Carry That Quota: Sales Tactics and Stories By the Rep For the Rep

by Jesse Rothstein

Overview

In Carry That Quota, Jesse Rothstein provides an insider's account of how to succeed in sales. Drawing on more than 15 years of sales experience across multiple fields and continents, Rothstein unpacks numerous essential topics. Chief among them are how to determine if a career in sales is right for you, how to cultivate productive relationships with clients and co-workers while still ensuring one's professional development, and how to leverage a diverse set of tactics as the field evolves. Underpinning Rothstein's argument is the belief that sales is a craft—not dissimilar from a doctor performing surgery or a lawyer prosecuting a case—that demands a complex skillset and knowledge. Whether you are just beginning your career in sales, a seasoned executive, or a professional in another field looking to hone your brand, Carry That Quota will equip you with concrete strategies to help you sell yourself and/or service more effectively.

Product Details

ISBN-13:	9781544514741
Publisher:	Rothwood Press
Publication date:	01/01/1900
Sold by:	Barnes & Noble
Format:	eBook
Pages:	226
File size:	1 MB

About the Author

Jesse Rothstein is a sales executive, author, and connector of people. His passion is executing on the idea that the currency of business and life are relationships. In his current role as a Key Accounts Manager at LinkedIn, Jesse is focused on connecting people, data, and technology to enhance overall business performance. He leads a team that has access to unique resources to help customers develop sales and marketing strategies to drive incremental revenue growth both now and in the future. Jesse has been sharpening his blade as a salesperson since he was 14 years old and has more than 15 years of professional sales experience at diverse companies around the world. After graduating from Cornell University in 2003, Jesse began his career as an account manager at Procter & Gamble before pivoting to leadership positions at a pair of technology firms, Upserve and Activeion Cleaning Solutions. Jesse then spent over three years in Sydney, Australia where he helped execute sales strategies for Staples and LinkedIn. Jesse returned to the United States in early 2016 and, soon thereafter, assumed his current role where he works with large corporations across North America. Outside of his work in sales, Jesse is active in his community. He chairs the Emerging Leaders Council for New Heights Youth, a youth basketball and education non-profit in Harlem. Jesse has also been heavily involved with the Mario St. George Boiardi Foundation, an organization focused on providing opportunities for future leaders. Jesse lives in New York City with his wife, Jennifer Harwood, and their daughter, Matilda. In his spare time, he is an avid marathoner. Jesse is deeply committed to the sales profession, whether it is getting better every day at the craft or helping others to improve. He has devoted considerable time over his career to mentoring young professionals, and it was his desire to share these lessons at scale that led him to write Carry That Quota.

Editorial Reviews

"Sales may be one of the most misunderstood yet essential disciplines for making ideas happen. Whether it is selling to customers to buy your product, investors to fund you, or employees to join you, Rothstein deconstructs sales to its primary elements. This book is a must-read to learn to master the art of transferring enthusiasm and exceeding your quota."

-Scott Belsky, Founder of Behance, and Author of The Messy Middle

"Carry That Quota is filled with stories, strategies, tips, and tools that will help anyone in sales, or considering a career in sales, better understand the craft and boost their results. Jesse is spot on when he says a salesperson's net worth depends on their network; building trusted relationships with clients by helping them solve problems is a sure path to meeting that quota and achieving career and personal fulfillment. A great read with proven tactics and straight talk on the rewards and challenges of the sales profession."

-Nichole Jordan, Managing Partner, Grant Thornton LLP

"This book is a must-read. The stories, tactics, and lessons shared will have a real and meaningful application for anyone who wants to excel in a client facing role."

-Steve Jurkovich, Chief Executive, Kiwibank

"It is about time a book like this was written-I feel proud of our profession and I know others will too when reading this book. Finally, I can give my sales team a book that is well written and has real application for their development as salespeople."

-Georgia Foster, Country Manager, Australia and New Zealand, Uber

"Having seen Jesse's sales process firsthand, he is truly someone who understands the grind. He has an authentic and honest voice that clearly illustrates that sales, like any craft, can be learned through constant practice, perseverance, and a willingness to improvise and continually adapt. Coming from a philosophy of 'for the rep, by the rep' this book is an asset for anyone who wants to gain insight on how to create a successful career in sales in the current economy."

-Gavin Devane, Sales Director, American Express

From the Publisher