Selling has been my profession for 35 years and I've had the opportunity to work with many highly skilled and successful sales professionals during that time.
Don Thomson is unique among that group!
KEEPING THE FUNNEL FULL details a wide range of time-tested processes, tactics, and strategies that will enable any sales representative to obtain more meetings and close more business. Using real life experiences from his career, Thomson bridges the gap between the clinical "how to" and the "overly simplistic" approaches to this topic. The Charlotte story is an example of a major victory thanks to some common sense and flexible action while being level locked throughout the campaign.
The author brings more to the topic than a formula - he brings a lifelong passion for selling, a true respect for the customer, and a dedication to being prepared for any surprise in a campaign. It is no accident that Don has exceeded his sales quota every year of his career.
The concept of empowering the screening source is vintage Thomson at his best - a chapter worth the price of the book, and a process that Don developed uniquely and still practices to this day.
Read the book, absorb the content, implement the concepts, make more sales, enhance your career, and watch your FUNNEL grow!
Fran Moynihan
Vice President, Sales
FUJITSU TRANSACTION SOLUTIONS INC.
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