The Ultimate Sales Machine

No matter what business you are in, no matter what product or service you provide, you can benefit from the wisdom of the "Ultimate Sales Machine".The book starts off where most of the work is needed ... with top management. Everyone today complains of too much to do and too little time. Chet describes how he cut his work days from 16 hours to a normal work day and got more done in the process. The first step is to become proactive rather than reactive. Adopt the mantra, "If you touch it, take action." We let our desks pile up with material that we read, examine and think about but never get around to taking any action on. Develop the habit of touching a letter, memo or report once. Take action and get it off you desk.We also let the small interruptions rule our day. Eliminate these pesky interruptions by scheduling "got a minute" sessions. Also hold regular staff meetings where general questions can be answered for the benefit of everyone.Most of us are good at making "to do" lists. Chet's offers some excellent advice. Never have more than six items on your list. Make sure those are the most important things for you to get done. Leave the minor tasks off your list and only work on those things on your list.The book is divided into twelve chapters or steps which if you implement all the steps will totally transform your organization. Chet stresses the importance of strategic thinking as opposed to the reactive style of most managers.He has a very interesting and unique approach to hiring superstars. Age and background are not relevant. Results are the only thing that counts. While his approach is a little bold and many people will be reluctant to try it, it is very difficult to argue with success.The book is well written and contains plenty of exercises. There are some original ideas and you will certainly benefit if you choose to implement some of his ideas.He gives lots of good ideas about how to create your ultimate sales machine. In the final analysis, his best advice is "pigheaded determination", Whatever you are doing, if you give up when you meet a little resistance, you will never achieve the level of success you are capable of achieving.The book is filled with good ideas that can really make a difference in your business - but only if you follow them with pigheaded determination.

This is the 3rd purchased, my 1st copy lend to my former boss, she loves it. The book never return back to me. So I had to buy another one. This time I bought 4 more copies and gave it to the President, SVP, VP in the new company that I'm currently working for.This book did a wonderful job concluded what REALLY matters to a business: create a system and create sales strategies, stay focus with consistent efforts.When I came to my last job, it was chaotic and most people cannot last 3 months in that position. I used the ideas in this book, approached my boss, offered to help her to do an audit and see where went wrong, I wrote a training guide to standardize how we operate and things getting much better. I saw very little value to rehab our division because it does not bring in revenue, so I proposed the idea to help improving company's sales and marketing division. Then the company was hit by lawsuit so I wasn't able to.This book can help your company dominate the market, position yourself, handle the growth and scale fast. The only piece missing is corporate finance.Since I read at least 1 business and investing book per week I was constantly evolving. I realized merely has stunning sales record and a great business system would not be enough. Currently, I am learning how to read financial statement like lenders or investors. And I come to realization that majority of the management were not financially sophisticated enough. If you are the company executives, I would recommend you inspect how management spending on each and every check that comes out. Again, this is still something I learned from this book: if you want to find out where is the problem, you have to do a review and audit, you have to spend time working on the business not in the business.There are a lot of fluffy books talk about leaderships and visions, they were nice to read but fail to make an impact to real business operations. This book stands out, it was packed with information, its specific, the ideas are actionable, unlike some other books only tells you half of the story and hope to upsale you to get another half, this book does the lead generation too, but it gives you the whole picture, you can use the ideas in this book and making impact right away! This book has no BS, it has almost everything you need to know to make your business the top 1%.

Good book, lots of applicable info. Worth the read but only if Willing to apply it.

In reading many of the negative reviews for this book, I am struck by the focus either on the closing approach (aggressive) or the "it's all just common sense". I completely disagree. The book itself is a valuable resource, particularly for the non-sales executive looking to establish, manage or improve a sales process.By focusing on the 12 key strategies here, perhaps most importantly hiring the right sales people and providing the right follow up and follow through, an organization will be dramatically improved. The adage that holmes notes - do 12 things 4000 times well rather than 4000 things 12 times, is a truism in business - and the 12 things he recommends are basic and fundamental and often ignored or neglected for the next exciting thing.The book gives practical and actionable steps to develop a sales machine in your organization. Note - I did not say easy - but practical and actionable. Focus on fundamentals, hone them, improve, rinse and repeat. A good book and a good read.

Lots of great strategic and tactical advice.I like how the book focuses on building relationships as well as the tactics of the closing process.I especially like how the last few chapters focused more on mindset vs just pure sales.

Fue un regalo de navidad para alguien especial del año pasado

The quality is not of standards and not satisfied I checked and requested for replacement as soon as got it will update it ..Anyone looking for buying this consider this possibilityEdited:They replaced

Use this book as your guideline and then adapt it to your needs. You will succeed... If you are a pigheaded like me.

It’s an interesting book, for sales people that works actively this book can support a sort of refresh of the basic step to be a great sales manager