In this book, Dr. Brandon Chicotsky, assistant professor of professional practice in marketing at the Texas Christian University (TCU) Neely School of Business, has gathered stories and advice for rising sales professionals from fourteen industry leaders, including Wall Street Journal bestselling author Tiffani Bova, Silicon Valley powerhouse Yoela Palkin, and top dealmakers with Amazon, Google, the London Stock Exchange Group (LSEG), the U.S. Air Force and Space Force, and other global firms.
Learn from exceptional sales professionals as they pass on critical lessons that are rarely taught but are paramount to success such as pipeline due diligence, strategic questioning, active listening, connecting authentically, aligning value, helping the customer quantify opportunity costs (their "pain"), customer relationship management, and executing on your value deliverable (the sale and follow-on engagements). To contextualize and further investigate interview insights, Dr. Chicotsky draws on scholarly research and offers digestible lessons that transfer to any field.
Dr. Chicotsky is a co-founder of the TCU Sales Center which offers market-applied sales trainingfor rising professionals. College graduaes of the program average over three job offers and first-year target earning over $86,000. This book was inspired by the life-selling curriculum informed by industry leaders which include a real quota, real revenue, and lifelong lessons.
In this book, Dr. Brandon Chicotsky, assistant professor of professional practice in marketing at the Texas Christian University (TCU) Neely School of Business, has gathered stories and advice for rising sales professionals from fourteen industry leaders, including Wall Street Journal bestselling author Tiffani Bova, Silicon Valley powerhouse Yoela Palkin, and top dealmakers with Amazon, Google, the London Stock Exchange Group (LSEG), the U.S. Air Force and Space Force, and other global firms.
Learn from exceptional sales professionals as they pass on critical lessons that are rarely taught but are paramount to success such as pipeline due diligence, strategic questioning, active listening, connecting authentically, aligning value, helping the customer quantify opportunity costs (their "pain"), customer relationship management, and executing on your value deliverable (the sale and follow-on engagements). To contextualize and further investigate interview insights, Dr. Chicotsky draws on scholarly research and offers digestible lessons that transfer to any field.
Dr. Chicotsky is a co-founder of the TCU Sales Center which offers market-applied sales trainingfor rising professionals. College graduaes of the program average over three job offers and first-year target earning over $86,000. This book was inspired by the life-selling curriculum informed by industry leaders which include a real quota, real revenue, and lifelong lessons.
Sales Millionaires: Industry Tales and Life Lessons from Those Who Made It
238
Sales Millionaires: Industry Tales and Life Lessons from Those Who Made It
238Paperback
Product Details
| ISBN-13: | 9798765777640 |
|---|---|
| Publisher: | Kendall/Hunt Publishing Company |
| Publication date: | 07/31/2023 |
| Pages: | 238 |
| Product dimensions: | 6.00(w) x 9.00(h) x 0.50(d) |