‘The Salesperson’s Secret Code’ is based on interviews and analysis (qualitative and quantitative) of 1000 of the world's leading salespeople, across a mix of industries, cultures and context. The authors present the most rigorous evaluation of how salespeople behave and how they are driven.
The objective was to write a book that is easy to read, engaging and thought provoking, but which is also backed up with rigorous research. In other words, not what experience ‘tells’ us but what we observe as we learn how salespeople behave and how they are driven.
What makes a great salesperson? What beliefs, attitudes and behaviours are linked to being a top performing salesperson? What impact does culture, industry and sales context have? Does a formal sales methodology or process make a difference?
This book is for any sales professional, or indeed anyone involved in the sales process of their company, who wants to learn the secrets of successful selling.
The authors have all ‘carried a bag’ and are passionate about the development of the sales profession. A collaboration between; best-selling authors Ian Mills, Mark Ridley and Ben Laker from Transform People International, and Tim Chapman, Managing Partner at Sales EQ.