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A confirmation of my views of sales as a career
on 13 October 2013
I read this book in one sitting. As someone who has migrated into being responsible for a sales target after a substantial stint in delivery/operations/customer-service roles, I liked the substantive introduction to the life, philosophy and practice of sales. I now look at my role differently. The comparison to day-to-day facts of personal life, different perspectives of successful and unsuccessful sales people and the common elements in the successful one's were particularly useful. My experience tallies with views in the book that a philosophy of genuine honest partnering my customer to play a doubles match with his customers, putting in the hours to create leads, manage the funnel and continously learn/improve the proposition to adding value is fundamentally right in maximising success. It assured me that fancy appearances, salesy talk, pushy behaviour are less important than listening, observing, sensing, adjusting to customers. The book has directly and indirectly pointed out some high level risks and dangers to avoid failure which are also very useful. I was not expecting to find any silver bullets and hence was not dissapointed to find any. My next task is to re-read my Miller Heimann books and continue the sales journey with renewed vigor.I strongly recommend this book to every thinking person getting into a sales career and open to directly confronting his/her stereotypes about sales.