TRADITIONAL SALES TRAINING WILL NOT CLOSE THE WHALES

Closing the whales or achieving sales success in long, complex, but large opportunities requires a different approach to sales training.  To be sure, traditional sales training is the first step in the necessary skill set for winning the bigger opportunities.  Sales training, focused on value, has been in vogue for the past decade.  Solid concept!  The concept, like its first cousin, consultative selling, is a critical early step in the process of winning long, complex but very large sales campaigns.

I was fortunate to spend twelve years with IBM, four as a salesperson. I enjoyed being involved in sales training as a District Sales Instructor after a few years as a Field Sales Manager.  While IBM’s sales training, historically, was outstanding, today’s sales training must address a shifting paradigm: A new paradigm of bigger, more complex and certainly longer sales campaigns.

I wrote the book, Closing the Whales, because I learned the hard way that success in large, complex opportunities requires an important next step in sales training.  The next step, with any real focus, is not available in books or in any of the commercially available sales training courses with which I am familiar.

In the sales training seminars I have conducted around the world over the past fifteen years, what is abundantly clear to me is that a vacuum in sales training exists: How to manage long, complex, very large opportunities.

Closing the Whales is a book that embraces traditional consultative selling and value selling, sales training but much, much more!  This book is more than a sales training handbook!  It is truly the first book of its kind that represents the “anatomy of large, complex, long sales campaigns!”

With this book in hand as a campaign map, a salesperson or sales manager need not worry about whether some important phase or some critical event has been forgotten in their sales training.

Want to know more about new trends in sales training? Get your copy of Closing the Whales today!