• Skip to main content
  • Skip to footer

Top Sales World - inspiring the global sales community

  • Home
  • About
  • Contributors
  • Top Sales Books
    • Submit a Sales or Marketing Book 2025
    • Top Sales Books 2024
    • Top Sales Books 2023
  • JF Initiatives
    • Top Sales Articles
    • Top Sales Awards
    • Top Sales Futurists
    • Top Sales Leadership
    • Top Sales Magazine
    • Top Sales Library
  • Media Pack

The Seller’s Challenge

Mark Hunter - 12 October 2018

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

Footer

Follow Us

  • LinkedIn
  • Twitter

Our Partners

Sandler
Assessments 24x7
Integrity Solutions
Kristie K. Jones
Kurlan & Assocs
Membrain
Mereo
Women SalesPro
Privacy & Cookies: This site uses cookies. By continuing to use this website, you agree to their use.
To find out more, including how to control cookies, see here: Cookie Policy

© Copyright 2010 - 2025 topsalesworld.com · All Rights Reserved · Contact· Privacy Policy · A JF Initiative