In the world of sports, great coaches consistently lead their teams to victory when they work from strategic plans and guide their teams into executing those plans. The same is true in business, especially for sales professionals, who must fully execute a smart game plan if they are to win in a competitive business environment. The Game of Business–to-Business Sales: How to Execute a Winning Game Plan will guide readers through developing a 12 step tactical approach which combines proven strategies with fresh ideas, and theory’s about professional selling.
• Motivation - It Starts Here - Take Action.
• Understanding the Science of People
• Effective Communication
• Cold Calling
• Prospecting strategies you probably aren’t using
• Leveraging Social Media - Today's New Gold Mine of Opportunity
• Interviewing the Client
• Understanding Opportunity Cost
• Building and Maintaining the Client Partnership
• Constructing a Proposal That Wins
"I found it to be a fun, dynamic read – not your typical book about sales. I would recommend this to anyone – from sales beginners to willy veterans."
- Mark Peterson, President and CEO of Greater Rochester Enterprise.
“A must read for sales leaders - This book should be read by every sales leader. The game of selling has changed fundamentally and the author has been living and breathing B2B sales and he has the uncanny ability to clearly describe what needs to be done to win the game. One of my favorite sales books of 2013.”
- Gerhard Gschwandtner, February 22, 2013 (originally posted on Amazon.com)
“Great Read for Business Professionals - This book, The Game of Business to Business Sales, is an insightful guide that focuses on strategies and builds a success plan for key areas- prospecting, client relationships and driving revenue.”
-Mavish, March 13, 2013 (originally posted on Amazon.com)
“A business professional MUST READ! - Being a business owner and professional, Matthew's book is a great read and diagram for success. Whether you're a Sales Director, an experienced sales professional or just starting out in the world of sales and business, this book is a great book to help guide you to success.”
- Abram Michaels, February 18, 2013 (originally posted on Amazon.com)
“The was an excellent book. A “for the serious B2B sales professional” looking to take his sales abilities to the next level. The authors style incorporates historical facts, personal life experience and professional business sales acumen to very clearly illustrate to the reader what they need to do in order to become the highest producing sales professional in their respective industry. Maximizing resources for prospecting new business, using the latest technology to develop relationships and get in front of decision makers and teaching the reader how to truly differentiate themselves; you can't lose. This is a must have for Sales Managers with mediocre sales staff. Following this outline will most certainly develop a team of over performers and quota busters! FAR exceeding my expectations, this is best sales book I have read in years!”
- Dan Alt (originally posted on BarnesandNoble.com)
Matthew Herman is a top performing business-to-business sales professional with extensive experience growing and retaining millions of dollars in company revenues. Matthew’s success is largely based upon building strategic partnerships with both Fortune 500 business clients and many of the most esteemed University’s in New York State.
Matthew started in business sales as a high school student selling office furniture primarily to small businesses. In less than 10 years’ time, he worked his way up the corporate ladder and began managing some of the most strategic client accounts for a national fortune 1000 telecommunications company. Matthew‘s record of success has been based on having a game plan that enables him to build strong client partnerships that lead to more sales. He shares this game plan in his latest book, The Game of Business–to-Business Sales: How to Execute a Winning Game Plan.
Matthew is a devoted husband, and father of four amazing children, two boys and twin girls. He currently resides in Rochester, NY.