I wrote a few books which together articulate the philosophical foundations of my approach to systematic selling and sales training.
The Salesman's Guide to Dating (2018)
NOW AVAILABLE! (AND FREE TOO!) A sales-oriented conceptual analogy between the sales process and the process of dating (find someone, start a conversation, get to know each other, etc.). The book is directed at salespeople who want to improve the efficiently and effectiveness of their sales work and start selling in a more systematic way using the familiar analogy of dating. The book is a fun, fast-to-read Kindle book. Click here to get the Kindle version on Amazon now.
Building Your Sales Process (2018)
The sub-title says it all: “A step-by-step guide to building an efficient and effective personal selling system for B2B sales”. This free download walks you through each stage of a B2B sales connection building process that is designed for professional selling at it’s highest level. The book is full of both tactics and strategy - everything from “do this” to “here’s why” and how it should all come together into a personalized selling system. Click here to download this free eBook now (opt-in required for delivery).
Mastering Your Sales Process (2010)
A guide for salespeople that articulates the importance of a structured and systematic approach to selling, and a step-by-step plan for building a system customized to fit the unique needs of a wide variety of personalities, industries and circumstances. Click here to see the book on Amazon.com, or click here for the resources that accompany the book.
Managing the Sales Process (2012)
Building on the sales structure articulated in Mastering Your Sales Process, Managing the Sales Process takes the manager's perspective: how to hire the right people into your organization, and how to set them up for success using the systematic approach to selling articulated in the earlier book. Managing the Sales Process will help lead you to a sales culture of accountability, support and growth. Click here to see the book on Amazon.com.