How Salespeople Earn Respect from their Customer’s Senior Management

As business becomes more complex, the demands of salespeople’s jobs tend to increase as well.

Unfortunately, few guideposts exist to help businesspeople understand how to both get into a senior executive’s office, AND earn the right to be invited back.

I’m happy to report in my recent review about Marc Miller’s “A Seat at the Table” that it is one of the more valuable guideposts out there. The book is a great resource for understanding how to influence businesspeople in general, and senior executives in particular.

The material in the early sections of the book are well-known to many professional salespeople in the world of complex sales. However, the best part comes in Chapter 9 with “Concern” questions, and “Anchor” questions (how to get senior executives to sell themselves).

The review gives a chapter by chapter description of the book. Awesome, indeed.

Read it here.

Michael Webb

Michael Webb founded Sales Performance Consultants to create a data-driven alternative to the slogans and shallow impact offered by typical sales training, sales consulting, and CRM companies. Michael helped organize and delivered the keynote speeches for the first conferences ever held on applying Six Sigma to marketing and sales. Connect with me on LinkedIn.

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