The Seller’s Challenge

How many books do you read a year?  Recently I took the time to read three books over a two-day period, and one of those books really grabbed me.  The Seller’s Challenge by Tom Williams and Tom Saine tackles straight on the issue of the complex sale from an account manager perspective.
Authors Williams and Saine have a unique perspective, as both of them have held very senior level sales positions and more.  Williams has been a CEO and has sat on both sides of the desk, buying and selling. Saine has a Ph.D. from Northwestern University.  This means these two people have a level of expertise few others in the industry can touch.
The elephant in the room they call out is procurement.  I see too many people dodging procurement, and as a result, they’re never successful when faced with having to sell to them.   This book frames procurement up as