Why Johnny Can't Sell: And What to Do about It

by Michael Nick and Robert Kantin

Book Overview

We set out to write a book that could make all of us Johnnys better salespeople--and now you hold the results of that desire in your hands. Who should be reading it? Sales executives and managers who... This description may be from another edition of this product.

• Format: Hardcover
• Language: English
• ISBN: 1419535730
• ISBN13: 9781419535734
• Release Date: September 2006
• Publisher: Kaplan Business
• Length: 213 Pages
• Weight: 0.70 lbs.
• Dimensions: 0.8" x 5.4" x 7.7"

Customer Reviews

A Great Sales Mentor Handbook

Why Johnny Can't Sell does a brilliant job of breaking down sales barriers into extremely simple causes and further suggests both tactical and strategic approaches to remedy poor sales habits or lack of sales strategy. This easy to digest sales guide is a must for sales managers and sales coaches looking to implement an immediate step to improve organizational sales performance. Robert Kane, Managing Editor, CRMlandmark.com

Great Material For A Complex Subject

An excellent book for describing the processes required for successful complex sales. The mix of simple theory with useful practical advice, coupled with the worksheets, together provide a well defined roadmap that sales organizations, managers as well as those on the line, can exploit for making their sales activities more effective and predictable. The book's Resources section is extremely useful, and in my view is well worth the price of the book by itself. It is oriented towards relatively large sales organizations, although the same precepts and exercises are useful to small companies who are willing to make the effort and investment in scaling down certain portions for their own not-so-large companies.

Great insight into what people need to be effective selling

Michael Nick and Robert Kantin have done an excellent job identifying the issues that sales people have in their ability to do their job and why often they can't. This book is a great eye opener for management to look inward into their own organizations and assess whether or not they are part of the problem or solution. This is a great read and insightful. Kudo's to Michael and Robert for another winner.

Great practical advise on a complex problem

Having been a sales mentor since 1999, and a 20+ year career selling techology into the Enterprise, I truly appreciate this book. I have been a VP of Sales several times, and wish I had had these roadmaps back then. The book helps you visualize the problems of driving revenues not in a silo, but in a full holistic view. The sales proposal section is practical and accurate, and the ROI section is terrific in it's coverage of a complex and common topic. But, how the book ties them togther with consultative selling is the most valuable. Once you see this, and understand how you need to plan and execute on all three disciplines to be successful, is worth the read! Then, the author guides you into building tools and strategies to execute on creating revenue...in a practical and intuitive manner. I recommend this to ANY person in sales management to senior exec's'owners who have to drive their company. In today's tech market, we all need help selling complex solutions faster and easier, and with predicable results, and this boook is the bible.

Spend $15 to Insure your Sales Success

This is the best $15 I have ever spent. For all of us that are very busy and strapped for time, the book is an easy read. The book takes you step by step through what you need to analyze and possibly adjust in order to have your best shot at sales success. It is obvious from the start that this is not one of those sales strategy books that once you get into a few pages you realize that the strategies are not feasible for you. It is clear from the start that this book was written by someone that fully understands today's sales and sales management environment, and what it takes to maximize your chances for success. The strategies and processes covered in the book are applicable to a wide range of markets, and the strategies are applicable to both sales reps, sales managers, and executives. I plan to buy copies for all of my sales people.