The idea for The New Era of Salesmanship was actually conceived by QBS clients—former students who, after attending their initial Question Based Selling courses, pushed me to expand the QBS Methodology to get even deeper, wider and more strategic. In hindsight, they were right, and I am grateful for their enthusiasm and encouragement over these past ten plus years.
My goal on this project was not to reinvent the QBS Methodology or to re-explain core concepts that have been explained previously in my other books. Rather, the idea was to merge the current QBS philosophy together with an implementation strategy that would give sellers and sales organizations a fully integrated success formula for getting deeper, wider, and more strategic within their target accounts.
Have I succeeded in accomplishing the goal? The answer to that will likely be revealed shortly after you finish reading this book. If your pipeline expands dramatically and something you implement gives you an immediate boost in your sales effectiveness and results, then I suppose we both will have accomplished mutual objectives and everybody wins!