The Call From Tom (Paperback)

Marc Robichaud

ISBN 13: 9798245036281

Published by Independently Published, 2026

About this Item

Paperback. This book is about Business-to-Business (B2B) enterprise-level selling. It's a guide to help you with large opportunities with complex buying decisions that rely on formal procurement processes. These are "big-ticket" sales that involve multiple stakeholders, long sales cycles, and high expectations around professionalism and value delivery.The perspective and lessons in this book are grounded in more than 30 years of real-world experience selling to large corporations across multiple industries. The ideas shared here were shaped in boardrooms, plant floors, procurement meetings, and quarterly business reviews, not in theory, but in practice.This book goes beyond how to win the initial sale. In enterprise selling, identifying opportunities and closing the deal is only the beginning. Long-term success comes from delivering on your promises, earning trust, and growing the relationship over time. As a result, the book covers the entire sales lifecycle: smart prospecting, getting in the door, discovery, positioning value, negotiating, account management, and ultimately winning repeat business by becoming a trusted and valued supplier. This item is printed on demand. Shipping may be from our UK warehouse or from our Australian or US warehouses, depending on stock availability.

Seller Inventory # 9798245036281

Bibliographic Details

• Title: The Call From Tom (Paperback)
• Publisher: Independently Published
• Publication Date: 2026
• Language: English
• ISBN 13: 9798245036281
• Binding: Paperback
• Condition: new

About this title

Synopsis

This book is about Business-to-Business (B2B) enterprise-level selling. It’s a guide to help you with large opportunities with complex buying decisions that rely on formal procurement processes. These are “big-ticket” sales that involve multiple stakeholders, long sales cycles, and high expectations around professionalism and value delivery.
The perspective and lessons in this book are grounded in more than 30 years of real-world experience selling to large corporations across multiple industries. The ideas shared here were shaped in boardrooms, plant floors, procurement meetings, and quarterly business reviews, not in theory, but in practice.
This book goes beyond how to win the initial sale. In enterprise selling, identifying opportunities and closing the deal is only the beginning. Long-term success comes from delivering on your promises, earning trust, and growing the relationship over time. As a result, the book covers the entire sales lifecycle: smart prospecting, getting in the door, discovery, positioning value, negotiating, account management, and ultimately winning repeat business by becoming a trusted and valued supplier.