Description
Book SynopsisTrade ReviewI read the first six chapters of Rainmakers, Closers & Other Sales Myths and found the book hard to put down. The remaining chapters are just as compelling in providing a template to move away from mythology to a proven process to improve sales performance. I predict that this book will make Dr. Tilden a wealthy man?.soonnnn -- Ed LeBreton, CEO, The Lancaster Group, LLC
I love this book! That's the first thing I said to Arnie (aka Dr. Arnold Tilden) after I read Rainmakers, Closers & Other Sales Myths. This isn't a text that you passively read while privately wondering what it has to do with you or your company's sales performance. Instead, the reader is challenged to complete a Scorecard at the conclusion of the opening chapters to help you determine if you are in the grip of the Rainmakers, Closers, Schmooze or the Field of Dreams myths. The subsequent sections, detailing the Strategy, Structure and People system, each have a Scorecard as well. The valedictory chapter, Plan of Action, summarizes each of the scorecards and culminates in action steps to improve sales performance. There is nogetting around concrete and practicial steps for which the return on investment is unimaginable. Here's what else I said to Arnie when I called him after reading Rainmakers, Closers and Other Sales Myths: I couldn't put it down. I love the way it balances great content with entertaining stories. It is just great stuff! -- Steven Wiley, CEO, The Wiley Group, Gettysburg, PA
This is a great new book, one of the best I have read yet on sales and sales leadership. I took it along as airplane reading and found it was hard to put down. It's a quick read as I found the examples of the myths Tilden writes very relevant. I've recommended to sales leaders and organizations serious about improving sales performance. -- Pat Cataldo, Penn State University
Dr. Tilden has compiled a real-world handbook for building a better sales team. The questions at the end of each chapter serve as a litmus test of your organization's sales approach. We've adopted his successful selling to type method in our firm and the results have been outstanding. Any manager who wants to do some honest, critical self-examination of their sales process should read this bookkkk -- Scott A. Heintzelman, CPA, CMA, CFE, Partner, McKonly & Asbury, LLP
Dr. Tilden has compiled a real-world handbook for building a better sales team. The questions at the end of each chapter serve as a litmus test of your organization's sales approach. We've adopted his "successful selling to type" method in our firm and the results have been outstanding. Any manager who wants to do some honest, critical self-examination of their sales process should read this book -- Scott A. Heintzelman, CPA, CMA, CFE, Partner, McKonly & Asbury, LLP
I read the first six chapters of Rainmakers, Closers & Other Sales Myths and found the book hard to put down. The remaining chapters are just as compelling in providing a template to move away from mythology to a proven process to improve sales performance. I predict that this book will make Dr. Tilden a wealthy man….soon -- Ed LeBreton, CEO, The Lancaster Group, LLC
I love this book! That's the first thing I said to Arnie (aka Dr. Arnold Tilden) after I read Rainmakers, Closers & Other Sales Myths. This isn't a text that you passively read while privately wondering what it has to do with you or your company's sales performance. Instead, the reader is challenged to complete a Scorecard at the conclusion of the opening chapters to help you determine if you are in the grip of the Rainmakers, Closers, Schmooze or the Field of Dreams myths. The subsequent sections, detailing the Strategy, Structure and People system, each have a Scorecard as well. The valedictory chapter, Plan of Action, summarizes each of the scorecards and culminates in action steps to improve sales performance. There is no getting around concrete and practicial steps for which the return on investment is unimaginable. Here's what else I said to Arnie when I called him after reading Rainmakers, Closers and Other Sales Myths: I couldn't put it down. I love the way it balances great content with entertaining stories. It is just great stuff! -- Steven Wiley, CEO, The Wiley Group, Gettysburg, PA
Table of ContentsPart 1 Debunking the Mythology of Selling Chapter 2 Mythology & Selling Chapter 3 Rainmakers Chapter 4 Closers Chapter 5 Schmooze Chapter 6 Field of Dreams Chapter 7 An Integrated System Not Myth Part 8 Strategy Chapter 9 Wage War—Win Business Chapter 10 What Strategy Is & Isn't Chapter 11 Three Ways to Create Value: Three Types of Sales Chapter 12 Process Driven Selling Part 13 Structure Chapter 14 Formal Structure Chapter 15 Informal Structure Part 16 People Chapter 17 Recruit for Talent Chapter 18 The Recruiting Pipeline Chapter 19 Train for Skills Part 20 A New Myth and Plan of Action Chapter 21 The Modern Myth: Automation Chapter 22 Plan of Action Part 23 References Part 24 Index
