on July 16, 2013
This is without a doubt the best book I've read on Prospecting and Business Development in years. Building on concepts introduced in the updated Customer Centric Selling book, this field guide provides lead gen, sales reps, and sales managers with an easy to understand and implement framework for what I consider the most challenging part of today's sales cycle--getting the door open.
Outside of the straightforward and uncomplicated style Walker uses to deliver this framework, the key to the book is that it is indeed a field guide, complete with lab exercises, templates, and step-by-step planning tools. I plan to make this guide required reading for all lead-gen/hunter reps I onboard moving forward.
on August 1, 2015
Instructivelly splays out a wealth of practical strategies sales professionals can use to launch multi-tiered business development campaigns with surgical precision. Unlike most concomitant "field books", this wasn't a watered-down variant of the original release. Indispensable for anyone thats serious about in-depth campaign planning, tactical approaches to prospect-facing encounters and forecasting methodologies. Highly recommended.
on July 19, 2013
This new book is great for any salesperson, whether experienced or new, to learn tangible, hands-on skills that can be easily executed and practiced on a daily basis. If you want to know how to prospect today, then this is a must-read.
on April 17, 2013
All too often a sales book starts out assuming no help from marketing and/or the sales person has to do everything. This book is better than most in that it lays out exactly where marketing can best help sales. The book is realistic through using field guide style for what to do in prospecting and BD. It is interactive, pragmatic and immediately useful to every salesperson. I appreciated that the author has woven in all the latest techniques and tools to help you make your number efficiently and effectively. I read the authors blog regularly and it too is full of very useful content to rocket launch your sales. A book for all the high producers, those to aspire to be a high producer and all sales leaders.