To survive and thrive in the business of sales today you need to know how to deliver predictable, repeatable, consistent sales results in our unpredictable, interactive, connected AI automated world. Knowing what to do and why you are doing it is important but knowing how to apply that knowledge is critical.This book describes and demonstrates how to improve the hard sales skills such as business planning, prospecting, insight and progression and combine with the soft skills such as critical thinking, problem-solving, creativity, originality, and strategizing.
Building on decades of sales executive management know-how, coaching practice, and research, the author details how to apply an easy to use, practical methodology that will differentiate you from the crowd. Applied to real-world examples and case studies, the framework equips anyone in sales, management, or sales support with practical and proven unique sales tools and powerful hands-on sales techniques.
Digital links within the book allow downloading of techniques and tools to practice on sales opportunities. This book transforms hard working, must do better, nearly on target salespeople into smart working, high achieving, always on target sales professionals who will survive and thrive.
About the Author :
Tom Cairns is an expert in sales, management, and leading large international enterprises. He joined the personal computer industry in the 1970's where he was consistently top in sales. 40 years of achievement followed with senior executive positions in multiple leading global companies. His mantra is nothing happens until something is sold. His driving force in life and in business is to help people reach their full potential and experience the joy of achieving success that you never thought possible.
Review :
"Tom is the acknowledged master of consistently winning large, complex deals. For the first time, he shares all his concepts and the processes he follows. Whether you are just starting out in enterprise class B2B sales, or just want to win more of them, this is THE book for you. Packed with ideas, tools, techniques and best processes, this is a masterclass in winning those critical deals. This book is gold-highly recommended." -Jim Irving, multi-award winning author of the B2B Selling Guidebook series
"Tom Cairns provides a step-by-step guide underpinned by personal experience, numerous case studies, and practical exercises, including how to adapt to AI. This book is essential for everyone from starters to experienced sales practitioners. You'll never view selling in the same way again. Good stuff and strongly recommended!" -Tony Boobier, author of AI and Analytics
"Tom Cairns has been one of my main go-to advisors for sales and deal coaching for over fifteen years. He brings a practical and easy to implement methodology to the sales process, all supported by easy to understand and straight forward tools that help any seller or sales leader improve their productivity and win rates. I was thrilled when I heard Tom was planning to share his expertise with a wider audience. I recommend this book to anyone that is looking to uplevel their sales efforts."
-Greg Adams, Global Technology Executive and former Enterprise Sales Leader
