The Seller’s Challenge Workbook

We hope that you enjoyed The Seller’s Challenge: How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales. Enjoy this workbook and let us know how it helps you become an even better “sales professional” than you are today. We love to hear success stories so please share with us how the book and the workbook have helped you hone your craft.

This workbook is designed to ask you questions about the content you read. It will test your memory and recall. In other cases, we will ask you to apply the content learned to a specific sales opportunity that you are working on today.

Whenever we ask a question, we will always reference back to the page number where you can find the answer. This will help you learn faster.

Following each chapter review is a “notes page” to answer the questions provided or complete the exercises.

**Please note you will need a copy of The Seller’s Challenge: How Top Sellers Master 10 Dealing Killing Obstacles in B2B Sales to use this workbook.** Available on Amazon/Kindle and at local book stores.

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Praise for The Seller’s Challenge:

How Top Sellers Master 10 Deal Killing Obstacles in B2B Sales

“The Seller’s Challenge may be the most practical book on selling ever written. Step-by-step instructions, action items for application, and bonus resources make this an absolute MUST for every professional seller who wants to close more sales more quickly.”

DEB CALVERT, Author of DISCOVER Questions® and co-author of Stop Selling & Start Leading

“If you enjoyed great works like Strategic Selling, SPIN Selling or The Challenger Sale you will appreciate how The Seller’s Challenge complements these classic systems. It’s everything I look for in a book – it’s practical, actionable, explains the “why” behind the recommended practices and delivers everything necessary to put the best-practices into action. Embracing these practices will generate more sales and more revenue by eliminating the obstacles and pitfalls that kill so many B2B sales. 100% recommended!”

JAMES MUIR – CEO of Best Practice International and Best-Selling Author of The Perfect Close

“Practical advice on enterprise selling from two street smart sales professionals. This book covers essential topics that will help salespeople win more business.“

LEE BARTLETT, Author The No I Best Seller

“Everyone who wants to master the selling profession should read this book! It provides tons of highly valuable, practical and proven ideas and concepts that make a big difference.”

TAMARA SCHENK, Research Director CSO Insights, Co-Author “Sales Enablement”

“The title is The Seller’s Challenge but Williams & Saine clearly know the B2B complex sale is not about the seller. Content includes buyer acumen, buyer-centered conversations, using relevant insights for buyers, and everything else needed for sales success in today’s challenging buyer’s market. In that vein, “buy” this book now. I highly recommend it”

MIKE KUNKLE, Founder & Sales Transformation Architect, Transforming Sales Results, LLC

About the Authors

Tom Williams

Tom Williams is the Managing Director of Strategic Dynamics Inc., a firm that helps organizations accelerate revenue generation. He was formerly Vice President of Worldwide Sales, Marketing & Product Service for an organization that sold high technology medical products and services through a variety of distribution channels, the CEO of two specialty hospitals, the Vice President & General Manager of an ancillary services division, and the President of a medical services company. In every role Tom was responsible for driving sales revenue. Tom has a B.S. in Biology from the University of Detroit, and a MAM (Master’s degree in Management) and (MBA) from the Peter F. Drucker and Masatoshi Ito Graduate School of Management at Claremont Graduate University. He is also a registered and certified Respiratory Therapist. Additionally, Tom is a certified facilitator in most of the Miller Heiman Group methodologies. He routinely sells their services, conducts program facilitation, and provides consulting around their various sales methodologies. Tom is recognized for his expertise in call planning and execution, opportunity management, negotiation, key account management, funnel management and sales coaching. Tom is also the co-author of Selling to Hospitals & Healthcare Organizations: A Glossary of Business Acumen & Personnel

Tom Saine

Tom Saine is a Senior Consultant with Strategic Dynamics Inc. with a Ph.D. in Communication from Northwestern University. He is a former senior executive for ARAMARK Corporation. In his tenure with ARAMARK, Tom served as Associate Vice President for Major Account Sales, Vice President of Client Retention, and Vice President of Sales. His background in sales management for ARAMARK includes supervising direct sales for the U.S. and Canada, developing the division’s strategic plan, and creating a master plan for retaining business.

Prior to his years at ARAMARK, Tom was on the faculty of the University of Florida and the University of Denver. Tom has published extensively on group