A Seat at the Table

A Seat at the Table is a new book from major account sales expert and best-selling author Marc Miller . This "high-level read" is for anyone looking for ideas on how to radically improve sales productivity, but who has little time to read lengthy publications.

The premise for this book is straight-forward, yet powerful and transforming:

When salespeople focus less on selling - and more on adding value to client strategy, clients buy more, more often, and for longer periods of time.

To accomplish this requires salespeople and account managers to shed their traditional sales role, and become businesspeople who sell. This change calls for a different mindset - less about selling something, and more about adding value to client strategy. Only then will the client award "a seat at the table" - the place where clients look to outsiders for strategic direction, guidance, and ideas.

Throughout the book, Miller shares case studies from Procter & Gamble, NOKIA, O.C. Tanner, and Wal-Mart to illustrate how best practice companies are changing their mindsets and strategic sales competencies to become more valuable to customers. He also cites research and commentary from noted business authors including Ram Charan, Jim Collins, A.G. Lafley, Clayton Christensen, Charles Handy, and Warren Buffett.

A Seat At the Table is a must read for any executive, salesperson, account manager, or businessperson eager to better connect and add value to senior executives as a means to achieve higher sales productivity.

CLICK HERE to order your copy of A Seat at the Table

Here's what today's business leaders are saying about A Seat at the Table:

"This book is a must read. After engaging Marc's sales philosophy, we had our best sales year ever — and in a down economy!"
CHESTER ELTON & ADRIAN GOSTICK, co-authors of The Carrot Principle

"What's impressive is how Miller not only builds a case for a new sales role, but also gives the specific strategies and competencies to turn theory into practice. Best of all, he serves it up in an easy to understand, highly readable manner."
TOM MUCCIO, former president, Strategic Accounts Management Association and former president of Global Consumer Teams, Procter & Gamble

"Miller shares how to transition from being a good salesperson to becoming a great client advisor. Clients know the difference — and pay accordingly."
TED DRISCOLL, head of sales, Americas, Nokia, Qt Software

"Miller's theory that the best salespeople are really businesspeople who sell hits the bulls-eye. What's even better are his practical guidelines on how to do this. This strategy is a game changer and has made a huge difference for our organization."
JOHN McVEIGH, senior vice president, global sales, O.C. Tanner Recognition Company

"Few people understand selling better than Miller. This is a blueprint for how to sell more by becoming more important to customers. This should be required reading for all salespeople — especially those tasked with selling total solutions or new innovations."
MARK WOODKA, former senior director, emerging technology sales, BEA

"Miller captures the new mindset of strategic selling and account management better than anyone. His principles are perfect for these turbulent times. He motivates anyone who touches customers to achieve better results by simply adding more value."
JOHN T. STUART, national sales director, Genentech USA

"He clearly articulates that the sales profession is changing radically for one reason — organizations are buying differently. This book is a manifesto for any salesperson who thinks success hinges on having the best product or cheapest price. It doesn't and Miller proves it by continuously looking at salespeople through the lens of the customer."
JOEL BRAUN, vice president of sales, Harris Infosource, a division of D&B

CLICK HERE to order your copy of A Seat at the Table