42 Rules to
Increase Sales Effectiveness
(2nd Edition)

A Practical Guidebook for Sales Reps, Sales Managers and Anyone Looking to Improve their Selling Skills

by Michael Griego

If you are a professional salesperson, sales manager or director, VP of sales, CEO, any role in marketing, or anyone supporting selling efforts, this book is for you. It will teach you updated tools, language and tactics of selling in today's market. Michael Griego, a professional sales consultant and trainer to Fortune 500 firms and leading Silicon Valley technology firms, has reduced the keys to sales effectiveness to 42 rules. These rules have been road tested over 28 years of personal sales and management experience and close observation of many salespeople and sales organizations. These rules apply to all selling efforts, from high-tech enterprise sales to non-technology sales.

Sales isn't rocket science, but it's not ABC simple either. While selling is often either over-engineered or over-simplified, today even the professionals are caught off-guard in a changing world and marketplace. "Old school" is out; new school is in, but with a twist. There are key sales fundamentals that never go out of style but still need a refresh. This book, 42 Rules to Increase Sales Effectiveness (2nd Edition), upgrades and adjusts foundational rules for today's business environment to increase the overall sales effectiveness of individuals or teams.

In '42 Rules to Increase Sales Effectiveness (2nd Edition),' you will learn:

• The Effective Sales Perspective
• The Effective Sales Process
• The effective Salesperson
• Effective Territory Management
• Effective Sales Communication
• The Effective Sales Meeting
• Effective Sales Closing

This book will challenge standard conventions while reinforcing best practices that have gotten lost in the recent advancement of new technologies and modern tools. It's a great read for any professional to confirm that their own "salesmanship" is still on target and appropriately current. Use this as your own handbook to reset on key best-practices for the new day or teach a new generation 42 nuggets and practical applications of this fascinating activity called Sales.

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ADVANCE PRAISE

"Mike simplifies the complex process of winning and keeping customers and his anecdotes help personalize the advice. This book is a must read for anyone involved with sales."
John Katsaros, CEO Founder, Internet Research Group

"Mike is a top sales expert and trainer who trained our sales team with great results. I highly recommend this book to anyone who needs to sell."
Michael Yang, Founder & CEO, mySimon.com, Become.com

"Griego's 42 Rules are contemporary, practical and really work. Implementation in our company resulted in improved results and more successful sales professionals. Mike is one of the best salesmen, coaches, consultants and trainer in the business."
Wes Lawrence, Regional President, Key Bank

"Mike is a sales mensch. His book has numerous practical quick tips and tools for sales and management."
Sathvick Krishnamurthy, CEO/President, Voltage Security

"Mike Griego has helped me focus on key areas of selling especially in tough economic environments. As a result of these sales tools, I have fine tuned my sales skills and completed one of my best quarters, earning recognition as the #1 rep out of 300 in the U.S."
Leonard Asuncion, Sr Account Executive, IBM Software Group

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