Book description
FROM THE CREATORS OF SPIN SELLING—TRIED-AND-TRUE STRATEGIES TO ARM YOU IN THE WAR FOR SALES SUPREMACY
"I distinctly remember my first VP talking about 'campaigns' and 'targets.' Indeed, successful salespeople have made learning from military tactics an important aspect of their careers. In this engaging read chock-full of practical and richly illustrated examples, John Golden provides strategies that are sure to increase even the most seasoned sales pros' success rates. It's a completely new take on sales education with powerful lessons you'll use to win your own sales battles." -- David Meerman Scott, bestselling author of The New Rules of Marketing and PR
"There’s no doubt salespeople will profit from the book’s focus on besting one's opponent in a battleground much changed by the information explosion of the Internet." -- William Dermody, World/Military Affairs Editor, USA Today
"An innovative and very insightful perspective on what it really takes to win." -- Dave Stein, CEO and founder, ES Research Group, Inc.
"Great sales lessons presented in a really unique and interesting format . . . I recommend it for sales people starting out in the field as well as seasoned pros. -- Chuck Lennon, President, TeamLogic
"A good military strategist is, after all, a salesman, which leads me to believe that a good salesman would make a good military strategist. The author has done an excellent job of showing how those two different communities are in fact very similar." -- Brigadier General Julie A. Bentz, PhDTM
Table of contents
- Cover Page
- Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories
- Copyright Page
- Dedication
- Contents
- Introduction
- Chapter Layout
-
Part 1: The Sales Call
- Chapter 1: Battle of Magdala—British Abyssinian Campaign General Napier versus Emperor Tewodros II (1868)
- Chapter 2: The Naked Duel Humphrey Howarth versus the Earl of Barrymore (1806)
- Chapter 3: Battle of Trafalgar—Napoleonic Wars British Royal Navy versus the French and Spanish Fleets (1805)
- Chapter 4: Quintus Fabius Maximus versus Hannibal Second Punic War (218–201 BC)
- Chapter 5: Mutiny on the Bounty Captain Bligh versus Master’s Mate Christian Fletcher and the Mutineers (1789)
- Chapter 6: Battle of the Crater—Siege of Petersburg U.S. Civil War (1864)
- Chapter 7: Battle of Clontarf Brian Boru versus the Vikings (1014)
- Chapter 8: Battle of New Orleans—War of 1812 Andrew Jackson versus the British (1815)
- Chapter 9: Battle of Isandlwana: Anglo-Zulu War British versus the Zulus (1879)
- Chapter 10: Gunfight (Near) the OK Corral Wyatt Earp et al. versus the Cowboys (1881)
- Chapter 11: Pickett’s Charge—Battle of Gettysburg U.S. Civil War (1863)
-
Part 2: Account Strategy
- Chapter 12: Great Swamp Fight—King Philip’s War New England Colonies versus Narragansett Tribe (1675)
- Chapter 13: Battle of Aughrim—Williamite War William III versus the Jacobites (1691)
- Chapter 14: Battle of Megiddo Thutmose III versus the Canaanites (ca. 1457 BC)
- Chapter 15: Charge of the Light Brigade—Crimean War British versus the Russians (1854)
- Chapter 16: Battle of Carrhae Romans versus the Parthians (53 BC)
- Chapter 17: Defense of Little Round Top—Battle of Gettysburg U.S. Civil War (1863)
- Chapter 18: Battle of Crécy—Hundred Years War English versus the French (1346)
- Chapter 19: Battle of the Ice Alexander Nevsky versus the Teutonic Knights (1242)
- Chapter 20: Battle of Sudomer—Hussite Wars General Zisca versus Emperor Sigismund (1420)
- Chapter 21: Samurai Battle of Nagashino Katsuyori versus Ieyasu and Nobunaga (1575)
- Chapter 22: Battle of Kircholm Winged Hussars versus the Swedish Army (1605)
- Chapter 23: The Whiskey Rebellion Henry “Light-Horse Harry” Lee versus the Pennsylvania Farmers (1794)
-
Part 3: Sales Management
- Chapter 24: David and Goliath Israelites versus the Philistines (1024 BC)
- Chapter 25: Battle of Châlons—Hunnic Invasions of Gaul Romans versus Attila (451)
- Chapter 26: The Siege of Hara Castle The Shimabara Rebellion (1638)
- Chapter 27: Napoleon’s March on Moscow The Grand Army versus the Russians (1812)
- Chapter 28: Pyrrhus of Epirus Campaign Against the Romans (280–279 BC)
- Chapter 29: Battle of Gravelines The British Royal Navy versus The Spanish Armada (1588)
- Latin Quotes
- Index
Product information
- Title: Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories
- Author(s):
- Release date: August 2012
- Publisher(s): McGraw-Hill
- ISBN: 9780071792004
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