5 stars  See all reviews (9 customer reviews)
  • Amazon Best Sellers Rank: #2,576,310 in Books (See Top 100 in Books)

Customer Reviews

4.6 out of 5 stars
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Most Helpful Customer Reviews

3 of 3 people found the following review helpful By Dan Waldschmidt on September 20, 2012
Format: Paperback
Jon London and Martin Lucas deliver 300 pages of sales strategy magic. They target a real life problem that all sales organizations have -- how to sell in a business environment where technology runs our lives. He breaks down what tools you should be using and explains how to use them in easy steps. Buy the book. Put some fuel on your sales effort flames.
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1 of 1 people found the following review helpful By Bill on September 28, 2012
Format: Paperback
Not only have I enjoyed this book once but I have already referred to it multiple times in my day-to-day sales life. Jonathan and Martin have written a comprehensive manuscript on every aspect of sales- aiding technology you can think of. I can't imagine the amount of research that went into this effort but I am grateful as they saved me from doing it! If you are in sales, you need this book. Period. If you are in sales management, you need to buy this book for your sales force. Period. All of us use technology but few use it well and fewer still use it to its fullest potential. This book gives specific examples on how to use technology to improve your sales efficiency. Rereading that last sentence, how can you afford to not buy this book?
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1 of 1 people found the following review helpful By Amazon Customer on October 24, 2012
Format: Paperback
There is a lot of good information and advice in this book. Too many salespeople don't understand the basics of technology and the book seems to cover them nicely. There is plenty for the intermediate user as well.

On first pass, I found almost too much information in a somewhat dense presentation format. I don't see this book as one someone would read from front to back, although it seems to have been written to be read that way. I might have liked more of a reference book format. Having said that, readers can use the book to gain important insights and knowledge that can help improve sales.

If you're in sales and your scratching your head about how to leverage technology, invest in this book.
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1 of 1 people found the following review helpful By Serge J. Van Steenkiste on November 24, 2012
Format: Paperback Verified Purchase
Jonathan London and Martin Lucas clearly show how technology can be used to better support the sales process at its different stages. Chapter 2: What Hasn't Changed, Chapter 5: Using Social Media to Sell, and Chapter 6: Using Technology at Each Stage of the Sale, are noteworthy. The book under review is at times repetitive. Chapter 3: Foundation: The Sale Process overlaps to a large extent with Chapter 6: Using Technology at Each Stage of the Sale. Furthermore, too many examples come from the respective businesses of Messrs. London and Lucas. In summary, the book "Using Technology to Sell" gives its readers some nice tips about how to make a better use of technology in the sales process.
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1 of 1 people found the following review helpful By Paul Croteau on September 29, 2012
Format: Kindle Edition
Written in a direct conversational tone, London and Lucas have crafted a toolbox for sales reps and managers alike.

The authors provide an excellent foundation by discussing that while technology continues to bring us new ways to communicate and analyze, certain human traits are constant and need to be considered and adapted to as part of any successful selling methodology. No new shiny technology can change why and how people make buying decisions.

The reader is then presented with dozens and dozens of examples of buyer behavior patterns, personality charts; tables and templates to use before, during and after sales calls; and perhaps most importantly, sound sales advice (planning, delivery, objection handling and follow-up) gleaned from decades of sales experience.

Different in this particular sales book is that it specifically refers to a plethora of current technology trends and internet resources. The authors admit early on that technology is changing much faster than what print can keep up with. Even so, this book successfully offers hundreds of current examples and resources that good sales people will go to for more information. If you like to see data in lists and tables this book has plenty to offer. It also includes plenty of pictures used when needed to accentuate content. And of value to the up and coming sales rep, there are plenty of sample call scripts, emails and objection/response scenarios to help get you started.

My elevator pitch for this book: "More than 300 pages of time-tested yet current sales mentoring, tactics and tools that can help sales reps and managers be more successful. This is not a single method book, it is a collection, a treasure trove of sound advice that includes the latest technical and social media trends.
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Using Technology to Sell: Tactics to Ratchet Up Results
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