Weekend Reading: “The Sales Survival Handbook” by Ken Kupchik

For the 140th episode of The Marketing Book Podcast, I interviewed Ken Kupchik, author of The Sales Survival Handbook: Cold Calls, Commissions, and Caffeine Addiction–The Real Truth About Life in Sales.

Sales. It’s one of the world’s oldest professions. Lots of people fall into sales and can’t wait to get out. Sales is unpredictable, stressful, demanding, and frustrating.

Yet, sales can also be incredibly fun and lucrative. Still, when on the road or scrambling to meet quota or getting yelled at by the manager, even a committed sales professional can feel overwhelmed, under appreciated, dejected, and alone.

The Sales Survival Handbook offers a humorous take on what it takes to succeed in a soul-crushing profession. If you work in sales you’ll want to read it and laugh (to keep from crying). If you work in marketing, you’ll want to give this book to your sales colleagues to convey some empathy.

Sales is the world’s second oldest profession, after prostitution. And although there are many similarities between the two careers, only one is legal.

There are millions of salespeople around the world, nearly 14 million according to the US Bureau of Labor Statistics, whose employees have probably never sold a single thing in their entire lives. That figure of 14 million also happens to coincide with the number of Americans who are currently taking some sort of prescription medication, which can’t just be a coincidence.

Sales is stressful, demanding, frustrating, and also incredibly fun and rewarding. There is no other profession with as many ups and downs, where you can go from crying in the bathroom one minute to popping a bottle of champagne the next and then back to crying in your car all in the same day.

This book is for anyone who is brave enough to wake up in the morning, drink an unnatural amount of caffeine, and live the life of a saleperson. It’s rarely easy, but oftentimes it’s worth it.

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.