Sales Millionaires: Industry Tales and Life Lessons from Those Who Made It
Edition: 1
Copyright: 2023
Pages: 236
Edition: 1
Copyright: 2023
Pages: 238
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What would you do if you could learn from some of the best sellers in the world?
In this book, Dr. Brandon Chicotsky, assistant professor of professional practice in marketing at the Texas Christian University (TCU) Neely School of Business, has gathered stories and advice for rising sales professionals from fourteen industry leaders, including Wall Street Journal bestselling author Tiffani Bova, Silicon Valley powerhouse Yoela Palkin, and top dealmakers with Amazon, Google, the London Stock Exchange Group (LSEG), the U.S. Air Force and Space Force, and other global firms.
Learn from exceptional sales professionals as they pass on critical lessons that are rarely taught but are paramount to success such as pipeline due diligence, strategic questioning, active listening, connecting authentically, aligning value, helping the customer quantify opportunity costs (their "pain"), customer relationship management, and executing on your value deliverable (the sale and follow-on engagements). To contextualize and further investigate interview insights, Dr. Chicotsky draws on scholarly research and offers digestible lessons that transfer to any field.
Dr. Chicotsky is a co-founder of the TCU Sales Center which offers market-applied sales trainingfor rising professionals. College graduaes of the program average over three job offers and first-year target earning over $86,000. This book was inspired by the life-selling curriculum informed by industry leaders which include a real quota, real revenue, and lifelong lessons.
Overview
About this Book
About the Author
Introduction
CHAPTER 1: Finding Your Mission
CHAPTER 2: Everything I Need to Know about Sales, I Learned at the Carnival
CHAPTER 3: Begin at the End
CHAPTER 4: Know Your Values
CHAPTER 5: The Power of Principles
CHAPTER 6: Balancing the Books
CHAPTER 7: The Art of Schmoozing
CHAPTER 8: Find Your Freedom Fighter
CHAPTER 9: The Power of Partnership
CHAPTER 10: Rising to the Next Level
CHAPTER 11: A Precious Catch
CHAPTER 12: The Theater of Sales
CHAPTER 13: The Power of Empathy
CHAPTER 14: The Biggest Sale of My Life
Dr. Brandon Chicotsky teaches business and sales students at the Texas Christian University (TCU) Neeley School of Business and advises the TCU Sales Center as its co-founder alongside the leadership of Dr. Zach Hall.
Dr. Chicotsky’s career in private equity and marketing leadership roles has brought him into contact with some of the most successful sellers of the twenty-first century, and he shares their wisdom in this new book featuring in-depth interviews with Wall Street Journal bestselling author Tiffani Bova, Silicon Valley powerhouse Yoela Palkin, and top dealmakers with Amazon, Google, the London Stock Exchange Group (LSEG), the U.S. Air Force and Space Force, and other global firms and organizations.
Through the TCU Sales Center, he has had the privilege of assisting students in honing market-applied sales skills, with graduates boasting a 100 percent job placement rate, an average of 3.1 job offers per graduate, and $86,600 average first-year target earnings with many in six-figure positions upon graduation.
His passion for helping propel students’ careers in business has led to many success stories—some of Dr. Chicotsky’s former students are among the top-performing sales professionals featured in this book. It only made sense, then, to leverage his professional network to contact some of the top performers in the sales industry globally so they could share their stories, advice, and encouragement with those aspiring to improve their sales skills around the country and the world.
Simply put, Dr. Chicotsky interviewed millionaires who have life and career lessons related to sales that they intend to impart to another generation. This book offers such a compilation with supplemental insights from formal studies to further substantiate the lessons offered.
Dr. Chicotsky previously served on the faculty at New York University in the Business Division of the School of Professional Studies and the Carey Business School of Johns Hopkins University. He also instructed at the College of Communication and Information Sciences at the University of Alabama, where he earned his doctorate. His career spanned private equity and Congressional lobbying, both of which involved fundraising and offered challenging sales exercises and meaningful lessons. Dr. Chicotsky’s current endeavors alongside his professorship at TCU include placement capital advisory services, real estate syndication, and education technology consulting in higher education.