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Stop Sucking At Sales: 15 Secrets to Make You a Better Salesperson Today, by Brian Newman
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Sales can be simpler and more profitable. Take it from this father and son who have more than 55 years of experience as top grossing sales professionals at global organizations in the U.S. and Asia. This expert duo shares 15 secrets about how to sell anything. Their book is packed with real life examples for prospecting, meeting prep, follow-up, contract structuring, and many other practical secrets for sales success. After reading Stop Sucking At Sales you will be able to: · Optimize your sales process no matter what you sell · Make every client interaction “meaningful” · Save time while doubling your sales effectiveness · Increase commissions · Avoid common sales pitfalls Stop Sucking At Sales is an essential read for salespeople new to the profession or experienced hands looking to reinvent themselves as black belts in sales.
- Sales Rank: #2199985 in Books
- Published on: 2015-02-24
- Original language: English
- Number of items: 1
- Dimensions: 8.50" h x .41" w x 5.50" l, .48 pounds
- Binding: Paperback
- 182 pages
About the Author
BRIAN NEWMAN is a certified Executive Coach (ICF) based in Hong Kong. Prior to founding his executive coaching practice, Brian was head of Asia ex-Japan Sales for Asia’s largest executive coaching firm. Before that, he led the Asia sales teams at a Moody’s Corporation subsidiary and at investment banking platform provider, Dealogic. Based in Asia for more than 20 years, Brian is fluent in Japanese and is a lifelong practitioner of the martial arts. STEPHEN NEWMAN has a 30-year career in media and advertising sales and, in 1994, was part of the founding team that launched the American cable television channel, Home and Garden Television (HGTV). As global head of sales, he grew revenue from zero to $180 million over six years at HGTV, making it one of the most profitable independent television channels in the nation.
Most helpful customer reviews
3 of 3 people found the following review helpful.
A ";must read" for any serious salesperson
By tskelton1
Folks keep telling me that in today's world of the internet, video streaming, and Facetime, sales has moved from the "face to face" endeavor that it once was. That may be true for less expensive, less critical, and more incidental products and services, but I still see "real sales" as a meaningful experience where relationships are important and this book speaks to those sales beautifully. Both Brian and Steve have wonderful stories to help relay their points, and it makes this a really fun read, in addition to being incredibly valuable for anyone who makes their career here.
Though most of their points are not new, they certainly deserve to be revisited, and they do this in a very entertaining way that will keep any sales person engaged until the very end. I've made my living in sales for many years, and yet learned from these guys and their tips. I like they way they use a "salesperson's language" and it makes them come across as a couple of guys you'd really enjoy having a beer with (so the prospects probably do too!)
The only negative I can possibly think of is that as a board member of some high tech companies, I plan to give copies of this book to the sales folks in each. I'm going to have to attach a disclaimer to the book, to make sure they don't think I'm criticizing their work to date, ie the title could be misconstrued as my being critical. However, having said that, I think it's such a valuable book that I'm going to stock up and make copies available to all those folks I know who are fortunate enough to make their living the way Brian and Stephen do. Outstanding read!
3 of 3 people found the following review helpful.
A must read for A) entrepreneurs bringing a product/service to market B) corporate sales professionals. A toolkit for success.
By R. Scott Jenkins
Brian and Stephen have not only written a practical and thought provoking book that provides easy-to-action take-aways that will have you thinking about sales in a whole new and exciting way, they've done it in a wildly entertaining manner.
This is the first book I've read that takes what can seem like a nebulous subject - sales - and breaks it down into strategic and tactical components that are, above all, pragmatic. It walks you though how to make sure you have the correct mindset, preparation, client interaction and follow-up to truly excel at sales.
Whether you are an entrepreneur taking a product or service to market, or sales manager at a Fortune 500 firm, this should be a book you read.
2 of 2 people found the following review helpful.
I expected it to be useful, I didn't expect it to be so entertaining and transform the way I think about business.
By stephen curtis
The most definitive and transformative book on sales and business I've read. Brian and Stephen take you on a journey through thoroughly enjoyable stories about their adventures in sales. But every step of the way the book rewards on three levels. The first are actionable steps you can take right away. The second is a philosophical perspective to change the way you think about sales and business. The third is through real stories and entertaining parables to exemplify the techniques.
I just finished a book on Marissa Mayer. I am in the middle of The LEAN Startup. How to Make Friends and Influence People, The Greatest Salesman in the World, 7 Habits of Highly Effective People and the 4 Hour Work Week are among my favorite reads. This book is the perfect compliment to all those books and more. It covers a glossed over aspect of business that sales professionals and executives really only rarely explore at this level. Not just recommended for sales, but anyone that wants to start, manage or run a major company some day.
I highly recommend this book. I am on my third read. I can't wait for it to take off, and to be able to say that I was one of the first that read it!
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