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SELLING VALUE is 305 pages of solid content to help you out perform your competition while keeping your customers happy. It is presented in four parts: Mastering the Head Game; Your Blueprint for Sales Success; Understanding Your Customer; and Securing and Growing the Business; The fifteen chapters outline the most critical content for exceptional sales results in a competitive environment. One premise set forth is that the most important definition of value is your prospect's definition! If properly queried, ten prospects might well give you ten different answers and to what they value most. With exceptional skills of differentiating and adapting the value elements of your deliverables, you can hit the mark for all ten of them! From the important basics in Part I to the advanced selling skills in Part IV, you will gain many ideas from this content-rich work on the skill of SELLING VALUE for greater successes!

• Sales Rank: #1881668 in Books
• Published on: 2015-03-03
• Original language: English
• Number of items: 1
• Dimensions: 9.40" h x 1.00" w x 6.00" l, 1.15 pounds
• Binding: Hardcover
• 319 pages

About the Author
Don Hutson career spanning speaking, writing, consulting, and sales has brought him many honors. He worked his way through The University of Memphis, graduating with a degree in Sales. After a successful sales career, he established his own training firm and today is CEO of U. S. Learning based in Memphis, TN.

He has spoken to over half of the Fortune 500, is featured in over 100 training films, and currently addresses some 50 audiences per year. He is the author or co-author of thirteen books, including the number one Wall Street Journal and New York Times best-seller, The One Minute Entrepreneur (with Ken Blanchard).

Don's knowledge and platform experience in selling value, leadership and negotiations have been sought out by companies and associations throughout the free world.

Don was on the Founding Board and is a Past President of The Society of Entrepreneurs. He was also on the Founding Board and is a Past President of the National Speakers Association, and a recipient of its Cavett Award for outstanding achievement. He is a member of Speakers Roundtable, a think tank of twenty thought leaders in training and development, and is also in the Speakers Hall of Fame.

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3 of 3 people found the following review helpful.
Very good
By Autamme_dot_com
Who doesn’t want to keep their customers ecstatic and out-perform their competitors at the same time? This book promises to show you how to do that and more besides, offering a means to reach out towards that utopian state.

Focussing on your sales proposition and the use of delivering different value to your customers is central to the author’s message. Even the same product may have different value-points to the customer and the key is identifying and utilising these to great effect.

This was an interesting read but the book did feel prone to being easily defocussed and often a little too verbose for its own good. Fortunately it provided an engaging read on a critical subject, so you did want to plough on, despite any transient difficulties.

Do not overly judge your prospect is something the author stresses, noting that many salespeople often negatively and unjustifiably prejudge the quality of a prospect or the outcome of a sales call. The end result is that they invariably shoot themselves in the foot with a weak attitude or negative expectations and this shows itself in the sales call. The author gives a great example and this reviewer has heard of similar tales in his own country: “On a Saturday morning in Indianapolis, two Rolls-Royce salespeople were standing on the showroom floor talking. An old fellow walked in wearing dirty coveralls with a couple of holes in the knees. He walked over and looked at the Rolls Royce in the showroom, and the salesperson who was up to talk to the next customer thought, what a waste of time, so he blew him off. So the other salesperson walked over and welcomed him to the dealership. He was courteous and accommodating to him. He subscribed to the philosophy of never, ever prejudging anybody. You don't prejudge them by how they dress; you don't prejudge them by your initial impression. It worked out for this salesman because Mr. Lilly of Eli Lilly Pharmaceuticals bought two Rolls-Royces that morning. One was for himself and one was for his wife. He then went back home and finished his yard work.” The author concludes correctly that a sales person should never negatively prejudge – if you are going to do any pre-judging, positively prejudge.

No matter how experienced or worldly-wise you might be, this book has the capacity to challenge your thoughts and behaviour. There is no shame in slightly changing or polishing your performance, should you already be operating at “peak efficiency”. The author managed to steer away from meaningless platitudes and the use of gimmicks to push his message. Just like a master salesperson, he focuses and delivers a clear message.

