Weekend Reading: “Dealstorming” by Tim Sanders

For the 108th episode of The Marketing Book Podcast, I interviewed Tim Sanders, author of “Dealstorming: The Secret Weapon That Can Solve Your Toughest Sales Challenges” by Tim Sanders.”

Tim Sanders is the former Yahoo! Chief solutions officer and the author of four books, including the New York Times bestseller “Love Is The Killer App.”

In “Dealstorming,” Sanders explains that not only has B2B sales become much more complex for a variety of reasons (more people involved in purchasing, more complicated products being sold, super-informed buyers, and more competitors), but that the sales function remains one of the most siloed departments in companies.

Lone wolf sales departments are increasingly less effective

According to one study by Miller Heiman Research Institute, “world-class sales performers were twice as likely to collaborate across departments to pursue big deals.”

So what is dealstorming and how does it help?

“Dealstorming” is Sanders’s term for a structured, scalable, repeatable process that can break through any sales deadlock.  He calls it “a Swiss Army knife for today’s toughest sales challenges.”

And it works rather well – the strategies laid out in “Dealstorming” have led to a stunning 70% average closing ratio for teams across many major industries, leading to game-changing deals and long term B2B relationships.

More about the book from the author…

To write this book, I interviewed over two hundred sales leaders from around the world – including chief revenue officers, sales vice presidents, directors, and process-oriented account executives–to compare notes and discover how they’ve used elements of dealstorming to tackle sales issues of all types.

In many cases, I found useful tools to add to my process as well as examples of where creative collaboration led to breakthrough performance. Over and over again, I confirmed that to be truly competitive in today’s selling environment, every sales organization needs to implement a repeatable process to quickly problem solve their greatest challenges.

A bit more about the book…

Douglas Burdett

Douglas Burdett is the Principal of Artillery, a B2B marketing agency and is host of The Marketing Book Podcast. He is a former artillery officer, Madison Avenue ad man and stand-up comedian.