Keeping the Funnel Full: The Definitive Authority on Solution Selling

by Don Thomson

Don Thomson shares over 30 years experience converting leads into customers. He provides detailed advice on exceeding sales quotas, obtaining meetings with senior executives, finding and qualifying... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0973579005
• ISBN13: 9780973579000
• Release Date: December 2004
• Publisher: Mardon Publishing Inc.
• Length: 156 Pages
• Weight: 0.70 lbs.

Customer Reviews

Keeping the Funnel Full is on my Desk

I've found Keeping the Funnel Full not only an authoritive guide for selling to major enterprise accounts, but also as a great resource I use have on my desk each day. The results have been a 2.5X qualified pipeline within 100 days since using Don's process. Harvey Sipel - Enterprise Sales Executive Live Person Inc.

A Sales Education

I am an IT professional with the responsibility of supporting the sales function within our organization. I needed a sales education to understand the sales cycle and the data needs of field sales staff. Mr. Thomson's book provided that education in a comprehensive format in a lively style with plenty of real life stories and examples. I was so taken by his sales model that we are adopting his funnel paradigm as the user interface for our sales contact management and sales tracking software. A must read for any professional who needs a better understanding of the sales cycle.

Great Sales Tool!

If you want better control of your sales career and ultimately your income, I strongly recommend reading this book! Don's suggestions have ultimately helped me to become better organized and more efficient allowing me to manage more prospects and close more business!!!

Great sales handbook

This is a great practical sales handbook. It is easy to follow and a good reminder of what it takes to be successful in sales. Applying the concepts in this book will yield top 20% type results.

Don Newby, International Sales & Business Development

The most concise and definitive book for the sales professional of identifing leads and turning them into customers. A must read for the new hire or seasoned professional, Don Thomson delivers a process that puts the thrill of the hunt into the game of sales regardless of your industry.