When you read the book you might think the advice being given is so obvious and clear, yet think about some of the recent sales interactions you might have experienced. There is a lot of work to be done and the canny salesperson will be pleased to leapfrog over their less-performing rival.

Simple things indeed: lead with your ears, be a great listener, control your emotions, take notes, probe for additional information and clues, summarise the requirement, tell a story, don’t talk too much and get the customer talking… the list goes on with great advice and, one is ashamed to say, this reviewer sometimes is a little to eager to talk to a prospect to serve them, yet doesn’t always give them too much chance to respond. More work is necessary to remedy this bad habit.

There are far too many books about selling available. This one managed to carve a little space of its own in the mind of this reviewer who sees a lot more business-type books than the average reader! It was enjoyable, memorable and actionable. The hard work, still, falls on the reader though, should they seek to implement the author’s advice.

0 of 1 people found the following review helpful.
Five Stars
By Fredrick Niemeyer
This is a great book and an easy read!

0 of 1 people found the following review helpful.
Five Stars
By Gary Carrel
Recommend it to every one who is interested in a home based business. Or even anyone in sales.

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Information technology plays a pivotal role in financial control and audit: most if not all financial data is now digitally recorded, and dispersed among servers, clouds and networks of computers over which the audited firm has no control. Additionally, firm data – particularly in finance, software, insurance and biotech firms – comprises most of the audited value of the firm. Financial audits are critical mechanisms ensuring the integrity of information systems and the reporting of organizational finances. They help avoid the abuses that led to passage of legislation such as the Foreign Corrupt Practices Act, and the Sarbanes-Oxley Act. They help provide assurance that International Accounting Standards are consistently applied in calculating firm value, and avoid period stock market crashes. Unfortunately, audit effectiveness has rapidly declined over the past decade as auditor skillsets have failed to keep up with advances in information technology.Information and communications technology lie at the core of commerce today, and are integrated in business processes around the world. The need for information technology control and audit has never been greater, or more complex. This book is designed to meet the increasing need of audit professionals to understand information technology and the controls required to manage it. It provides a broad survey of IT audit, and develops the foundations for preparation for the Certified Information Systems Auditor (CISA) examination.

• Sales Rank: #4526643 in Books
• Published on: 2013-12-26
• Original language: English
• Number of items: 1
• Dimensions: 9.00" h x 1.07" w x 6.00" l, 1.37 pounds
• Binding: Paperback
• 426 pages

Most helpful customer reviews

1 of 1 people found the following review helpful.
Readable, technically sophisticated and innovative text
By Jason K Yau
Westland addresses the main reasons that audit effectiveness has declined over the past two decades – basically that auditor skill sets have failed to keep up with advances in information technology.

All major corporations integrate information and communications technology into the weave of their accounting, and much of this technology (cloud servers, for example) is remote from the firm for which the accounting is performed. This certainly must have some influence on the growing list of scandals afflicting the audit profession. Westland’s book provides some very innovative solutions that address these problems in practice, using open-source software and statistical methodologies. There are many new ideas in the book, while the author makes considerable effort to cover the AICPA’s current pronouncements and explain how these cost-effectively satisfy the requirements of GAAP.

I found it a highly readable, yet technically sophisticated and innovative text. It is unique among the current textbook offerings in IT auditing, and I would highly recommend this to anyone in the field or intending to enter the audit profession.

1 of 1 people found the following review helpful.
Highly recommended for anyone responsible for auditing on modern computing platforms
By Nassir
I used a preliminary copy of this text to help design audit programs that could address accounting records that are stored on Salesforce’s cloud platforms. Financial Auditing with Information Technology covers the application of the open-source Pentaho data integration tool for accessing Hadoop, NoSQL, ‘Big Data’ platforms that are the norm in large accounting systems today. The text outlines a very cost-effective, unified statistical approach to audit planning, compliance tests and substantive tests that is unique in the literature, but should actually be the norm. I highly recommend this book for anyone with responsibility for auditing accounting data resident on modern computing storage platforms.

