Veteran salesman Peter Waldmann is on a routine sales call when he is surprised to find that the new purchasing agent he is calling on is none other than John Stemple, his very best friend from high school, forty years earlier. When John invites him to come on a deer hunt with him in Edgerton, Wisconsin, a place Peter hasn't returned to in forty years, he embarks on a journey To The past that will forever have a lasting effect on his future. In the Deer/Dear Hunt, author Alan M. Oberdeck explores the threads of life that affect everyone. See life through the eyes of a man who committed a stupid, youthful act that left him maimed and cost him the love of his life, Linda Leigh Swensen. When Peter and Linda accidentally meet, he is forced to ask the question, can you ever go back again?
Using the ancient Inuit whale hunt as a metaphor for big sales, Whale Hunting gives you a clear nine-phase model for successfully finding, landing, and harvesting whale-sized sales accounts—the kind of sales that transform your business. Here, you’ll learn how to turn the dangerous endeavor of selling to large companies and big contracts into a strategy for continued success and growth. Stop wasting time with little accounts and start landing monster accounts.
Veteran Salesman Peter Waldmann is on a Routine Sales Call When he is Surprised to find that the new purchasing agent he is calling on is none other than John Stemple, his very best friend from high school, forty years earlier. When John invites him to come on a deer hunt with him in Edgerton, Wisconsin, a place Peter hasn’t returned to in forty years, he embarks on a journey to the past that will have a lasting effect on his future. In The Deer/Dear Hunt, Author Alan M. Oberdeck explores the threads of life that affect everyone. See life through the Eyes of a man who committed a stupid, youthful act that left him maimed and cost him the love of his life, Linda Leigh Swensen. When Peter and Linda meet in the first book of The Deer/Dear Hunt trilogy, he is forced to ask the question, can you ever go back again? In the second book of the trilogy The Vancouver Rendezvous, vacation with Peter and Linda in the great scenic northwest as they learn more and more about each other and try to work out their relationship and answer two important questions: What is this space that separates them? And, more importantly, can they bridge the gulf? In the third book of the trilogy Peter and Linda have each returned home from their two-week vacation. The plan is to meet again prior to this year’s deer hunt. Peter is now trying to do things in the right and proper manner to become part of Linda’s life. But then disaster strikes! Will Linda lose Peter again?
For the past six months, Peter Waldmann has been looking forward to his meeting with Linda Leigh Swanson, the long-lost love of his life, at the Vancouver airport. He has such a grand vacation planned! The day has finally arrived, but when Linda comes out of customs at the airport, Peter senses something is terribly wrong. In the second book of The Deer/Dear Hunt series, author Alan M. Oberdeck follows Peter as he tries to be with Linda on a two-week vacation, while at the same time trying to find out just what is going wrong with the relationship he is trying so hard to establish. Can Peter, a competent salesman, find a way to build up her confidence so she trusts him? Or will Linda decide to leave early and return to Edgerton and the new life she is building there? Vacation with Peter and Linda as they learn more and more about each other and try to work out their relationship and answer two important questions: What is this space that separates them? And, more importantly, can they bridge the gulf?
The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.
This enlarged edition takes into account the changes that have taken place since the first edition was published in 1985 - changes to property law, sales, marketing and the market trends. The book aims to provide the practical information necessary for the attainment of professional success.
