As someone who has been selling B2B technology for over 20 years, it is tempting to dismiss this book as out-of-date, pedestrian, or oversimple. The phone-call-during-dinner primer would be easy to have put down in the first few chapters - especially at the moment he mentions snorting a citrus aromatic to trigger his performance mindset. But that would have been short-sighted.

As a sales leader who hires new to sales, early career staff, this book is an important reminder of all the basics that I forgot that I had learned.

This book is for you if you are new to selling or looking to revisit the basics. It is also good for outbound sellers looking for more rigor and predictability in their performance.