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• Published on: 2012
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• Sales Rank: #594960 in Books
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Spanning almost 200 years, the entire industry is represented; from clothing and footwear designers, to photographers, stylists, icons and retailers, including the new category of educational institutions that have been fundamental in the careers of many of the creative individuals.

Marking the significant changes on the fashion landscape since the first edition, this revision includes updates on existing entries as well as important new names who have fundamentally shaped the way we see fashion, from designers such as Nicholas Ghesqui�re, Gareth Pugh and Phoebe Philo, influential image makers Mert and Marcus and Mario Sorrenti, and contemporary icons Lady Gaga and Tilda Swinton, representing just a few of the many exciting new figures. New faces rub shoulders with the fashion pioneers of the original edition; such as Coco Chanel, Issey Miyake, Yves Saint Laurent, Kate Moss and Helmut Newton. In keeping in the reference style of the first edition, this new edition reflects a comprehensive view of the fashion industry today.

Easy to use and filled with inspirational images, The Fashion Book is organized as an A-Z guide of names, listing 576 entries across the categories of clothing and accessory designers, photographers, institutions, models and those iconic individuals who instigated or symbolize a whole fashion movement. Cutting through the usual classifications, and organized alphabetically, the book creates unexpected juxtapositions that make fascinating and unlikely partnerships: the powerful Anna Wintour sits opposite the pioneer of modern fashion, Charles Worth while Terry Richardson rubs shoulders with Herb Ritts, and digital print wunderkind Mary Katranzou meets Rei Kawakubo.

Each entry is illustrated with a photograph or drawing from the most important creative talents in the industry - showing a quintessential aspect of their work. An accompanying text describes where they fit into the fashion story and includes essential biographical information about the subject. In addition, The Fashion Book uses a comprehensive cross-referencing system and glossary which explain the many collaborations and techniques used in fashion, that singular business which lives somewhere between art and commerce.

• Sales Rank: #83198 in Books
• Published on: 2016-04-11
• Original language: English
• Number of items: 1
• Dimensions: 9.88" h x 2.00" w x 8.50" l, .0 pounds
• Binding: Hardcover
• 584 pages

Review
"A must for every self-respecting and dedicated follower of fashion." —Sunday Telegraph Magazine

"The ultimate fashion reference book." —Elle

"The fashion bible." —Vogue

"Devotees of fashion, photography and style will covet The Fashion Book." —Vanity Fair

"An A–Z of everything you could wish to know about the past 140 years of fashion. Models, moguls, designers and photographers are pro? led and cross-referenced in this indispensable survey." —Harpers & Queen

About the Author
Conceived and edited by Phaidon Editors

Most helpful customer reviews

1 of 2 people found the following review helpful.
Five Stars
By Sue Ellen McClure
gave to a graduating Fashion student

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Guidebooks to Iceland are currently on every list of guidebook best-sellers, and will now be joined by a powerful new entrant written by an acknowledged and heavily-published expert on the subject. He is Nicholas Gill, an outstanding journalist, whose writings on Iceland have been prominently featured in The New York Times, The Wall Street Journal, the Los Angeles Times, Food & Wine magazine, and many other notable publications. His subject, the nation located just south of the Arctic circle but warmed by the Gulf Stream (and thus moderate in climate), is increasingly regarded as a place of multiple attractions that extend far beyond Reykjavik to nearly a dozen other towns, and to breathtaking nature including swimmable thermal springs.

• Sales Rank: #8926 in Books
• Published on: 2015-12-08
• Original language: English
• Number of items: 1
• Dimensions: 7.90" h x .80" w x 5.10" l, .0 pounds
• Binding: Paperback
• 352 pages

About the Author
Writer and photographer Nicholas Gill is based in Lima, Peru and Brooklyn, New York. He travels extensively throughout Latin America and his work appears in publications such as the New York Times, Wall Street Journal, Bon App�tit, Draft, Saveur, New York Magazine, and Roads & Kingdoms.

