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Soar Despite Your Dodo Sales Manager Hardcover – June 15, 2007
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About the Author
- Publisher : Wbusiness Books (June 15, 2007)
- Language : English
- Hardcover : 197 pages
- ISBN-10 : 0832950092
- ISBN-13 : 978-0832950094
- Item Weight : 15.8 ounces
- Dimensions : 6.25 x 1 x 9.25 inches
- Customer Reviews:
Top reviews from the United States
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Also great tips to show your difference among building the framework for your sales career in logical ways with great support.
* How do you really differentiate your product/service?
* Look at the buyers process, not a selling process.
* What are you doing for personal growth?
What is your ideal client?
* Circumstances (new vs takeaway?)
* Buying habits?
Who are the personalities in a client?
* Wizards (he who pays)?
His chapters on territory management and responding to RFPs are better than anything I have seen in a long time.
If there is something missing it would be the extensive work of Sharon Drew Morgen on the the early identification of stuff that will get in the way of the sale. Her material is unbeaten at the qualifying stage, to make you more efficient as well as more effective.
See lots of Lees content here [...]
Well written, clear and a great guide, this is a book for every salesperson to have in his library, I would keep in your bag, as the tips and examples are of great immediate use.
Pain Killer Marketing: How to Turn Customer Pain into Market Gain
1) Too many (dodo) sales managers and (dodo) companies give reps neither the training nor the individual coaching they need to succeed.
2) Too many reps blame their lack of success on these dodo managers.
3) Reps develop dodo brains when they won't accept responsibility for their own success and get the skills and brainpower they need to make more money.
Lee Salz's book is meant to keep you from selling extinction. While most of us could use some serious sales training, if you'll just make the initial investment in this book, it'd be a great way to improve performance - in spite of the dodo managers flocking around your career.
When will you realize that you have to adjust to the corporate lack of support for your success?
Your first adjustment is to read, act on the advice of this book, then take flight over the heads of dead and dying dodo reps and managers who are ground bound by their weak, extinct thinking.
Get going, get growing, now.
So, as Lee Salz so vividly points out in his book, you have to take personal responsibility for your own success. The author provides you with an excellent framework on which to build your own sales process which includes:
* Crafting a clear picture of your ideal client.
* Understanding how decision makers buy.
* What it takes to stand out from the crowd.
* How to navigate through a complex decision process.
* What to do if you get stuck.
If your dodo sales manager isn't giving you the help you need, check out this book. Salz fills in the gap and gets you back in control of your career.
Jill Konrath, author of Selling to Big Companies