Author
Three Games of Selling
My first book was a B2B Sales book - Three Games of Selling.
I joined my two biggest passions of B2B Selling with being a huge college football fan and created this book. When working with National Account Sales Teams around the country, I found a common bond to college football. It seems that must sales people follow some football team from some conference across the country.
This knowledge was a perfect foundation for creating a B2B Sales book using college football as an analogy for the learning. And, based upon the feedback I get from the "fans" that have read the book - they actually loved the analogy.
The book is based upon the "three" games found in successful sales people. There is the Inner Game - where your mindset rules your universe and the winning edge is created. The second game is the Active Game - where contact rules the day in the form of questions, communications and practice time. The Third Game is the Selling Game - where strategy + tactics equals sales success or the thinking part of selling.
Using the decades of following college football as one of the research backdrops, I looked at the fact of several college teams were perennial top twenty teams. It appeared they just reloaded every four years with the talent to win games. After looking deeper into the reasons they were at the top every year it became obvious that winning systems and processes had been developed at each school. Thus, they were building a Program rather than a team each year.
Winning is a progression of factors over time, luck does not enter into the picture as much as preparation and execution of the basics with a huge dose of a winning mentality. During the years of working with sales teams from coast to coast, I noticed that the same people and in some cases the same sales team were the leaders in their field of selling. As a I looked deeper into these results I found a similar situation as I had found with the college football team.
This discovery lend to the development of my book. Get the book and enjoy the shared knowledge and wisdom. These truths are found in selling, football and life - apply this wisdom where it is needed the most.
Voss is currently working on his second book. This one is based upon Leadership. His unique insight into what the best leaders actually do will be covered in this upcoming book. Watch for news of it's release.
Articles Written and Published
A listing and downloadable copy of several of his articles can be found in the "Resources" section of this site. Enjoy them.
Daily Information Posts
You will find that Voss Graham is an active writer on several topics including - insights for business leaders, application and using assessments in your business and power tips for B2B Selling.
You will find a listing of sites where Voss is posting information each week for his clients and others who want to learn from an experienced businessman who has walked in their shoes successfully.