Most helpful customer reviews

16 of 16 people found the following review helpful.
Great Book. Published in late 2015. Current and really useful.
By C. McQuary
Because it is so recent, this is a really perfect book to get for your trip to Iceland. i went in the winter, and this told me things that were absolutely vital to my staying there. Little cultural things, as well as newer attractions that have only opened up in the past few years. It was my indispensable guide, and I'm giving it to some friends who are going in a few months. Better than anything else out there because of how recent it is. Great map included, too.

5 of 5 people found the following review helpful.
DOES THE JOB
By taliesin
Descriptive, helpful, well-organized. not too fat to carry. what else do u need in a travel guide?

Our trip was short [5 days] but we followed their tips and had a great time.

Buy it.

2 of 2 people found the following review helpful.
Used this guide as we drove the Ring Road. ...
By C. Klonowski
Used this guide as we drove the Ring Road. Iceland is a small country so it was almost a mile by mile guide as we made our way on Route 1. Farms, historic buildings, waterfalls, parks, all were listed and explained. We saw a few things we would have missed had we not had our guidebook. Prices are a little out of date, but that's not unusual for guidebooks.

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• Sales Rank: #8757376 in Books
• Published on: 1984-01-01
• Original language: English
• Number of items: 1
• Dimensions: 9.61" h x .32" w x 6.69" l, .52 pounds
• Binding: Paperback
• 140 pages

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3 of 4 people found the following review helpful.
A monography of pure Prolog and logic programming
By inf@ucv.ucv.ro
A good explanation of pure Prolog and their inference mechanisme. Elementary considerations of using negation in Prolog but a new look about continous processes. Dedicated to lecture notes for students and undergraduates.

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[D147.Ebook] PDF Download Entre Fourchette Et Baguettes: Plaisir Et Sagesse Au Menu (French Edition), by Michel Jodoin

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Un tour du monde gourmand des plus grandes traditions alimentaires favorisant la vitalit�, la long�vit� et la sant� optimale : Japon - Chine - Inde - Vietnam - Tha�lande - Cr�te - Gr�ce - Italie - Provence • Explorez les secrets de sant� de la cuisine asiatique et m�diterran�enne ! • D�couvrez les meilleures recommandations alimentaires en fonction des plus grandes recherches nutritionnelles ! • Apprenez � adapter chacune de ces recommandations � votre condition personnelle � l'aide de la m�decine traditionnelle orientale ! En appliquant les principes de ce livre vous pourrez : • Exprimer votre pleine vitalit� ! • Savourer la sant� ! • Offrir une r�sistance � la maladie ! • Ralentir le vieillissement ! Un guide pratique pour explorer le plaisir et la sagesse au menu avec plus de 440 recettes rapides, faciles et savoureuses !

• Sales Rank: #4270810 in Books
• Published on: 2010-12-29
• Original language: French
• Number of items: 1
• Dimensions: 11.02" h x 1.39" w x 8.27" l, 3.39 pounds
• Binding: Paperback
• 696 pages

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[V437.Ebook] Free PDF Guitar Scale Guru: The Scale Book - Your Guide for Success! (Creative Concepts Publishing)From Creative Concepts

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(Creative Concepts Publishing). All of the essential diagrams, drawings and information concerning theory, scales, and their uses in one easy-to-use book! Covers the five essential scales for today's guitarists major, major pentatonic, minor, minor pentatonic and blues with a unique Linking System that makes it easy to understand scales like a pro!

