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Title: Going for the Green: Selling in the 21st Century by Doug Peterson, Walter G. Meyer ISBN: 0-9706909-9-1 Publisher: LTI Publishing Pub. Date: 01 January, 2002 Format: Hardcover Volumes: 1 List Price(USD): $24.95

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Average Customer Rating: 5 (4 reviews)

Rating: 5
Summary: selling in the internet era
Comment: This book has given us new direction to our sells effort and how we think about selling. We are in a competitive enrironment and Going for the Green has given me a fresh look at how we should approach our selling. The book was engaging and extremly insightful in how we need to approach our customers today.

Rating: 5
Summary: Easy to Read, Relevant Advice on Competing in Today's World
Comment: A great book on ways to "change your game" in today's highly competitive environment. Loved the way that this book is written as an easy to read novel, following the story of Sharon, a former high performing sales executive, who suddenly finds that the methods she has been using for years to sell her company's products, no longer serve her. Sharon learns that she must learn to develop great relationships with her clients at all levels of the customer's organization. She must be relentless in researching the customer, regarding their goals, challenges, and existing products, in order to develop "win-win" business solutions that create a differential advantage vs. her competition.

It is obvious that Doug Peterson has considerable experience himself in helping others to create competitive advantage! Great Read!!

Rating: 5
Summary: Finally a Book About Selling Steeped in Reality!
Comment: As a salespereson reading Going For The Green, the book takes you along a path of discovery and self analysis. Creating compelling business solutions and differentiating yourself and your organization is critical in selling today. Unlike most books about selling, Doug Petersen takes you on a real-as-life journey to sell the message that top performing salespeople must think stategically. The golf allegory helps bring meaning to the concepts outlined in the book and executive summaries at the end of each chapter serve as great reinforcement. A must read for salespeople who think they've mastered the sales process!