The Ultimate Sales Machine: Turbocharge Your Business with Relentless Focus on 12 Key Strategies is a teaching tool from master marketer and salesman, Chet Holmes, for sales teams. His marketing organization and leadership helped companies increase sales using strategic approaches over tactical ones and lays out the principles to succeed. This book was written in 2007 and so the success stories he provided had to have been in the late 90’s and the early 2000’s. This is when money was flowing more freely and management was more likely to throw money at tactics instead of developing relationships and helping people find answers. This information, in a tighter economy, returns sales to it's truest form as it's now crucial for sales to return to what it should have stayed all along, not a bribe, but a value–driven product or service agreement between.
If you want to grow a sales minded company or simply think outside the box to show someone that you care, this book should be on your shelf. Often, we need to put procedures in place, even to be creative or thoughtful, in order to do the work that counts and minimize the incidentals. This is not being shallow. Without practices to make this a priority, we are less likely to commit to it when things get busy, much less feel engaged in it or excited about it. I think the Bible backs this principle of doing before feeling, ‘where your treasure is, there will your heart be also’ Matt. 6:21. So, if you want your heart to be in something, plan to exalt what's most important and put it on your schedule if you have too. Chet addresses mindset in this book and how it applies specifically to the sales process.
I will be referencing this for years to come on the principles to help me grow it's business and simply engage with people better. If you're wanting to grow yourself as an individual or in your career, this book outlines the top principles and 12 key strategies to sell, which is nothing more than helping people with solutions. Chet's holistic approach helps anyone see the bigger picture's impact on the company and how anyone can align the strategic initiatives to capturing what Chet calls the ‘dream 100’, our 100 most valuable potential clients. We are all salesmen.