• Sales Rank: #592499 in Books
• Brand: Creative Concepts
• Model: 315189
• Published on: 2000-02-01
• Released on: 2000-02-01
• Original language: English
• Number of items: 1
• Dimensions: 12.00" h x .41" w x 9.00" l, 1.24 pounds
• Binding: Paperback
• 168 pages

About the Author
Karl W. Aranjo is a professional guitarist and guitar instructor based in Southern California. His lifelong guitar studies have included teachers such as Tony Mottolla, Ted Greene & the late William G. Leavitt, author of the Berklee method. Karl is a graduate of Boston's Berklee College of Music and the leader of a busy performing band, Karl Aranjo's jazz attack. When not teaching, learning, performing, writing or recording, Karl enjoys the company of his lovely wife Karen and their small unruly terrier, Roxanne.

He dedicates this book to his students!

Most helpful customer reviews

3 of 3 people found the following review helpful.
Scales, Scales, and more Scales...
By Philanthropic Pundit
This book is very well written from the perspective of a teacher and student in mind. The diagrams initially look simplistic and you might be thinking that this book is not for you, but once you start getting into the material, you will notice that it follows a logical and well developed path to mastering scales.

The theory is kept to a minimum, but informative enough to answer obvious questions relating to the scales being used. Unlike many other books of this type, it keeps your interest longer than other scale books which means you are likely to continue using it whilst the other similar books are collecting dust in your bookcase. I especially liked the use of the linking system so that you can progress to playing around the fretboard. (and transpose to any key) Also the use of the CAGED system to associate the scales to chords is well presented. Another well implemented feature of this book is the use of a key symbol (which denotes important information that you must learn, in order to develop your musical knowledge and literacy). A very thorough modern technique.

If you are concerned about the authors credentials, he was educated by William Leavitt, who probably wrote the most quintessential guitar method every written, and an Alumni from the Berklee College of Music, this book takes those methods and organises them in a more digestible manner. The use of diagrams means there is less time reading and more time playing, whilst learning to play the guitar.

The only criticism is that in this modern day and age of CD/DVD, there are no backing tracks for the exercises in the book and the scales are not played as examples, so that you can hear the notes as well as trying to play along with them in time.

Highly recommended.

1 of 1 people found the following review helpful.
Eureka! I found it!
By T. Fruge
I've been playing guitar since the 70's, before "TAB", before there was a "CAGED" system as such, nearly all music books available were the "Easy Play-along" kind which never really taught you the song as written & performed.

Because I predominately played solo, I never took the time to learn scales, modes, and arpeggios in depth; I learned what I needed to get by, and that was it. Now, I want to learn the business of Lead Guitar, and of all the books I've perused, this is the only one I've found that was written in any easy to assimilate and perform style. The print size and layout is great for those of us "Old Guys" who are now "optically challenged".
The layout and production style of it reminds me of some really helpful books I've had, like "The Zen of VW Repair" which really brings it all down to earth, and makes things understandable.

After being stuck for so many years, I now feel I can get this stuff, and move-on to the next level in my playing.

Highly recommended to players of ALL levels and ages.

0 of 0 people found the following review helpful.
Great book
By Mike DonahooMikedonahoo
I have enjoyed this book very much.This book contains even more information than I was looking for.I would reccommend this book to any one who wants to more about scales and learn different types of scales.

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[N886.Ebook] Download Building Materials Channel Marketing: How to Successfully Sell to and Through Residential and Commercial Builders, Architects, Distributors

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No other industry is as dependent on the channel of distribution for it's success than the building materials industry. Many people new to the industry and ad agencies don't realize this and struggle to develop effective sales and marketing programs. There are no trade magazines or organizations for the building material marketer. They either have to rely on general marketing sources or their channel customer's organizations such as the NAHB or the AIA. I wrote this book to fill the need to both educate anyone new as well as to challenge the more experienced to take a fresh look at how they go to market. There are chapters on: How the Residential and Commercial Channels Work: The Importance of Influencers; Who has the Most Knowledge and Power?; The Biggest Mistakes Building Material Marketers Make; How to Sell Builders, Big Boxes, Lumber Dealers, Showroom Dealers, Contractors, Distributors, Architects, Design Build and Facility Managers; Marketing Budgets; The Problem with Trade Shows and How to do Them Right; The Problem with Agencies; and On Being Green.

