Champion Building

Recently revised and updated, this book is about how to sell differently. It shows you how to view your client as someone you sell with, rather than someone you sell to, during your sales campaigns. It teaches you how to build your clients into champions who will work with you to get your solution adopted by their company.

Richly illustrated and written in a highly personal style, Champion Building reveals a step-by-step sales system that will teach you how to:

1. Start your sales campaigns at the very top of your client's business - in their executive suite.
2. Get your solution selected more often by learning how to nail your sales pitch, whether in person or online.
3. Turn prospects into champions by becoming an expert in the art and science of strategic influence.
4. Crack the ultimate sales formula.
5. Close more deals by mastering win-win negotiations.
6 .Get into 'the zone' by understanding the outer and the inner game of selling.
7. Harness the ultimate achievement formula.
8. Use AI tools such as Gemini and Grok to give you an edge over your competition

Bob Skeens, the author of Champion Building - enterprise selling in the digital age, started his sales career working for a small UK tech company ... for no salary. When he left the company two years later, he was earning more than the CEO. Bob then joined a number of US tech start-ups that specialised in selling to brands in the UK and across Europe. He went on to win many Presidents Club awards and earned more than a million dollars a year on multiple occasions. More importantly, the people around Bob, who were also using the strategies that Bob was using, were also making hundreds of thousands of dollars per year. Bob was regularly asked by his employers, such as Salesforce and MicroStrategy, to teach his techniques to his colleagues. Finally, the time came for Bob to hang up his boots. He distilled the methods he and his colleagues had used into the Champion Building methodology, and now runs workshops and provides coaching to leading technology companies.