Profit Heroes: Breakthrough Strategies for Winning Customers and Building Profits
By Bob Rickert
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About this ebook
Tom Hopkins, author of When Buyers Say No
Warning: Everything you know about selling is wrong. Everything you have been taught before today is wrong. This book will upset you. You will have to relearn everything. You will have to learn about a new mindset: a profit mindset.
Todd Schnick, CEO of Dreamland Media
The first two chapters are absolutely riveting. You read about a salesperson who lost the sale and was devastated. You read about the salesperson who won the sale. Anyone who has sold has felt both of these emotions. But Bob Rickert makes those emotions palpable. Once he hooks you emotionally, he provides the roadmap for winning more and bigger deals. If you want to be seen as a peera businessperson who happens to sellinstead of just another salesperson, Profit Heroes belongs at the top of your must-read list.
Chris Lytle, author of The Accidental Salesperson
Now, more than ever, salespeople need to understand finance and profitability if they are to sell effectively to the C-suite. Fortunately, Bob Rickert has written an informative and thoroughly enjoyable book that provides a roadmap for salespeople seeking to become Profit Heroes. Using realistic examples, Bob paints a picture of how to sell successfully using executive board language, and contrasts it with the unsuccessful strategy of a firm that takes a different approach. I highly recommend this book to anyone in the sales arena.
Dr. Dawn Deeter-Schmelz, professor; director of the National Strategic Selling Institute;
J. J. Vanier Distinguished Chair of Relational Selling & Marketing,
Kansas State University
Bob Rickert
Bob Rickert, CEO of PCS Strategies, has counseled some of the top enterprises on how to dramatically accelerate profit-centered selling, helping executives transform their businesses from product and price driven organizations, to market leaders focused on delivering hard-dollar profit impact for their customers. His clients have realized sustainable profit growth by better aligning their core sales and financial competencies, marketing messages and go-to-market strategies through the ever changing market complexities. He brings a unique vantage point from working with CEO’s on strategy, CFO’s on deploying financial disciplines, HR Directors on corporate culture and Sales Leadership in going to market in a differentiated way. His clients include industry leaders in manufacturing, healthcare, logistics, banking, energy and industrial distribution. He is also a contributing author to two books on sales force development and has published numerous articles and white papers. He lives in Chicago.
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