• Sales Rank: #506885 in Books
• Published on: 2013-09-23
• Binding: Hardcover
• 144 pages

Review
In this book, Mark Mitchell graciously lets us behind the curtain in Building Materials Channel Marketing.��In the often-misunderstood building materials channel, the Wiz offers a well-balanced treasure trove of timeless strategies and new-world tactics based on real-world experiences. A brilliant must-read: for victory-driven marketing and sales and executive leadership, this book is hard to put down--but easy to pick up time and again as a go-to reference.�� Building Materials Channel Marketing is a true mark-a-teer masterpiece from a true mastermind. ----Robert Schindler, Senior VP of Strategic Marketing, Associated Building Materials

There are thousands of books on marketing for the consumer packaged goods industry, but there is scant research and insight on how to market to the building materials industry. This book encapsulates 20+ years of Mark s experience and outlines the challenges and opportunities for a BtoB manufacturer. It is a must read for sales and marketing professionals in the building industry. ----Joe Dachowicz, VP, Marketing, Overhead Doors

It takes a Whizard to make things, well, really simple. Our industry has been around since cavemen were living in the first DIY projects, their caves, and unfortunately with all the complexity we've created, at times it seems like we haven't evolved all that much. Enter the Whizard: whether you are a twenty-year veteran CEO or just starting as a building materials sales person or marketing specialist, Building Material Channel Marketing, clearly articulates the key motivators or the whys behind the decision making processes of each of the eight essential influencers in the building materials channel. And their whys are often very different. Mark also shares his insights regarding ad agencies and trade shows, and how our industry, because of the unique role of influences, requires uncommon common sense. This book will soon become part of the standard training program for new hires in every serious building materials company. ----Michael Werner, President/CEO of Globe Union Group, Parent of Danze/Gerber Plumbing Fixtures

About the Author
I grew up in Findlay, Ohio where my father had a small full service advertising agency. I started working for him one summer while in college and loved it so much that I dropped out. I found that the professor's theoretical vision of sales and marketing didn't compare to the real world. Being a contrarian I always tried to solve my clients B2B marketing problems with solutions that didn't involve advertising. I then worked for several other agencies before going out on my own. During that time, I became totally focused on working with building material manufacturers in channel marketing. I own Whizard Strategy, a strategic consultant and channel marketing agency in the building materials industry. I also speak, host webinars and write articles for industry publications such as ProSales, Builder and the NAHB. I write a newsletter and blog on building material marketing. I live in Boulder, Colorado with my wife. My two sons also live in Boulder. My interests are travel, photography, food and cooking. Here's how a friend describes me. Mark's a Wikipedia, a whizard and a world changer. You owe it to yourself to get to know him, you'll find the following truths will unfold. Mark is wizardly smart. Most people are considered smart because they accumulate truths, facts or experience. This level of smart is enough to run most companies. The distinct value of Mark is that he always attaches a unique vantage point or insight to what others settle to know or accept as reality, but this is wizardly smart. The most crucial way this benefits your business is in having a visionary on your side that helps you realize how much you (and your competitors) are not seeing. Perhaps what's most impressive, is how quickly Mark catches up to speed, begins thinking alongside of you and then shakes the foundation of what you view as possible. Having just one Mark around is a competitive advantage most organizations are starved for. Mark is extremely relevant Mark lives to learn, always traveling, reading and interacting with people to understand different industries, uncover sub-cultures and trends and apply it to his expansive world-view. Mark is bold. It's his gift to challenge the status quo and the way things have always been done. To Mark, it's insanity to continue to go about business as usual when there is so much opportunity each day for businesses to build momentum and capitalize on others who don't break from the norm. Mark is fun to be around. Everywhere he goes, he brings great energy and optimism that is both genuine and contagious. Negativity and pessimism don't surface in Mark's world. Mark is an original. There's only one Mark running around, and you'll quickly realize you've never met anyone quite like him. You'll uncover many idiosyncrasies that can make you laugh out loud or smile with intrigue and appreciation for his distinct personality. He wears crazy socks, has his own language (gifts are looloos), and talks to himself constantly. Many refer to him as that crazy guy Mark. Mark is valued. Those close to him personally and professionally, value his magic touch. There are countless examples of people who go on to new jobs or places in life that reach back out to him for his advice and a dash of sunshine. Mark is revered for creating a workplace where people can have fun, be themselves, and grow personally and professionally. Mark keeps his heart in the right place. Mark often strips away the barriers others put up in relationships in order to relate to you, to do what's right, to reveal himself, to look out for your best interests and create a lifelong bond.

