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Title: Selling To the VP of No Paperback – 30 Jun 2003

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Product details

  • Paperback: 70 pages
  • Publisher: XPLANE Corp. (30 Jun. 2003)
  • ISBN-10: 097427030X
  • ISBN-13: 978-0974270302
  • Product Dimensions: 21.3 x 13.7 x 0.8 cm
  • Average Customer Review: 5.0 out of 5 stars  See all reviews (1 customer review)
  • Amazon Bestsellers Rank: 1,501,430 in Books (See Top 100 in Books)

More About the Author

Dave Gray is the Founder of XPLANE, the visual thinking company. Founded in 1993, XPLANE has grown to be the world's leading consulting and design firm focused on information-driven communications. Dave's time is spent researching and writing on visual business, as well as speaking, coaching and delivering workshops to educators, corporate clients and the public. He is also a founding member of VizThink, an international community of Visual Thinkers, and a partner at the Dachis Group, a social business consultancy.

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Most Helpful Customer Reviews

Format: Kindle Edition Verified Purchase
This is a great little book. A fun read and very practical in its approach. It cuts through so much of the padding in sales books.
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Most Helpful Customer Reviews on (beta) 13 reviews
5 of 6 people found the following review helpful
Good summary of Saes principles applied to Marketing 10 Mar. 2007
By Gerardo - Published on
Format: Paperback Verified Purchase
Don't get me wrong, this is a good book. The problem is that I had high expectations based on the work from Dave gray, as founder of Xplanations. I am a big believer in the need for simplicity in marketing (and sales). Dave is a genius in conveying complex messages in a simple and visual way as you may have seen on his illustrations on Business 2.0 Magazine.

However this book ("booklet" is more appropriate, it's a 30 minute read), talks about the sales process from the perspective of the customer and how to handle objections. Lots of good points, nothing revolutionary, especially if you have a few years of experience under your belt.

Still, worth your 30 minute investment as a refresher. But I was hoping for something really powerful from Dave. Maybe next time?
3 of 3 people found the following review helpful
VP of No Review 29 Sept. 2003
By daniel - Published on
Format: Paperback
I have a small business and I'm always looking for new ways to communicate with my employees without seeming like I'm lecturing. I bought this book and everyone in the company read it and talked about it. It is simple and easy to read and very, very insightful. I think it would be especially helpful for those new to the selling world.
2 of 2 people found the following review helpful
A picture is worth a thousand words 9 Dec. 2003
By Dr. Christophe Morin - Published on
Format: Paperback
The speed of business has increased. The rate of change continues to accelerate. That is why Dave Gray's book is so fundamental. By using "smart" visuals, it quickly conveys the meaning of core business concepts such as value proposition, positioning, competition and more. This is a must in your collection. Chances are it is the only one you will find yourself going back to... for fun.
1 of 1 people found the following review helpful
I find most business books intimidating... 20 Sept. 2003
By A Customer - Published on
Format: Paperback
... but this one is easy to read. I consider myself a slow reader but I read this one in less than an hour. This book will be valuable to the beginner, but also has plenty of information that will help the seasoned professional.
You would have to read ten traditional business books, and spend hundreds of hours, to learn the same things you can get in 45 minutes by reading the VP of NO. It has my highest recommendation.
1 of 1 people found the following review helpful
A Gem for everyone 1 Oct. 2003
By Professor and Technology Consultant - Published on
Format: Paperback
Everyone is selling something (his/her self,a product,an idea etc.)
In this brief "How to" book David Gray,who has built a multimillion dollar business based upon explaining concepts to Fortune 500 companies, explains his selling technique to the reader.
This small book carries the reader, step-by-step (with check lists), through the selling process.It should be in everone's brief case.
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