What makes this book so special is that it covers all key elements of sales, from cold calling to closing and follow-up. In particular, the scripted approach to making calls, and the process and procedures that encompass how to overcome objections, probe and listen, reenergize stalls and close and follow-up are critical success factors to any sales cycle. I especially liked the script outlines, which helped our sales team overcome major sources of anxiety, as well as provide a straightforward approach to making the first contact and further penetrating target accounts.
If you are in sales, regardless of your experience, you'll find something of value in this outstanding book. If you're new to sales this book can serve as your compass and skill building resource. If you're a sales manager, this book will get your new sales professionals quickly up-to-speed with proven techniques.
For those who are sell professional services, I also recommend "Building Professional Services" by Thomas E. Lah, Steve O'Connor and Mitchel Peterson. That book provides strategy and process that dovetails nicely with this book's skills and techniques.