Let's Get It On!: Realistic Strategies For Winning The Sales Game

In this book, I delve into a range of ABM (Account Based Marketing) strategies, both low-tech and no-tech, even though I didn't have a specific term for it at the time. While the term itself may not be explicitly included in this book, rest assured that a significant portion of its content is dedicated to leveraging ABM strategies for acquiring, retaining, and expanding existing business. If you're already familiar with ABM strategies, you'll find valuable insights and guidance within these pages. At the time of writing, I held the position of Director of Marketing and Sales, and my background was predominantly in outbound sales. The book aims to showcase how my past experiences and successes, combined with newfound knowledge, enabled me to not only drive substantial company growth but also establish myself as an industry expert, earning respect from my competitors. It provides a deep dive into my methodology, which combines the best strategies, processes, and best practices, alongside assembling a synergistic team where the whole is greater than the sum of its parts. The book introduces a teaching methodology that remains effective to this day and has been incorporated into my latest release, "BROKEN - How To Fix B2B Sales, Drive Profitable Growth & Win." While some parts may be dated as it was written in the late 2000s, the majority of the concepts remain solid and applicable to today's business landscape, particularly for companies focused on account-based marketing.

About the Author :
Scott Marker is an Idaho native. He is a graduate of Boise State University with a degree in Business Administration. His first position out of college started him on his life-long study of business-to-business professional sales and he has spent 20 years doing "in the trenches" sales research. His on-the-job experience has shown that many sales ideas, techniques and strategies taught by leading companies make the same mistake that most martial arts schools make today, teaching unrealistic material for the real world. This goal surpassing master of salesmanship has a black belt in the martial arts and in the selling arts. His straight talking, real world ideas have helped him become the Director of Marketing and Sales for two connected businesses and driven their sales to record levels in just four years. Scott's sales background has been very diverse, having worked in seven different industries as an outside B2B (business-to-business) sales professional. Over the last 20years, he has represented both small and Top100 companies. He worked for Warner Lambert, selling over-the-counter drugs and consumer health products; Moore Business Forms, the world's largest business forms producer at the time, as a developer of new accounts; Simplex, selling for both service and equipment divisions; Trend/ WestCoast beauty products supplier; Kinko's, as a corporate account manager; Intermountain Technology Group as the Microsoft(r) Solutions Specialist and also as a Security Solutions Specialist. Scott Marker joined the Collection Bureau, Inc. and Account Billing Service in February of 2003. Scott's position gave him authority to run marketing and sales for both companies. This also gave him the opportunity and freedom to use what he had learned from his successful sales background to take the best concepts, strategies, ideas and techniques and put them to the test. He led the companies to record sales growth. Mark Clark sold the Collection Bureau, Inc. and Account BillingService at the end of 2008. Scott decided to move on and accepted a sales position with another company. This new challenge will once again allow Scott Marker to follow his proven MSA Methodology, mixed selling arts. "Remember, success is a journey, not a destination." Bruce Lee