The four secrets that you are about to experience in this book have provided extraordinary results for me and for thousands of others. I discovered these secrets by combining years of researching hundreds of the greatest salespeople in the world, my experience starting and building three sales driven technology companies, and my own forty years of successful selling. I promise you that these four secrets are easy to understand, and if you make the effort to master them, you will achieve a level of success in your sales career that you had only dreamed about.
What I have seen over the years, is that most CEOs, business owners, and sales executives are unwilling to risk any substantial investment in sales training. They have been let down by the promise of sales training. Every year someone shows up with the new secret sauce. And every year these training investments fail to provide a sustainable return. The instructors lack empathy, there is too much rah-rah, they don't know the industry, and the training content is often riddled with techniques. And the classroom role play is seldom experiential in design or truly representative of the field. But I'm telling you folks, it doesn't have to be this way. This book will address these issues, define the training needed, and provide you with comprehensive tools to build your sales team and achieve an extraordinary return on investment.
Mike Kerrison is an entrepreneur, author, speaker, and sales trainer. His popular first book, Landing On Your Feet, was published in 2003. After graduating from Ohio University, he started his career as a salesman with IBM. His first year on quota, he was awarded Rookie of the Year out of 2,000 new sales reps, and over five years, he received five 100 Percent Clubs, three Golden Circles, and led the nation in new accounts. In 1980 he founded his first company, Computer Options, Incorporated, which in 1985 was ranked 149th on INC Magazine's list of the nation's fastest growing companies, reaching $26 million in sales in its first five years. The company reached $65 million before being sold in 1998. He successfully launched two other high-tech companies, Maintenance Innovators in 1986 and North Central Consulting in 1993. Both reached multi-million-dollar levels and were eventually sold to large international public firms. In 1997 North Central Consulting was ranked as the second fastest growing company in the state of Minnesota. Today Mike is the founder and CEO of Mike K