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Rating: 
Summary: Roadmap for technology sales
Review: As opposed to most "hot new" sales approaches which focus on changing your personal style, this book does a great job of providing a strategic step-by-step plan from A-Z. It's void of fluff and gets right to the point of outlining the nuts and bolts of the process including pre-sales planning, performance tracking, maintaining growth, and writing proposals. It's worth reading in general and especially for those migrating into tech sales.
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Summary: A practical framework for large account sales
Review: Help! Can we get a real review here? 5 Stars by everyone and each happens to be in a major city geographically spread out across the country. New York, Dallas, Denver, Chicago, and Seattle. Hmm, where are the ones from San Diego and Miami? No specific details in any review, and each way too "flowery" and "salesy". Here is one from Binghamton, NY. "I just don't believe it. Too good to be true. I read every book and every book review as part of my job. It's my job to be cynical. I may actually review the book and provide real examples of meat or sewage rather than try to sell the book or Giese's seminar to you. Overall, the other reviews are good sales fluff absent of any benefits tied to direct examples."
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Summary: TERRIFIC BOOK - SOUND ADVICE
Review: I read all books on selling as soon as they are released as part of my responsibilities at my company. I really like this book. It reads well,(and fast)and is full of great ideas, as well as a processs to call on executive level buying influences. It is exactly what salespeople selling today need to access the high level executives that control the money to sponsor I.T. buying strategies. All our sales managers and top sales people will read this book. I rate it as EXCELLENT!
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Summary: Very Realistic - Keys for Salespros
Review: I've been in sales for 15 years. I'm a learner and I've read many of the books and been to the popular seminars on sales (Strategic Selling, Selling Solutions etc.). I just got into the IT sales field last year and highly recommend this book. This book is a solid, no-hype approach to complex selling. It gives me a blueprint to follow, it's very accurate for today's technology challanges and I found it easy to read as well! I usually don't recommend stuff but this book is a real "secret" weapon.
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Summary: Teaching an old dog new tricks
Review: I've been in sales for 15 years. I'm a learner and I've read many of the books and been to the popular seminars on sales (Strategic Selling, Selling Solutions etc.). I just got into the IT sales field last year and highly recommend this book. This book is a solid, no-hype approach to complex selling. It gives me a blueprint to follow, it's very accurate for today's technology challanges and I found it easy to read as well! I usually don't recommend stuff but this book is a real "secret" weapon.
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Summary: Excellent Read - Great Sales Process for Complex Sales
Review: I've read a lot of books on selling (and been to a few seminars too)and this book hits the mark for technology sales. If you want to learn the "real" process of selling intangable IT products and services this is for you. An excellant find. Get it!
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Summary: I.T. Sales Boot Camp:
Review: Recently I had the opportunity to interview for a sale position with a much respected software company. A few days before the interview I had just finished reading I.T. Sales Boot Camp. The concept and fundamental ideals of selling in an I.T. arena that were taught and express in the book enabled me to land the job. I believe that the knowledge that I gain from I.T.Sales Boot Camp made the different in my interview.
Rating:
Summary: Perfect for sales or technical people managing complex sales
Review: This is a great method for people who don't want to consider themselves "salespeople", but who indeed sell. Engineers, high-tech products sales consultants, and other professionals, will find this to be a low pressure, ethics-based approach to selling. I call it "the engineers approach" to sales because it provides such a methodological approach. For the professional salesperson, it puts into a repeatable process what they have been doing instinctively. But why leave it to chance?
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