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Excerpts of Advance Praise for Lean Selling
“Lean Selling is the most important sales management book of the last 25 years. It shows us why 90% of today’s sales processes are broken. This book will change forever the way you sell and manage.”
Al Davidson President, Strategic Sales & Marketing, Inc.
“Most sales leaders struggle to get their entire sales team to perform at the level of their ‘A-Players.’ Too many sales books focus on trying to change a salesperson’s behavior to achieve this. Robert Pryor’s book focuses on defining a sales process to yield consistent sales results for your company’s product or solution. Lean Selling provides the tools you require to define then refine your sales process as market and competitive conditions change. The end result is achieving both predictable sales and customer satisfaction.”
Craig Jack Former Managing Client Partner, Verizon Enterprise Solutions
Former Managing Director, KPMG Consulting
“Robert Pryor has written a book on a subject already covered by tons of books over the years but managed to give it a twist that makes it very engaging and relevant. The book is well written, insightful, and timely; the emergence of internet commerce has had a profound impact on the sales profession as we know it.”
Ake Persson Retired CEO, Ericsson Wireless Communications, Inc.
“Lean Selling, by Robert Pryor, really woke me up to how complacent some of us are about our sales processes, and how that complacency connects directly to those sub-optimal results. It’s a ‘must read.’ ”
J. Jeffrey Campbell Brinker Executive in Residence and Director, Master of Science Program,
San Diego State University School of Hospitality & Tourism
Former Chairman and CEO, Burger King Corporation
“Lean Selling? I love it. I’ve been using lean principles with my inside sales organization for a year now to improve customer fit and the buyer experience. The result has been astronomical growth in sales for my company.
Kevin Gaither Vice president of Inside Sales, ZipRecruiter, Inc.
President, Los Angeles Chapter of the American
Association of Inside Sales Professionals
Complete quotations start on page 1 of this book.
"- Sales Rank: #494864 in eBooks
- Published on: 2015-02-17
- Released on: 2015-02-17
- Format: Kindle eBook
About the Author
Robert Pryor received his B.A. degree in psychology from the State University of New York at Stony Brook and his M.B.A. from Northeastern University, where he graduated at the top of his class with a concentration in strategy and finance. Robert has been a sales, marketing, and general management executive in the computer and information technology industries for over 30 years. He was one of the early entrants into the commercial Internet industry, advising CEOs of software companies on the potential impact the emerging Internet could have on their product plans and business models. This narrow focus led to opportunities to become a multi-time CEO in the Internet space, and to be personally involved in the development, management, successful launch, and market adoption of the world's first Web video product, and one of the world's first large Web applications, named TeamCenter, that enabled collaboration among members of geographically distributed project teams.
Most helpful customer reviews
0 of 0 people found the following review helpful.
A Must Read for Executive Teams Trying to Improve Sales Productivity
By H. haugland
A Must Read for Executive Teams Trying to Improve Sales Productivity
Most executive leadership teams involved in big ticket B2B selling find achieving new account acquisition sales productivity improvement to be nearly impossible. Many are baffled about what to do about the webification of their prospects. Robert Pryor presents an articulate, logical and compelling discussion of a straightforward process that will yield significant improvement in sales productivity. If you have substantial sales and sales management experience you will immediately recognize the value of applying Lean philosophies to selling. I have been selling and managing sales for over 5 decades. Our company helps clients such as IBM and Nuance drive sales productivity. I have read dozens and dozens of books on sales and managing the process. Nothing resonates like Lean Selling. This book is a game changer.
0 of 0 people found the following review helpful.
I really like what Mr
By James Niblick
I really like what Mr. Pryor has done here! I felt kinda dumb when I first read it, thinking "How in the world has someone not applied the value of Lean thinking to the Sales process yet?" Well, this book fills that gap. The genius behind the content in it's pages is that it takes an incredibly well known - and proven concept and deftly applies it to an area of business that desperately needs it. Many sales books focus on technique, steps, yada, yada. They fail, however, to help to truly create a system that incorporates the entire organization, the sales people and the customer - in one cohesive and holistic systematized model. Lean Selling showed me how to do that with my organization, and I'm exceptionally glad I bought it!
0 of 0 people found the following review helpful.
Great book for CEO's, COO's, and Sales Leaders looking to transform their sales process
By Marketing Girl
Lean Selling presents a fresh take on transforming the sales process to give buyers what they really want. Don't read this book if you want a "quick fix" for sales. This is a serious read that presents deep concepts, such as Value Stream Mapping, that stem from Lean Thinking for those who are willing to take a step back and look at their sales process from front to back. Some of the sections will take a second or third read through. This book is for you if you loved the principles in Lean Startup and / or work in a company that is applying Lean to their service, development, or manufacturing process. Be ready to have your traditional sales thinking turned on its head by Lean Selling.
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