My Book

Real World Selling Strategies: The Art of the Selling Conversation

The world has changed since I co-authored the first edition in 2013 — and if you are not evolving your sales approach, you are falling behind.

Real World Selling Strategies: The Art of the Selling Conversation is a 2014 USA Best Book Award Winner built from decades of real-world B2B sales leadership. This is not theory from the sidelines — it is a system I have used to transform revenue for companies across technology, hospitality, and SaaS.

McKinsey predicts 45% of all marketing and sales jobs will be replaced by AI. Forrester reports 75% of all technology sales revenue flows through partners. If you are still selling the way you did five years ago, you are the modern equivalent of the buggy-whip rep — still working hard, but no longer relevant.

This book equips you to:

• Develop a common selling language that transforms prospect conversations into closed deals
• Master ERB (Emotional Reasons for Buying) and Buying Influences
• Recruit, onboard, and optimize channel partners for scalable revenue
• Leverage technology and AI to stay ahead of the competition
• Weed out unqualified buyers and revitalize stalled opportunities

Who This Book Is For

This book is for any B2B company that wants more revenue — founders, CROs, VPs of Sales, and sales leaders who are ready to stop guessing and start executing. Whether you run a startup or lead a division at an enterprise, if your sales engine is broken, this book gives you the framework to fix it.

What Readers Are Saying

“This book effectively presents the real deal about the changing business landscape and the immediate need to evolve to survive. With a pragmatic approach, this handbook offers something that other sales-centric publications fail to deliver.” — Robert Vilmer

“A no-nonsense book that helps you navigate the realities of modern-day sales. It pushes the big bulls of business to incorporate advanced techniques and real strategies to tackle everyday marketing and sales challenges.” — Karen Green

“Thorsvig and Hayden have put together in concise terms the key elements of pursuing and executing a sale. This is a book for anyone who is selling — a product, an idea, a point of view.” — Joseph Garcia

“This book will teach you some great strategies for selling. I have learned how to use things like ERB Emotional Reasons for Buying, Buying Influences, PPA Pre-Presentation Agreement, and more.” — Jeff Andrade & Associates