Rainmakers, Closers, and Other Sales Myths [Paperback]

No other field is as simultaneously important and misunderstood as sales. Managers and salespeople search for success in sales myths that do not improve sales performance.Rainmaker, Closers & Other Sales Mythsprovides a clear-cut path to successful selling by debunking mythology and replacing the myths with a proven sales system of strategy, structure and people. Like war, a winning sales strategy is coordinated and waged at four levels: shareholders (sovereigns); CEOs and presidents (generals); sales management (officers); and salespeople (soldiers). Strategy defines the system and solution, yet without a sound structure managed by the right people all strategies will fall short. This book provides the tools sales leaders need to set a strategy for success, construct structure that supports it, and build a winning sales team that possess the natural abilities to learn the skills to succeed.Arnold Tildenis the Principal of Tilden & Associates and Partner of PFP Consulting, Inc. He received his Ed.D. from Temple University.

I read the first six chapters of Rainmakers, Closers & Other Sales Myths and found the book hard to put down. The remaining chapters are just as compelling in providing a template to move away from mythology to a proven process to improve sales performance. I predict that this book will make Dr. Tilden a wealthy man?.soonnnn Ed LeBreton, CEO, The Lancaster Group, LLC

I love this book! That's the first thing I said to Arnie (aka Dr. Arnold Tilden) after I read Rainmakers, Closers & Other Sales Myths. This isn't a text that you passively read while privately wondering what it has to do with you or your company's sales performance. Instead, the reader is challenged to complete a Scorecard at the conclusion of the opening chapters to help you determine if you are in the grip of the Rainmakers, Closers, Schmooze or the Field of Dreams myths. The subsequent sections, detailing the Strategy, Structure and People system, each hal£+