AUTHOR

Robert Herbst

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I love climbing mountains. I don’t mind when plans go awry and I have to improvise. I love the spontaneity, the chaos, and the honesty. You can’t lie to yourself when dangling from a rope off a sheer mountain face. For the same reasons, I love B2B sales. Today, more than ever, B2B sales is difficult. You have to be spontaneous, handle chaos, and most of all, be honest. Honest with your clients and honest with yourself. You can’t lie to yourself when your customer’s well-being relies on you holding on to the other end of the rope. I was a successful Xerox salesman in my thirties when I left to fulfill a promise. My path to fulfilling this promise was sales. Turning B2B away from looking for easy sales and toward solving customer problems of ever-increasing complexity. Away from canned lines and toward absolute honesty, even if it means you won’t get the sale. I’ve trained thousands of sales reps, and I dream of the not-too-distant future filled with B2B sales practitioners who willingly make the call, find and fix customer problems of ever-increasing complexity, and treat honesty as their guiding star. I love climbing mountains - but what I love best is teaching you how to become the new breed, the new sales practitioner.

Best Sellers

Cheating Death

From Salesperson to Sales Practitioner

By: Robert Herbst

Narrated by: Robert Herbst

Length: 3 hrs and 35 mins

Release date: 05-05-25

Language: English

Not rated yet
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