By John Golden
Publication Date: September 14, 2012
Book category Adult Non-Fiction
Original list price $26.00
Pages: 240 pages
Subjects: Business, Economics, Selling, Marketing, History, Case Studies, Sales Management, Training
Arlington, Va. – September 14, 2012 – John Golden’s new book, “Winning the Battle for Sales,” is a breakthrough guide that extracts lessons from significant, yet colorful, episodes of military history and applies them to the battle that companies wage daily: how to sell more of their products and services. Organized into three parts – the Sales Call, Account Strategy, and Sales Management – the book is a how-to manual to best practices in successful selling.
“Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories,” by McGraw-Hill, deconstructs battles from ancient Egypt to the American West to explore effective preparation, the buying cycle and analyzing vulnerability. SPIN Selling® – the technique taught by Virginia-based sales performance improvement organization Huthwaite, where Golden is CEO and President – is covered in the chapter that pits Quintus Fabius Maximus against Hannibal in the Second Punic War.
“Military history has been a vital force in shaping selling techniques,”
Why military history? Despite the proliferation of technology and programs that allow a sales rep to look up information almost anywhere, some strategies and tactics are to be learned, not referenced.
There’s no way to look up the best tactic to use to close a deal when the critical moment has arrived. Golden recognizes this challenge, and he writes about war to address it. Humans remember by association, Golden writes, by mentally linking concepts to images and stories. By connecting proven techniques to close sales with vivid historical anecdotes, rather than burying the knowledge under business jargon, he not only conveys information, he conveys it in a way that will make readers remember it when they need it most.
“Whether you’re a history buff of just enjoy learning, “Winning the Battle for Sales” distills the most valuable sales tactics, based on history's greatest military victories and blunders, into simple, memorable strategies that can be applied to real-world sales challenges,”
So as Golden writes in the book’s introduction, the “next time you are faced with a selling situation that requires a particular skill or tactic to be successful, you will find a Welsh longbowman, a Roman legionnaire or indeed Atilla the Hun coming to your aid.”
For more information about “Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories,” visit INSERT LINK.
About the Author:
John Golden joined Huthwaite as CEO and president in August 2008. John’s track record as a proven leader combined with extensive experience in the learning industry provides the foundation for his strategic vision of success for Huthwaite. Since joining he has been responsible for successfully rebranding the organization as well as redefining its value proposition and go-to-market strategy. He has also introduced new and innovative technology-enabled tools and capabilities to complement core offerings.
Prior to his work with Huthwaite, John served as the senior vice president of Education and Business Development at the Mortgage Bankers Association. Golden joined MBA from Learning Sciences International, a startup company providing professional development products for K–12 educators, where he was vice president of the educational services division and responsible for defining and executing the go-to-market strategy. Before that, Golden was vice president of products and programs and a member of the senior executive team at New Horizons CLC, the world’s largest independent IT training company, where he managed a $32 million business unit responsible for sourcing, building and providing products and services to franchise locations in more than 50 countries.
Golden started his career in the learning industry at SmartForce (formerly CBT Systems) in Dublin, Ireland before moving to the corporate HQ in Silicon Valley, California where he was responsible for developing and bringing to market key strategic initiatives including the launch of the first fully integrated online learning platform. John received his undergraduate degree from Trinity College in Dublin, Ireland and his Master of Arts from Dublin City University, also in Dublin, Ireland.
Huthwaite is the world’s leading sales performance improvement organization. Founded on scientifically validated behavioral research, their methodologies—
About The McGraw-Hill Companies:
McGraw-Hill announced on September 12, 2011, its intention to separate into two companies: McGraw-Hill Financial, a leading provider of content and analytics to global financial markets, and McGraw-Hill Education, a leading education company focused on digital learning and education services worldwide. McGraw-Hill Financial's leading brands include Standard & Poor's Ratings Services, S&P Capital IQ, S&P Dow Jones Indices, Platts energy information services and J.D. Power and Associates. With sales of $6.2 billion in 2011, the Corporation has approximately 23,000 employees across more than 280 offices in 40 countries.
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Huthwaite Website: http://www.huthwaite.com
Huthwaite Center for Research: http://www.Huthwaiteresearch.com
Huthwaite LinkedIn: http://www.linkedin.com/
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