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This book has very little to offer. These authors sound like they have never sold a day in their lives (and their titles would suggest that). I've never heard so many acronyms in one book, ever! By the time you do all the research they suggest on your prospect, you could have called and talked to a dozen people there or made a visit. B2B sales is all about taking action, these guys are suggesting ridiculous amounts of research and pre qualification...anything to get out of taking action. This is the quintessential "author that's never done what they write about" book. You will fail in sales if you implement the "strategies" they recommend.
12 of 13 people found this review helpful
If you are in B2B sales, this book is a must. Read it, absorb it and practice it. Don't stop there, get your Marketing, Sales Leadership and Sales Enablement team to read as well!
0 of 1 people found this review helpful
The analogy for this book for me is. If you buy flat pack furniture, whilst many books will tell you why flat pack furniture is great (bit useless because you have already bought the furniture) and will fill you with lots of hints. At the end you don't really feel you can build it based on that book alone and you will need help and more. Not this book this is the instruction book and not the sales speech
this is the manual with all the specifics of how to build a prospecting process step by step
if you want to be convinced to prospect, if you want tips and been sold ideas on how to prospect then get Jeb Blount's book. Don't get me wrong Jeb's book is great, but this is a different animal altogether
so if you are a leader of a team, or a sales guy who can go through chapter by chapter carrying out the actions and processes this is for you. With a big but. This is really not an audiobook. I had to buy the hard copy because it is so full of detail there is no way you can follow it all without the book