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.
The Salesman's Guide to Dating (2018)
FREE KINDLE BOOK ON AMAZON: 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.