As an Account Manager for Original Equipment Manufacturers (OEMs) at Microsoft, Doug Dayton was responsible for closing over 40% of the company's OEM contracts. He developed a unique, powerful sales system, known as "Client-Centered" selling that helped him transform Microsoft's OEM sales force into one of the most effective organizations in sales history.
"More sales knowledge than I've ever seen packed between two covers! Dayton zeros-in on the key factors of sales success; self-management and account-management. Combining tightly written checklists with illustrative war stories, Dayton drives home techniques that will make even the most experienced sales professional more successful. Selling Microsoft will go on our recommended reading list."
- Dick Swain, Training and Education Manager, AT&T Wireless Services.
"I have read some impressive and helpful books in the past, but none has come close to delivering the practical value of "Selling Microsoft". For those new to the field, it is an invaluable primer, that will save them years of learning by failure, and will put them firmly on the road to success. For the more experienced, it is a thought-provoking reminder of how it should be done, and a compact reference manual of all the tips and techniques needed to "make it happen". I am looking forward to more enlightening content from your other books and seminars."
- Chris Lewis, VP Marketing & Sales, Red Pepper, LLC
"Whether you are a frontline sales professional or a seasoned sales manager, Selling Microsoft will help you take a fresh look at your selling techniques. A great book!"
- Rodger Baca, District Sales Mgr. Federal Express
"If professional selling has a Zen component, it is to be found between the covers of Selling Microsoft. Elegant, simple, and powerful in its focus, Selling Microsoft is one of those rare business books that advance products into markets and put money into people's pockets. The book is also a valuable tool for understanding the personal side of sales. This seamless presentation of both the technical and visceral aspects of selling make for an incredibly effective tool. So efficiently written, the book could've been printed as a pocket guide for anyone who has a few minutes to review a strategy or sharpen a skill before the next call. Selling Microsoft is essential material for anyone who sells anything."
- Jim Kirby, Vice President Sales - Mechatronics
"Selling Microsoft is packed full of useful check lists and dynamite strategies that have already boosted my company's sales. It is the most substantial contribution to sales literature in years."
- Paul Chamberland, President, ArtFinder Network, Ltd.
"Client-Centered training is a must for the sales professional in our high tech environment."
- Bob Gendron, VP of Sales Western Region, NORDX/Cable Design Technologies
"Doug Dayton in Selling Microsoft reveals the hidden handshake that made Bill Gates one of the richest men in the world and lays at the feet of anyone who would seek to become a sales professional the keys to the kingdom. Selling Microsoft is more than a definitive text on selling in the 90's. It is the mystery revealed."
- Robert Nelson, Director of Online Business Development, Seattle Online.
"Selling Microsoft is a must read for anyone in the PC industry, and will be required reading for all of our sales team."
- Murray Fish CEO & President, RealWorld Corporation
"Comprehensive, detailed, and motivational, this is recommended for any library with a business collection covering sales."
- Library Journal (August, 1997)
