Question: Who Is the Intended Audience?
Answer: The book was written for sales professionals, sales VP’s, business owners, entrepreneurs, sales managers, professionals in service firms and anyone who sells for a living.
Q: What is the book about?
A: This book is about what it takes to be successful in sales. It is a description of the skills personal attributes that are necessary to make it, and the weaknesses that hold us back. The book takes rookies and veteran salespeople on a road of self-discovery. Readers will learn what skills are required to succeed, and why developing the skill is not enough to guarantee success. In simple, easy to understand terms they will learn the connection between what is in their mind and how much money ends up in their pocket.
Q: Why are you the best person to write this book?
A: We are sales development experts. Our company, Caramanico Maguire Associates, has evaluated and trained hundreds of companies and thousands of sales people over the last 23 years in virtually every major category. This with over 50 years of combined sales experience and academic backgrounds in psychology, business, and technology gives us a unique perspective on what makes salespeople successful.
Q: How is this book different from other books on the topic?
A: This book addresses not only the intellectual skills required for success but much more importantly the hidden weaknesses that prevent salespeople from executing what they know. This is not your typical “how to” book. Where other books simply tell you what to do, this one identifies what keeps you from doing it and shows you how to overcome the weaknesses that frustrate most salespeople. For salespeople his book answers the question “why am I not more successful, I study hard, I work hard, I know my product inside and out…” For managers and owners it answers the question “Do I have the right people to take me to the next level?”
Q: Is there anything else we should know about this book?
A: It is an easy read containing simple yet powerful ideas on how to improve. Every idea is non-academic, field tested, and includes real world examples.