Game of Sales

About the Author

David Perry is an experienced sales professional who has worked with some of the world's leading companies, including Adobe, Amazon, Google, and IBM. His extensive background in enterprise sales has allowed him to accumulate a wealth of knowledge and expertise, which he now shares as a consultant and advisor. Perry has driven over $125 million in new business across various industries, including financial services, consumer products, technology, and healthcare. Additionally, he serves as a startup advisor and investor and organizes technology entrepreneurship events in New York City.

Main Idea

"Game of Sales" by David Perry offers an in-depth exploration of the strategies and mindsets necessary for success in enterprise sales. Perry emphasizes the importance of caring, resilience, and effective pipeline management. He introduces frameworks and systems to help sales professionals maintain a consistent flow of deals and highlights the significance of understanding and managing risk.

Table of Contents

• Introduction
• Why Enterprise Sales is Awesome
• Ramp-Up on Industry Leaders and Technology
• Dare to Care
• Automatic Pipeline
• The Pipeline Activator
• Opportunity Basket
• The Prioritization List
• Visualize the End
• Unshakable Resilience
• The Certainty of Horrible Meetings
• Facing the Dark Side (of Sales)
• Initiating Tough Conversations
• Peak Performance
• Don’t Just Manage Risk, Attack It!
• Assembling the Dream Team
• Capturing Hidden Value

Why Enterprise Sales is Awesome

Enterprise sales is not just a career but a pathway to personal and professional fulfillment. The flexibility and potential for high earnings make it an attractive field. Perry notes that sales roles offer significant lateral and upward mobility, allowing individuals to navigate career changes smoothly.

Sales professionals can continuously move from one opportunity to the next, leveraging their skills to secure new roles quickly. Perry emphasizes that dedication to the craft and a genuine desire to create value for clients can lead to a successful and rewarding career in sales.

"Sales will allow you to write your own ticket." - David Perry

Ramp-Up on Industry Leaders and Technology

Understanding the industry landscape and keeping abreast of technological advancements are crucial for sales success. Perry advises salespeople to build extensive knowledge of their industry and the key players within it. This knowledge helps in building credibility and securing meetings with senior executives.

Technology plays a pivotal role in modern sales. Perry stresses the importance of being well-versed in trending technologies and how they can be leveraged to offer value to clients. This expertise not only opens doors but also enhances the sales professional's ability to provide innovative solutions.