No Excuses!

A Better Way to Sell

A no-nonsense book that captures years of practical sales training and coaching principles and practices used with high-producing companies around the world. Michael Griego addresses all the key topics with great practical examples just as he’s done with hundreds of companies and thousands of salespeople. No, there really are no excuses – not anymore. Read on and find, or rediscover, a better way to sell!

Michael Griego

Is president and founder of MXL Partners, a Silicon Valley based firm that provides enterprise sales training, consulting, and sales management coaching for companies around the globe. After a successful sales and management career in high tech, for the past 20 years Michael has been a popular speaker, sales trainer, and sales process consultant for companies of all sizes across all industries and is known for his practical and proven approach. He has a degree from Occidental College and an MBA from Stanford University. Michael and his wife of 42 years reside in the bay area and have 3 adult married children and 10 active grandchildren.

Why the Book?

Sales never goes out of style, but the style has changed dramatically over the years. While Michael captured the key fundamentals of great selling a decade ago with his popular book 42 Rules to Increase Sales Effectiveness (Super Star Press), he believe it’s high time to do a reset on the keys to better selling that I’ve gleaned from even more years of hands-on experience and close observation of world class sales effectiveness. Keeping it real and straight-forward, this book will drill down into to the deeper essence of the following:

Better Sales Methodology – the Ways, Means, and Challenges of Sales

Better Sales Process – the Roadmap to Sales Effectiveness

Better Sales Qualification – a Discipline and Process, Not a Stage

Better Sales Discovery – a Framework for Sales Communications

Better Territory Management – Optimizing Focus and Priorities

Better Sales Messaging – What You Say and How You Say It

Better Executive Conversations – Selling to Business Outcomes

Better Sales Closing – the Art and Science of Sales

Better Sales Forecasting – Will It Happen and Will You Win

Better Sales Planning – Right Planning Makes Perfect

Better Sales Activity – You Are What You Do

Better Salespeople – There Really Are Two Types of People

Each of these chapters will provide a proven approach and framework grounded in best-practice enterprise selling. The tactics and strategies presented here will show real-life practical applications that can be applied to any professional sales environment and viewed in the context of real challenges, issues, and problems salespeople face everyday in the sales arena. How we approach each challenge, mentally and practically, makes all the difference between sales success and failure.

Who Should Read This Book?

Regardless of where one is on the career spectrum, you can’t help but come away a better salesperson after reading this book. Aspiring people considering a career in sales, rookie sales people just starting out, young fast-tracking salespeople in inside or outside sales roles, or experienced sales professionals of all ages who are looking to reset, brush-up, or learn new tools – even the reapplication of old tools for a new sales era – will find nuggets here to take them to the next level. Even senior executives and managers who want to stay current and understand new approaches and variations of old themes, will benefit from what follows here. Just know that nothing replaces a modern view of great fundamental sales practices and a strong mental mindset. That’s what this book is about.