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The most concise and definitive book for the sales professional to identify leads and turn them into customers. A must read for the new hire or seasoned professional. Don Thomson delivers a process that puts the thrill of the hunt into the game of sales regardless of your industry.
Don Newby, Consultant
Burien, Washington
I am an IT professional with the responsibility of supporting the sales function within our organization. I needed a sales education to understand the sales cycle and the data needs of field sales staff. Mr. Thomson's book provided that education in a comprehensive format and a lively style with plenty of real life stories and examples. I was so taken by his sales model that we are adopting his funnel paradigm as the user interface for our sales contact management and tracking software. A must read for any professional who needs a better understanding of the sales cycle.
I have tapped Don's extensive knowledge to bring people up to speed
quickly and to help sculpt our experienced sales professionals. Through
his seminars, consulting and now his book, the message and lessons are
practical. His honest love for the art is infectious and he brings home the needed messages of consistency of structure needed to grow and manage any territory, no matter how complex or unique we think it is.
Jeff Plato,
Director, Sales and Marketing,
Greenlight Power Technologies.
In the early days, Don wrote his own training workbook for HP's sales force which is a shorter version of "Keeping The Funnel Full". I can vowed that this newly published version is an accumulation of real essence of a highly passionate and dedicated sales professional who is so unselfish to share his wealth of experience of real life selling for more than 30 years. It is years of blood, sweat and tears that goes into the book. In the ancient Chinese days, Don would be classified as a Grand "Kung Fu" Master. His book would be such a treasure that people will die or kill each other to get hold of the ONLY copy in the 'Jiang Hu' or pugilistic world. This is the 'secret recipe' and a must for all sales professionals to get hold of a copy and study it."
Jansen Ek
Chief Operating Officer
ECS Holdings Ltd.
Singapore
"Don Thomson's book is crammed-pack full of useful information
which reflects his incredibly successful sales career. He offers sales
practitioners a methodical, logical and time-tested process that works.
This book ought to be required reading, for apprentices and journeymen alike, there is something in it for everyone."
Darcy Rezac
Managing Director
The Vancouver Board of Trade
"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."
Fran Moynihan
Vice President, Sales
FUJITSU TRANSACTIONS SOLUTIONS INC.
“If you have determined to pursue a career in sales, ‘Keeping The Funnel Full’ is a book you should not miss. KTFF seminar is a great addition to the book and is based entirely on the book. You will see Don Thomson in action in the KTFF seminar.”
Terry Cheng, President
TEXAS INSTRUMENTS, ASIA PACIFIC
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