Keeping the Funnel Full: The Definitive Authority on Solution Selling

Don Thomson shares over 30 years experience converting leads into customers. He provides detailed advice on exceeding sales quotas, obtaining meetings with senior executives, finding and qualifying prospects with ease, and closing new business. Written in a breezy manner with step-by-step suggestions and simple diagrams (spiced up with both inspirational and cautionary real-life tales), this book instantly distinguishes itself from the hundreds of "pep talk" sales books on the market. Its simply-explained, tried-and-true methodology is sure to prove a major hit with sales managers and sales people looking to "wow" their company and advance their careers.

Don Thomson is one of the world's leading sales professionals with over 30 years experience selling to major corporations and SMEs. It is no accident that Don has exceeded his sales quota every single year of his career. After earning his BSc. with Honours in Electrical Engineering from Queen's University, he spent the next 14 years with Hewlett Packard in progressive sales and executive positions in Canada, the US and Asia. In 1973 and 1974, he won the "Salesman of the Year" award with Hewlett Packard (Canada) Ltd. In 1977, he was presented with the "Most Valuable Player" award for HP's US Western Sales Region and promoted to District Sales Manager. Soon after, Don was again promoted to HP's Major Account Sales Manager for The Boeing Company. In 1981, he was promoted to Far East Area Sales Manager, responsible for nine Asian countries, doubling sales in the first year. In 1984, Don joined Pyramid Technology Corporation and was its top sales producer for 1984 and 1985, winning admittance to the Pyramid Builders Club. In 1986, he was the founder and General Manager of Sequent Computer Systems (Canada) Ltd. He exceeded quota by over 20% of in the first year, becoming a member of Sequent's Top Gun Club In 1991, Don founded Mardon Marketing Company Inc. consulting with hundreds of companies and training thousands of sales professionals through his Seminars and Workshops. These sales forces have closed significant new business using these proven selling approaches. This wealth of knowledge and experience is now available to sales professionals everywhere in Don’s recently published book Keeping The Funnel Full.