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Premeditated Selling

Tools for Developing the Right Strategy for Every Opportunity

By  Kevin Jones, Steve Gielda

111221_Premeditated Selling

Winning a sale doesn’t happen by accident. Selling requires thoughtful preparation and flawless execution. Because no two sales opportunities are exactly the same, a seller must develop a sales strategy for each opportunity that’s as unique as the opportunity itself.

Premeditated Selling: Developing the Right Strategy for Every Opportunity provides a scalable five-step process and tools for managing complex sales. The authors also explore strategic elements that exist in every major sales opportunity and use case studies to show best (and worst) practices in action. The end result is a book that gives readers a solid foundation for developing effective opportunity strategies.

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(*) The following formats are included with a purchase of this E-Book: PDF, EPUB, Kindle.

Authors

Kevin Jones
For more than 15 years, Kevin has been designing and delivering training solutions that impact people’s lives. Kevin’s goal is to create a learning environment where participants can thrive and where lessons learned can be translated to the field. Kevin has worked in finance, sales, and sales training. It was in sales training that Kevin found his true passion—developing people. 

Kevin received a B.A. in Business from North Carolina State University, and an M.B.A. from the Kenan-Flagler Business School at the University of North Carolina at Chapel Hill. Kevin uses his academic exposure and real-world experience to develop training solutions that drive business results. Kevin’s work has enabled him to influence hundreds of companies in more than 30 countries worldwide.

Steve Gielda

Steve Gielda is the principal partner at Ignite Selling, Inc., a global sales training and consulting company and author of Premeditated Selling: Tools for Developing the Right Strategy for Every Opportunity. Steve has spent more than 20 years helping Fortune 1000 companies in the healthcare, manufacturing, distribution, and IT industries to improve their sales performance. His emphasis on building and maintaining strong relationships and his focus on driving business results is what sets him apart with his clients. Steve began his career in sales with Lanier Worldwide, a document management solutions company, eventually becoming a regional manager. He was also vice president of sales and channel management at CTN, an office equipment manufacturing and distribution company. After CTN, Steve worked as a senior sales consultant for Huthwaite, helping to create unique sales training solutions for his clients. Most recently, he was a franchise owner with the Advantage Performance Group consulting and learning firm, and an active partner in building the business of Sales Momentum, a customized sales training organization.

Reviews

This book is easy to read and provides actionable tools for anyone in complex sales. The multiple case studies bring their concepts and advice to life. This book will be required reading in our advanced sales training program.

Leo J. Tilley
Director, Global Performance & Learning
Kimberly-Clark Health Care


There are plenty of books on sales strategy but very few that are as useful as this one. I greatly respect Steve and Kevin’s contribution.

Neil Rackham Executive Professor of Professional Selling
University of Cincinnati
Author of the classic SPIN Selling

Getting strategy right matters. Premeditated Selling provides a practical how-to approach for mastering that challenge. A must-read for account executives and sales managers.

Richard Ruff, PhD 
Managing Partner
Sales Horizons


I think I have read nearly every book written on selling strategically and opportunity planning, but Premeditated Selling contains an opportunity planning process that my sales team can actually implement. 

Robert Di Silvio 
Senior Vice President and President 
Lumenis Americas

Book Details

ISBN: 9781562868444

Pages: 184

Publisher: ASTD Press

Pub Date: September 2012

Formats: Paperback, PDF

Product Code: 111221

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