Overview

Full Product Details

Author:   Maria Morozova-Duthoit ,  David Kean
Publisher:   Little, Brown Book Group
Imprint:   Robinson
Dimensions:   Width: 13.40cm , Height: 1.60cm , Length: 21.40cm
Weight:   0.140kg
ISBN:  

9781472148902

ISBN 10:   1472148908
Pages:   128
Publication Date:   13 June 2024
Audience:   General/trade ,  College/higher education ,  Professional and scholarly ,  General ,  Tertiary & Higher Education
Format:   Paperback
Publisher's Status:   Active
Availability:   In stock  
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Table of Contents

Reviews

This is a rare 'how to' sales guide: one that delivers on its promise to help any seller - no matter how experienced they are - become better. It does so by framing the sales process as addressing fundamental human needs, then bringing readers on a discovery journey covering their own sales persona, the client's and the rational and emotional sides of the sales process. At each step it builds awareness and practical capability through simple relevant concepts, effective frameworks and practical exercises -- Guido Buitoni, Global Chief Digital Officer at Danone, former Global Client Lead at Google

This is a rare 'how to' sales guide: one that delivers on its promise to help any seller - no matter how experienced they are - become better. It does so by framing the sales process as addressing fundamental human needs, then bringing readers on a discovery journey covering their own sales persona, the client's and the rational and emotional sides of the sales process. At each step it builds awareness and practical capability through simple relevant concepts, effective frameworks and practical exercises -- Guido Buitoni, Global Chief Digital Officer at Danone, former Global Client Lead at Google Not only accessible and elegantly written, this book is also incredibly interactive and invites the reader to take a meaningful step forward. If you are looking for a concrete road-map to sales, here it is! A must-read in today's turbulent and complex business environment -- Jeremy Ghez, Professor of Economics and International Affairs, HEC Paris

This is a rare 'how to' sales guide: one that delivers on its promise to help any seller - no matter how experienced they are - become better. It does so by framing the sales process as addressing fundamental human needs, then bringing readers on a discovery journey covering their own sales persona, the client's and the rational and emotional sides of the sales process. At each step it builds awareness and practical capability through simple relevant concepts, effective frameworks and practical exercises -- Guido Buitoni, Global Chief Digital Officer at Danone, former Global Client Lead at Google Not only accessible and elegantly written, this book is also incredibly interactive and invites the reader to take a meaningful step forward. If you are looking for a concrete road-map to sales, here it is! A must-read in today's turbulent and complex business environment -- Jeremy Ghez, Professor of Economics and International Affairs, HEC Paris This book provides valuable insights, tests and fundamentals, but it also offers an enjoyable reading experience. I highly recommend it to anyone preparing for a crucial sales pitch. It presents an excellent opportunity to pause, reflect on your approach, and refine your strategies for success -- Severine Six, Business Director, Meta France A refreshingly different and human approach to selling, which anyone can make their own and which will generate results time after time -- Evgenia Brodskaya, Director of Business Partners Ecosystem, Google David and Maria have carefully curated a personalised programme of the greatest sales wisdom to help anyone be the sort of salesperson everyone wants to be - respected not resented -- Bruce Daisley, author of the Sunday Times bestsellers Fortitude and The Joy of Work

Author Information

Maria Morozova-Duthoit (Author) Maria Morozova-Duthoit brings a blend of sales expertise and marketing wisdom honed over two decades of leadership in deal-making and client relationships. Her strategic acumen has been pivotal at top advertising agencies like Leo Burnett, McCann Erickson and BBDO, helping world-famous brands achieve new levels of success. At Google, Maria led advertising sales teams working on the company's largest clients, fuelling exponential growth across multi-million-dollar accounts and fostering lasting client relationships. Now, as Managing Partner at Catalyst, she focuses on consulting, sales training and executive coaching, specialising in building super teams and driving commercial results. With an International Executive MBA from HEC Paris, her insights into business dynamics are penetrating and actionable. Passionate about revealing untapped potential of businesses and people, Maria is widely recognised by clients and colleagues for catalysing profound change in those organisations she leads. David Kean (Author) David Kean is an author, keynote speaker, entrepreneur and energiser. For over three decades, tens of thousands of business people all over the world have enjoyed the excitement and energy of David's events on personal performance and persuasion, pitching, sales, negotiation and leadership. David has helped leaders in businesses to win millions in new revenues and extract the highest performance from themselves and their teams. Clients have described David's work with them as 'game-changing' - even 'life-changing'. David is co-founder of the management consultancy Catalyst. Catalyst help change the way organisations think, align, communicate and take action around the issue of business growth and work with both start ups and multinationals across multiple industries from fashion and technology to automotive and professional services.

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