Lean Selling : Slash Your Sales Cycle and Drive Profitable, Predictable Revenue Growth by Giving Buyers What They Really Want

Excerpts of Advance Praise for Lean Selling "Lean Selling is the most important sales management book of the last 25 years. It shows us why 90% of today's sales processes are broken. This book will change forever the way you sell and manage."

Al Davidson President, Strategic Sales & Marketing, Inc.

"Most sales leaders struggle to get their entire sales team to perform at the level of their 'A-Players.' Too many sales books focus on trying to change a salesperson's behavior to achieve this. Robert Pryor's book focuses on defining a sales process to yield consistent sales results for your company's product or solution. Lean Selling provides the tools you require to define then refine your sales process as market and competitive conditions change. The end result is achieving both predictable sales and customer satisfaction."

Craig Jack Former Managing Client Partner, Verizon Enterprise Solutions Former Managing Director, KPMG Consulting

"Robert Pryor has written a book on a subject already covered by tons of books over the years but managed to give it a twist that makes it very engaging and relevant. The book is well written, insightful, and timely; the emergence of internet commerce has had a profound impact on the sales profession as we know it."

Ake Persson Retired CEO, Ericsson Wireless Communications, Inc.

"Lean Selling, by Robert Pryor, really woke me up to how complacent some of us are about our sales processes, and how that complacency connects directly to those sub-optimal results. It's a 'must read.' "

J. Jeffrey Campbell Brinker Executive in Residence and Director, Master of Science Program, San Diego State University School of Hospitality & Tourism Former Chairman and CEO, Burger King Corporation

"Lean Selling? I love it. I've been using lean principles with my inside sales organization for a year now to improve customer fit and the buyer experience. The result has been astronomical growth in sales for my company.

Kevin Gaither Vice president of Inside Sales, ZipRecruiter, Inc. President, Los Angeles Chapter of the American Association of Inside Sales Professionals

Complete quotations start on page 1 of this book.

Robert Pryor received his B.A. degree in psychology from the State University of New York at Stony Brook and his M.B.A. from Northeastern University, where he graduated at the top of his class with a concentration in strategy and finance. Robert has been a sales, marketing, and general management executive in the computer and information technology industries for over 30 years. He was one of the early entrants into the commercial Internet industry, advising CEOs of software companies on the potential impact the emerging Internet could have on their product plans and business models. This narrow focus led to opportunities to become a multi-time CEO in the Internet space, and to be personally involved in the development, management, successful launch, and market adoption of the world's first Web video product, and one of the world's first large Web applications, named TeamCenter, that enabled collaboration among members of geographically distributed project teams.