How to do more and sell more – that's a pretty good description of the ground covered in Bob Prosen's Kiss Theory Good Bye. Even though this book was sent to me by the smart and delightful Nettie Hartsock, I was a little put off by the title. I like theory. I think theory can be immensely powerful in helping people understand the context. But I put my bias aside and from the first sentence in this book, I was hooked:
"Business leaders need less talk and more action."
I couldn't find much fault with that. And then, the first sentence of the introduction:
"What are your top three objectives and how do you know you're achieving them?"
I didn't answer that one to my complete satisfaction – maybe you won't either. So I plowed ahead and was well rewarded. Lots of good stuff, actionable stuff. One of my favorites is the Probability of Winning Tool. It's a way for sales professionals and sales managers to address the reality of where any prospect is in the sales process. Not too much as important as that.
