Above Quota Performance: Tips and Techniques to Becoming a Master Sales Pro

by Fred Fuld III

If you work in sales, and many employees are involved in sales in some form even though they aren’t considered a salesperson, you need to read Above Quota Performance: Tips and Techniques to Becoming a Master Sales Pro, by Steve Weinberg.

This is an extensive guide which covers all aspects of selling; everything from how to get “The Edge”, to the sweet spot to prospect, to the characteristics of high performers.

My favorite chapter is “How to Use LinkedIn for Business Development,” where the author uses the analogy of “Six Degrees of Kevin Bacon.” Many tips and best practices are also included.

The book has charts and summaries throughout along with bonus tips and a checklist at the end.

If you have anything to do with sales, I highly recommend Above Quota Performance.

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