A few months ago, I was contacted by a guy named Brian Calderone through LinkedIn. He was seeking out sales experts to include in a new book that he was writing. He had a novel idea that his book should not just include his ideas about sales and selling, but also ideas from other sales experts he could find.

He wrote his book, Front of the Class to Top of the Sales Rankings, and included one of the quotes I had given him, so I asked to read it and he sent me a copy. It is a great little book for people new to sales, and not bad for those who need a reminder about some of the basics that we all seem to forget from time to time.

I wrote up a review on Amazon, and am repurposing it here as a blog post as well – if you know someone new to sales, please pass on this link to the book:


I think that they will find it very useful, and will surely thank you for it. Here is what I wrote on Amazon:

Front of the Class to Top of the Sales Rankings is one of those sales books – like mine – that isn’t valuable because it offers a lot of new ideas, but rather because it takes a lot of the stuff that salespeople should be doing (but often don’t) and presents it in a way that is valuable for new and veteran salespeople. New salespeople would do well to read it – as suggested – before seeking a sales job, then again after a few months on the job to help support a strong start to a career that can be hard to settle into. Veteran salespeople will benefit from this concise reminder of how to stay focused and efficient.

For those who believe that there must be new information in a sales book for it to be valuable, let me offer this: when you go to a great steak house, is it great because the preparation of the steak is somehow new, or is it because a great steak is a simple thing, very well executed. My opinion is that it is often the latter, and Front of the Class to Top of the Sales Rankings is a like a map of the road to excellence based on proper execution of the core of solid sales performance.

I don’t personally agree with everything in the book, but no-one will ever agree with everything in a book like this. Full agreement is also not required for value. It seems to me that those who really want to improve at anything take in a lot of information from a lot of sources,  assimilate what makes sense with their own experiences, and get incrementally better and better over time. There is a place for a book like Front of the Class to Top of the Sales Rankings in this process. It is a fast read with quotes from many sales experts (including me). The book offers a novel approach to an important subject, and it is well worth the time to read.

Stay tuned – next week I will have a blog post that might be controversial, but will certainly be interesting…