IT TAKES ADVANCED SALES EFFECTIVENESS TO CLOSE THE WHALES

Advanced sales effectiveness is more than an additional chapter to traditional sales training books.  In fact, advanced sales effectiveness, as a subject of sales management focus, warrants an entire book!  To my knowledge, my book, Closing the Whales, is the first book that addresses large opportunity, but complex, long sales campaigns and sales effectiveness.  As such, this book, in defining advanced sales effectiveness, transcends the basics of sales tactics and sales techniques.  Inside the cover of the book, salespeople will discover that advanced sales effectiveness is all about having a clear vision of the complete sales campaign from the opening bell!

Closing the whales is a much longer journey to sales effectiveness than most inexperienced salespeople expect.  What is a surprise to them are the number of stops, the events of the sales campaign, and, consequently, the length of the cycle.  When salespeople are forced to execute unexpected events, sales effectiveness will fail to meet expectations!  Major opportunities will be lost!  It is safe to say that the losers in big opportunities operate in a reactive mode two-thirds of the time!  That is not advanced sales effectiveness!  Instead, it is a sure formula for losing!

This book is a map of the journey of very long sales cycles, cycles that go hand in hand with major opportunities and increased sales effectiveness.  The book details how a sales team can easily improve its sales effectiveness by being able to see all the likely stops or events they will encounter in a major opportunity.  The stops are clearly illuminated!  The winners will anticipate and recognize those critical stops.  The losers, unaware of advanced sales effectiveness concepts, will drive their campaign as though they were in a blinding rainstorm!  Count on it!

Want to know more about closing sales in longer complex sales campaigns and increasing sales effectiveness? Get your copy of Closing the Whales today!