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Hove, East Sussex, United Kingdom, 2013/05/07 - Available in paperback, kindle and e-book versions, the inaugural guides focus on the ‘what and the how’ top salespeople do things differently from ‘moderates’ - BeowulfConsulting.co.uk.
Author, Paul C Burr PhD, has published the first two booklets in a series of Quick Guides to Business:
1. How Top Salespeople Sell
2. How to Spot, Mimic and Become a Top Salesperson
- each designed to be read in one sitting.
Aimed at novice and seasoned b2b professionals, managers and CEOs, readers will firstly appreciate why the top 20% of a sales-force bring in 80% of the revenue and 90% of the profit.
Top salespeople outsell ‘moderates’ many-fold because they follow a different sales process. They come across differently. They attune their approach to the most senior of clients resonantly; ‘moderates’ do not.
The guides equip the 'sales' reader with new practical tools and self-help exercises in ‘top selling’. They will gain profound insight into how to ‘best sell’ their company’s products and services. The CEO reader will unearth: the hidden reasons behind the variations in performance across their sales-force and a new, truth-based, direction for top salespeople to engage large corporations.
Author’s comment,“These quick guides bear from my research, consulting, direct selling experience and coaching within global corporations (and SMEs) over a twenty year period. The large companies I worked for directly, or in a freelance capacity with, include: IBM, Cisco, Accenture, Xerox, American Express, Standard Chartered, BP and Reckitt Benckiser.”
About the Author: Paul C Burr is a business coach, multi-discipline author, speaker and ‘energy healer’, based in Hove, UK. His SMP pages have amassed a total of over 20,000 followers. Burr has over 30 years experience in corporate sales, consulting and coaching, during which he spent 16 years with IBM. He has a PhD in Statistics and a First Class Honours Degree in Mathematics from Brunel University. He is a Certificated Master Practitioner in NLP.
Other publications include: Learn to Love and Be Loved in Return, 2012 - a twist in the tail (novel) and Defrag your Soul.