Most helpful customer reviews

4 of 4 people found the following review helpful.
Great Building Product Industry Roadmap!
By stacy c.
Building Materials Channel Marketing is an excellent roadmap for both new and long-time participants in the building products industry. Most companies have sales teams which focus on one channel or another. Mark Mitchell has written a book which can help members of the sales and marketing teams increase their insight into more channels of the building product industry and find connections between channels which would otherwise go unnoticed. Companies would be smart to make this book required reading for all current and new employees on their sales and marketing teams.

Stephen Crouch

3 of 3 people found the following review helpful.
A great ROI in wisdom per hour
By Simon Baier
I am the marketing director for a sustainable commercial lighting company based in Boulder. I met Mark in passing a few years ago and got a huge download of useful information in just a few minutes of conversation. When I saw his new book, I rushed to Amazon to buy a copy. After reading a few chapters, I bought two more for my partners. The book is small in size and big in wisdom (a great reading ROI).

I've decided to review my Q4 marketing plan and am about to take another look at our company's 2014 financial model with fresh eyes.

Some of Mark's advice just reinforced what I already suspected, and other advice was truly eye opening. For me, the chapter on "How to sell to Facility Managers" was well worth the price.

I highly recommend this easy-read for anyone responsible for marketing of building products.

1 of 1 people found the following review helpful.
Bite-sized, succint bits of great advice and wisdom
By N. Sutton
Many of the marketing books you come across can be quite voluminous and full of fluff. Mark's book, though relatively short, delivers everything succinctly, and his insights are each packaged in an easily digestible chapter.

I read the whole thing through the evening it arrived on my doorstep, and it now sits on my desktop for quick reference. It is organized so you can quickly find the appropriate channel you might need advice on at any given time.

As an architect myself, the first chapter I opened to was "How To Sell Architects." Admittedly, I had a bit of a chip on my shoulder, hoping to find fault in Mark's assessments. Wrong. I found myself nodding along with each point he made, and was pleasantly surprised at how he got it right.

I'd highly recommend this book to anybody in the building materials industry, as well as any B2B company selling their products or services to (and through) these different channels.

See all 27 customer reviews...

Building Materials Channel Marketing: How to Successfully Sell to and Through Residential and Commercial Builders, Architects, Distributors PDF
Building Materials Channel Marketing: How to Successfully Sell to and Through Residential and Commercial Builders, Architects, Distributors EPub
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Building Materials Channel Marketing: How to Successfully Sell to and Through Residential and Commercial Builders, Architects, Distributors iBooks
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Building Materials Channel Marketing: How to Successfully Sell to and Through Residential and Commercial Builders, Architects, Distributors Mobipocket
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Building Materials Channel Marketing: How to Successfully Sell to and Through Residential and Commercial Builders, Architects, Distributors PDF

Building Materials Channel Marketing: How to Successfully Sell to and Through Residential and Commercial Builders, Architects, Distributors PDF

Building Materials Channel Marketing: How to Successfully Sell to and Through Residential and Commercial Builders, Architects, Distributors PDF

Building Materials Channel Marketing: How to Successfully Sell to and Through Residential and Commercial Builders, Architects, Distributors PDF