| About the book |
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New Economy Selling outlines some of the most important ideas today on how to successfully market and sell technology solutions from simple desktop applications to complex, hosted enterprise applications.
The ideas and strategies in this book are field tested and they work.
Most technology companies today don't have a solid understanding of how to implement and manage sales strategy. Worse, they neglect to support the very sales people who are expected to execute those sales plans!
Too many technology companies fail to supply the most important tools of all: the HOW of selling. There's just too much telling sales people WHAT to do and not enough HOW to do it. I want to show you how I do it today and how I’ve done it in the past.
These are the strategies that I personally used to develop a million dollar sales career.
New Economy Selling will show you:
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- How to have a conversation that takes only 5 to 15 minutes with any decision makers that will motivate them to buy from you (and learn when to swiftly and conclusively disqualify prospects that will never buy)
- Why even if you are on the payroll, you really work for yourself
- How the process of selling has changed from persuading and objection handling to motivating people
- How internet marketing has changed and what companies of ANY size must be doing on the web to support sales
- Why you should be a technology sales person
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- How to choose the right company to work for (and when to leave the one you're at!)
- How to develop profitable relationships (and why cold calling is the total waste of time)
- How to get into the big leagues (and big pay checks) quickly, right from where you are today (I’ll even recommend a few companies you should apply to if you’re getting started – some people who have read this book are already working at one of them and doing very well!)
- Where and how to get the number one skill (for free) that will take you further in this business than anything else
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- My proven thoughts on crushing the competition (even if you sell a "commodity" offering with TONS of competitors)
- How to present a REAL value proposition (hint: it's no longer about "Return on Investment" anymore)
- How to effectively fill your pipeline in less time (did I mention that it DOES NOT involve cold calling?)
- What is the most important thing you can do OUT of the office to improve your effectiveness when IN the office
- Why traditional roles of sales and marketing are no longer individual business units and have merged into ONE business unit.
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| BONUS! |
Included in the book are the ten resources you must have and be familiar with if you want to do VERY well. I'll even recommend one company that might hire and train you, even if you don’t have any sales experience!
DOUBLE BONUS!
I have expanded and updated the book to include new content from some of the best in the business. This is like having a round table of experts right in the room with you!
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The MEDIAN income right now for technology sales people is $82,000 per year. Many people are earning six figures or more and having a blast doing it. There's no reason it can't be you! Everything that I’ve learned in this business can be taught and I want to teach it to you.
These are strategies and tools that many people don’t want me to share because they are so simple and so effective.
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>> Order New Economy Selling Now! |
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PRAISE FOR NEW ECONOMY SELLING:
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| "You have helped us further refine sales process and management strategy. Your input is always dynamic, timely and practical. It has been a pleasure working with you. We look forward to continuing our business relationship in the future." |
-Lise Reddick
Marketlinc |
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| "Your book is well thought out and provided a strong background to begin marketing to prospective clients in addition to increasing return on existing customers." |
-Bernie Hogely
DTM Systems |
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| "Your sales experience gave you a perspective that few have. The expression, "those who can, 'do' - those who can't, 'teach'" certainly did not apply to you." |
-Ward Irvin
Strategic IT |
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| "Brooks is a polished professional who has the experience, success and command of his material to keep people engaged. I would say that instruction at this level of competence is uncommon." |
-Phil McRell
Information Builders |
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| "Brooks is a consummate sales professional. You will not find a more knowledgeable, passionate, and committed person to make a positive impact on the way that your sales teams approach the task of selling" |
| -Jim Hays, CEO, President, and Principal Instigator, The ASPIRE! Group, LLC |
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| “Selling is a black art to most people. Brooks has succeeded time and time again because he knows selling is a science, for those who take the time to study and become a master" |
-Steve Kraner, Owner,
Sandler Sales Institute |
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| "Brooks has a great understanding of sales cycles, providing customer insights, a clear solution and a demonstrated ability to foster rapport with the client. He gets the process and the human side of the art of sales. Smart guy!” |
-James Hanusa,
Account Executive, SAP |
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| “Brooks is an innovator, and his passion for sales and sales processes is captivating which has an inspiring and motivating effect on everyone who crosses his path" |
-Bonnie Hollingshead,
Implementation Consultant,
QHR Software |
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| “Brooks delivers business sense and foresight. I would be pleased to work with Brooks anytime.” |
-Kerry Cousins,
Implementations Manager,
Optimed Software Corporation |
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