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Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories Hardcover – September 11, 2012

3.3 out of 5 stars 24 ratings

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Editorial Reviews

From the Publisher

JOHN GOLDEN is president and CEO of Huthwaite, one of the world's leading sales performance improvement organizations. His track record as a proven leader combined with extensive experience in the learning industry provides the foundation for his strategic vision of success for Huthwaite. Prior to joining Huthwaite, Golden served in senior executive positions at the Mortgage Bankers Association, Learning Sciences International, and New Horizons CLC.

From the Back Cover

What does selling products and services--or the failure to do so--have to do with Napoleon's march on Moscow, Pickett's Charge at Gettysburg, and David's epic battle with Goliath? According to Huthwaite CEO John Golden, a lot--and not just because sales calls can feel like grueling battles. In this eye-opening sales guide, Golden reveals the surprising parallel between the steps of successful selling and the steps of successful warfare.

Winning the Battle for Sales delivers selling best practices based on examples from history's battlefields that you won't soon forget. Organized into three parts--the Sales Call, Account Strategy, and Sales Management--these timeless tales reveal key takeaways that you can apply to every sale, including:

  • Pyrrhus of Epirus vs. the Romans (280-279 B.C.)--vital points on avoiding the pursuit of victory at all costs
  • Captain Bligh vs. Fletcher Christian (Mutiny on the Bounty)--important lessons about understanding customer needs and desires
  • The Siege of Petersburg (U.S. Civil War, 1864)--indispensable guidance on delivering "outside-the-box" solutions
  • The Gunfight at the OK Corral (1881)--the keys to preventing sales objections to ensure smooth negotiations
  • Brian Boru vs. the Vikings (Battle of Clontarf, 1014)--essential information on turning unseen opportunity into a value driver

    Just as generals pore over every aspect of a battle after it's fought to learn from decisions made--good or bad--you no doubt review your sales tactics in a similar fashion.

    Winning the Battle for Sales isn't just an eye-opening guide to sales tactics based on history's greatest military victories, as well as blunders, it's a quick, snappy, entertaining read. Plus, you'll come away familiarized with some of history's greatest battles. And who knows? Maybe your next client will turn out to be a Civil War buff.

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Product details

  • Publisher ‏ : ‎ McGraw Hill; 1st edition (September 11, 2012)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 272 pages
  • ISBN-10 ‏ : ‎ 007179199X
  • ISBN-13 ‏ : ‎ 978-0071791991
  • Item Weight ‏ : ‎ 1.19 pounds
  • Dimensions ‏ : ‎ 6.3 x 1 x 9.3 inches
  • Customer Reviews:
    3.3 out of 5 stars 24 ratings

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John Golden, is a world renowned thought leader, speaker and author of two Amazon bestsellers "Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victories" and "Social Upheaval: How to Win @ Social Selling".

He is the founder and CEO of Focused Revenue Results, Inc. and in his previous role as CEO of Huthwaite, the world's leading sales performance improvement company, he recognized back in 2011 that the transformation wrought by social media on business-to-consumer sales would inevitably have a similar impact on business-to-business sales. In response John launched the Huthwaite Center for Research (HCR) to report on this development and raise awareness among professional sales organizations that an "upheaval" was in the making.

Now, drawing on HCR's work as well as his personal experience in re-making a global company, John presents Social Upheaval: How to Win At Social Selling to explain how every B2B salesperson can add social selling methods to their toolkits, and why it is so important that they do so without delay.

Using social media to sell is all about communicating value quickly and concisely. Any book on the subject should do the same, and Social Upheaval: How to Win at Social Selling does exactly that. A short, easy-to-read treatise that delivers practical advice and tactics to successfully leverage this new frontier of selling, Social Upheaval is provocative, entertaining and above all immediately useful.

Having held pivotal positions in sales, marketing and product development, Golden has uniquely expansive view on what it takes to engage successfully with target customers.

Golden has a Master of Arts degree from Dublin City University in Dublin and an undergraduate degree from Trinity College in Dublin. Golden lives in San Diego, California with his wife and son.

Customer reviews

3.3 out of 5 stars
3.3 out of 5
24 global ratings

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