Selling Microsoft: Sales Secrets from Inside the World's Most Successful Company

Book Description

Microsoft insider Doug Dayton shows how innovative sales tactics helped drive the company to its unprecedented "total domination" of the personal computer software market-and how you can use the same techniques to increase your own sales!

As an Account Manager for Original Equipment Manufacturers (OEMs) for Microsoft, Dayton was responsible for closing over 40 percent of the company's OEM contracts-involving millions of dollars in sales to major high-tech businesses. In Selling Microsoft, he shares his powerful, unique sales system-known as "Client-Centered Selling"-that helped him transform the OEM sales organization into one of the most successful and effective in the business.

Along with his fascinating look inside Microsoft, Dayton gives you:
Proven communication techniques that will convince your clients to help you sell them!
Guidelines for navigating corporate bureaucracies-how to find and sell key decision-makers
Strategies for creating new uses for existing products or services-developing new clients and whole new markets
Tips for foolproof new product demonstrations-even if you don't have a technical background
Scores of other practical, proven techniques you can put to work now to increase your sales