Meh. That’s all I can say about this book.
Maybe it’s because I’ve been in software sales for almost ten years, not sure. It seemed really basic. A blog post forced into a book perhaps. Maybe it show how good this author is good at sales, he sold me this book by the title!
Maybe I wasn’t in the right head space for a sales process book. It does have a few good points about structure and metrics that are important. I do agree with his belief that sales call activity is almost useless to track. His idea around creating multiple small teams with ‘CEO’s was interesting.
Perhaps I’ll use this is I ever start my own team or need a refresh but can’t recommend. Seemed a little dated.