Beth Rogers has established a huge reputation amongst marketers and this book should ensure the business community and students more widely, begin benefit from her insights. As a marketing director myself and someone who started in sales, I have long been frustrated by the attitude towards sales as a profession. Read this book and you will see how Beth understands Sales as a profession in the 21st century. As Neil Rackham states, in the Foreword, one looks for diagrams, graphs and models for a quick test of the quality of the book: Beth has inserted a plethora of quotations, a mass of data and Mr Rackham's test is passed with flying colours.
Unlike sales books of the past, which tend to be quick fix, motivational texts: this is serious, considered and yet fascinating and very practical. Beth's students at Portsmouth Business School studying Masters Degrees in Sales will find it as invaluable as my clients and colleagues, to whom I will recommend it with no hesitation!