A series of firsthand accounts describing various facets of the sales world.
Ingram (Making Rain with Events, 2014), the host of the Sales Success Stories Podcast, collects dozens of personal accounts from sales managers, agents, and executives describing key moments and memories from their sales experiences. Along the way, the storytellers provide tips on such things as building relationships with clients and achieving the right mindset for a particular sales job. The author shows a keen knack for editorial balance, as the tales flow naturally from one teller to the next. Professionals tell of clients with operations in total chaos and of salespeople who put up brick walls to learning new sales approaches, among others. The tone varies throughout, but a low-key sarcasm runs through most entries; “If you don’t believe it, neither will your customer. I believe Yoda said that,” quips Dayna Leaman, for example, who leads account manager training at publishing company John Wiley & Sons. Several stories move easily from humor to a more personal register, as when consultant Trong Nguyen writes about building a great relationship with a new client in “I’m 6’4” and Devilishly Handsome” or business-sales professional Jelle den Dunnen reminds readers of the human cost of the sales profession: “People mostly remember how loud we are when we win a deal, but they often forget that we take a whole lot of beating along the way.” The skill of Ingram’s organizational approach is also evident in how seldom the tips and principles contradict one another; all these professionals seem to have learned variations on the same bits of wisdom and strategy over the courses of very different careers. It all results in a remarkable advice manual that also offers a portrait of a profession—with a refrain of “fortune favors the bold.”
An invaluable collection of sales veterans’ wisdom.