This book contains a wealth of information everyone in marketing and sales must know.  After reading your information I see obvious mistakes we've made in all the marketing and sales information we've produced.  A real eye opener.  I'd recommend this book to anyone who produces any sort of message for customers.

The information in "The Ten Selling Tasks of Sales and Marketing Materials" will open the minds of not only entrepreneurs, but anyone who needs to make a sale. I recommend it highly and already have a number of people I'll recommend it to.  The solid information, highly readable and interesting style teaches me new things on every page.  The step-by-step approach that takes readers through the 10 tasks in a logical sequence adds to the books appeal and to its utility.  The author's use of a "What You're Up Against" matrix makes it easy to figure out strategies you can use to overcome roadblocks on the way to a successful business transaction.

Although you've aimed it at the people who produce marketing materials, the "Ten Selling Tasks" will help anyone who has to sell anything.

Jon Titus, Vice President (for several years)
Cahners Publishing (now Reed Business), a division of Reed Elsevier

I found the concept of "selling against" very useful; it clarified the challenge of my marketing by defining all the factors with which I had to deal from a very exact perspective.

The chapter on establishing a company's identity and selling the company was important to me as a retailer since you correctly pointed out the almost endless options a prospect has today. Your steps in building customer relationships will help me in the future.

Throughout the book the summary charts provided excellent visual aids.

The final chapters gave specific steps to take in overcoming the barriers to making a sale and keeping a customer.

Nancy MacRae, President
Allegheny Country

I graduated from college with a BS Degree in Management, and immediately went on to a lifetime career in Sales and Sales Management. Over the years I've been quite successful, but not nearly as successful as I could have been with your book. How I wish I had been exposed to it much, much earlier in my career, even as an undergrad.

I would have avoided a lot of struggling, blundering, and trial-and-error learning. I'm impressed that the same principles which apply to sales and marketing "materials" also apply to person-to-person and phone presentations. Reading your book, I can see that they do. It's very helpful that you have explained these principles in a way that can be applied across the board, from brochures to consultations.

The clarity with which you have laid everything out also would have helped me a great deal in training other salespeople after I advanced to management. There is so much in your book which is usually only learned by the best salespeople through long and often brutal experience. Even then, it is often absorbed intuitively, so that it can be hard to teach it to somebody else.

Therefore, I would strongly recommend The Ten Selling Tasks to anyone in sales or sales management, as well as to people in marketing. For me, it would have meant so much more income in so much more less time, and with so much less struggle. You use the analogy of pressing a switch and turning on a light. And that's exactly what the book itself does.

William Whitehead, President
Plumbing and Drainage Institute

As as small business owner myself (and a new one at that), I highly recommend this to ANY person owning their own small business.

If you want to know why your sales and marketing material succeeds or fails, and want to get more mileage out of your marketing READ THIS BOOK! More importantly, USE it.

Richard Carlan, President
Nationwide Blind Installation

 
Anne-Frances Hutchinson

Anyone in sales, marketing and business development will find the insights from the author's anecdotes and tables thought provoking and useful. They offer a handy how-to summary of the finer points of overcoming various sales and marketing obstacles.

Anne-Frances Hutchinson
Rosse Enterprises

 
Gopal Ramanathan

This "working manager's guide" provides innovative yet practical advice on how to attract prospects and get them to the sale, whatever your product or service may be. The author explains how to make your material fight for you and addresses every obstacle that your particular marketing or sales situation may present you with. He uses simple language, and instructional charts that get right to the point

We plan on using the charts in this book at our marketing and sales brainstorming sessions where we analyze what we're doing and look for ways to improve our marketing handouts, sales presentations and project quotes or proposals. This book is written in a clear, concise manner than lends itself to discussion and implementation. Each section is devoted to a marketing/sales hurdle, and then the charts at the back on the book bring it all together in a concise way.

Many books in this genre are pure theory — you can't remember what they said the next day. But this book will make you want to roll up your sleeves and get to work. And it will be right there with you as a nudge and guide. This is a valuable resource for anyone in sales, marketing or business management. I highly recommend that you buy this book. Then sharpen your pencil and get to work. You won't be sorry.

Gopal Ramanathan, PhD
SRM Technologies

Jordan Valdina

I am an entrepreneur in the residential design and engineering field, starting up with no funding and no extra resources to carry me through down times. I literally couldn't afford to take any breaks from work.

Reading this book, however, was not a break at all: the reading I did on a given day translated into action to bolster my business that very day — effective action. And when I strategically decided to further build my expertise and resources by working for an established company for the next couple of years, the techniques explained in this book helped me find and obtain the right job.

Meanwhile, I am building my next phase marketing plan on the sound principles elucidated in the The Ten Selling Tasks of Sales and Marketing — principles I now more accurately describe as science – Why? Quite simply, because they work.

Jordan Valdina, PE, Principal
Key Associates - eco-design

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