Why did you write the book?
I have been working in sales for 20 years, and as a sales consultant for the last 10 years.  Over that time, I came to see that of all of the elements that contribute to sales success, a solid sales process as the core framework of sales activity is the single most important element to bring context to the myriad of important elements that lead to sales success.  In other words, the process is not the most important thing, but it is the most important tool to organize what is important.  A well defined and executed sales process, as articulated in the book, helps to ensure that the important elements of sales success are executed in a manner likely to lead to consistent success.

What qualifies you to write a book like this?
I am not what you would call a natural sales talent.  I was pretty lost and confused when I started selling.  Also when I started managing and consulting.  How does that qualify me?  I worked hard at learning each element of my own sales experience through study, mentoring and execution.  This forced me to be deliberate in understanding what works for me, my staff, or my clients as the case may be.  Many sales books are written by people who were very successful sales people, but I am not so sure that writing about success that comes naturally is valuable to readers.  My experience is the school of hard knocks, and I had a lot of them.  I tried to learn from them all, and the honest and often painful acquisition of this real, personal, deliberate learning is what qualifies me to share it.  The book is full of what has and has not worked for me, my staff, my clients, and what should, by extension, work for the readers as well.

Who is the target audience?
My own experience is in business-to-business sales in a SME environment.  As such, those sales people who work in similar environments will find the material most familiar.  That said, the processes described are applicable to all selling situations, and should be useful for anyone selling anything.  There is even a download on the web site for the book that illustrates how the selling process applies to such diverse selling endeavors as prostitution and dentistry.

Is the book also appropriate for managers and executives?
While the book is written to the salesperson, anyone managing a sales force will benefit from aligning their individual sales people along a consistent process capable of generating meaningful metrics that help indicate progress towards sales goals.  There is even a lengthy appendix available for download from the web site to help sales managers and executives incorporate the sales process described in the book to their own sales organizations.