SalesNote )
September 2009
In this issue
  • 42 Rules Webcast 9/24
  • Foreword by Mark Leslie
  • Book Testimonials
  • Pipeline Acceleration Service
  • Quotations of the Month

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    New Book: 42 Rules to Increase Sales Effectiveness

    "I've been around sales and selling for 30 years, attended every program and read nearly every book on the art and science of selling. In a highly readable format, Mike Griego's book reconfirms and realigns modern sales and sales management best practices. It's a worthy tool for today's sales reps, sales managers and executives."
    - Dr. Jeffrey Magee, best- selling author, publisher of PERFORMANCE Magazine

    Sales isn't rocket science, but it's not ABC simple either. While selling is often either over-engineered or over-simplified, today even the professionals are caught off-guard in a changing world and marketplace. "Old school" is out; new school is in, but with a twist. There are key sales fundamentals that never go out of style but still need a refresh. MXL Partners founder/president Michael Griego's new book upgrades and adjusts foundational rules for today's business environment to increase the overall sales effectiveness of individuals or teams. In this book you will learn:

    • The Effective Sales Perspective (5 Rules)
    • The Effective Sales Process (6 Rules)
    • The Effective Salesperson (7 Rules)
    • Effective Territory Management (6 Rules)
    • Effective Sales Communication (6 Rules)
    • The Effective Sales Meeting (6 Rules)
    • Effective Sales Closing (6 Rules)
    This book will challenge standard conventions while reinforcing best practices that have gotten lost in the recent advancement of new technologies and modern tools. Use this as a handbook to reset on key best-practices for the new day or to teach a new generation practical rules for this fascinating activity called Sales.

    To order, click here.


    		42 Rules Webcast 9/24

    42 Rules Webcast - Sept. 24th, 10:00-10:30am PT
    If you're a professional salesperson, sales manager, VP or CEO, this 30-minute webcast is for you. Join author Mike Griego as he is interviewed by publisher Super Star Press and shares rules from his new book 42 Rules to Increase Sales Effectiveness. As a sales consultant and trainer of leading Silicon Valley and Fortune 500 firms, Mike has road tested these rules over 28 years of personal sales and management experience and close observation of many salespeople and sales organizations. These rules apply to all selling efforts from high-tech enterprise sales to non-technology sales.

    		Foreword by Mark Leslie

    42 Sales Rules, Foreword by Mark Leslie
    (excerpt) I first met Mike Griego in 2005 in a Palo Alto café. Having retired as CEO and Chairman of the Board at Veritas Software, I was teaching courses on Entrepreneurship and Sales Organization at Stanford University's Graduate School of Business. Mike, as president/founder of a MXL Partners, a Silicon Valley sales process consulting and training firm, and Stanford MBA alumni himself, had contacted me and requested a meeting to simply meet and compare notes. We had a delightful first meeting and discussed a draft article I was writing on "The Sales Learning Curve" which was later published in the Harvard Business Review in the summer issue of 2006. Mike agreed to review it for me and confirm its conclusions. It was refreshing to discuss the complexities of structuring and managing the modern enterprise sales organization with someone so well versed in all aspects of the world of sales....

    Mike's new book, 42 Rules to Increase Sales Effectiveness, is a powerful and quick read for all parties involved in driving sales revenue, from the executive team to the sales and marketing organization. He has well captured the keys to increasing sales effectiveness with a crisp, practical and highly readable book....

    I heartily recommend you pull up a chair, grab a cup of coffee, read this book and be ready to re-confirm and even re-think your views of sales and sales effectiveness.

    Mark Leslie is the Founder of Veritas Software (now Symantec) and served as CEO and Chairman of the Board. During his tenure he grew annual revenues from $95,000 to $1.5Billion. He is currently the managing director of Leslie Ventures, a private investment firm. He is also a lecturer at Stanford's Graduate School of Business where he teaches courses in Entrepreneurship and Sales Organization.

    		Book Testimonials

    "Mike is a top sales expert and trainer who trained our sales team with great results. I highly recommend this book to anyone who needs to sell." - Michael Yang, Founder & CEO, mySimon.com, Become.com

    "Griego's 42 Rules are contemporary, practical and really work. Implementation in our company resulted in improved results and more successful sales professionals. Mike is one of the best - for over 25 years he's been an extremely effective salesman, sales coach, consultant and trainer." - Wes Lawrence, Regional President, Key Bank

    "We see Mike Griego as the best-in-class sales thought leader. His new book brings together his years of experience and tools into a powerful and easy to read text. I highly recommend this to anybody interested in building a best-in-class sales organization." David Frigstad, Chairman, Frost & Sullivan

    "Mike Griego fully understands that "you never graduate from selling!" By following his 42 Rules, you will be educated on the best practices of the sales professional." - Bryan Flanagan, Director of Corp. Training, Zig Ziglar Corporation

    "Mike has the ability to translate complex strategies into effective, common sense, sales actions." - Len Ludwig, CEO, Vencore Capital

    "Mike's sales coaching conveys processes I share with superstars like John Ashranoff, Lisa Nichols, Bob Proctor, Jack Canfield, Mark Hansen and Tony Robbins. They share them with Fortune 1000 executives. You made the best business read choice of the decade in my opinion." - Berny Dohrmann, Chairman, CEOSpace.net, radio show host

    		Pipeline Acceleration Service

    MXL Partners is now offering an affordable and modular Pipeline Acceleration Program for emerging growth or enterprise companies. The program can include some or all of the following tailored for your sales organization:

    • Sales Process Review
    • Sales Call Connect Service
    • Sales Skills Update
    • Sales Enablement Playbook
    Be ready for growth while upgrading your sales machine.

    		Quotations of the Month

    Grandfathers
    "There are fathers who do not love their children; there is no grandfather who does not adore his grandchild." - Victor Hugo

    "I love my children and my first new grandchild!" - Mike Griego

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