I had no sales training, I came from a customer service then marketing background and found myself transitioning naturally into account management. All was going well but I still wasn't a sales person, I was being reactive, managing my accounts, their requirements, the opportunities they gave me, the sales support. When we entered recession, I could not achieve my targets no matter how hard I worked. I only had to read the first two chapters of this book and things turned around dramatically! For the first time, I was thinking like a sales person, I was pro-active, I turned around my thinking and strategies 180 degrees. Instead of taking up the opportunity offered, I looked at what I needed to achieve, who was going to do it for me, with which products at what price and now I systematically achieve my targets and then some. Going through the whole book taught me more techniques and different approaches. Amazing.