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Title: Be ProActive, save time & don't buy this book!
Review: I found this book to be of little use. It's written in a style more reminiscent of self-help books rather than professional books, it it very basic and banal in it's examples (with sayings like "give me a fish and feed me for a day, teach me to fish and feed me for a lifetime" - come on!) and even contradicts itself on occasion ("There are only A and C salespersons, no B's" and then on the next page states that B sales persons make up 50% of the company"). Another problem is that the author does not go into details about the sales techniques he outlines (and denotes with ridiculous names... be ProActive, measure ProActively, create M2O/t (Measurable Mutally Agreed upon Objectives over time), use the S.O.S. Pyramid, implement PowerHour, Do or Really Do). Lastly, the tips he does give are so basic they should already part of your common knowledge, even if you don't work in sales - which I don't.
