This book serves as a guide to the mindset that drives sustained success in technology sales. Bob Kocis, author and multiple President’s Club achiever, draws from over 30 years of experience in the field.
He began his career in sales at Nalco Chemical in 1994, advanced at PTC, where he led global channels and Asia Pacific operations from Shangha.
He then served as VP of Worldwide Sales at ANSYS, acted as Chief Revenue Officer at Continuum, and now holds the role of President and COO at Aptean.
The book targets sales professionals in SaaS, enterprise, and B2B tech environments. You find insights from Kocis plus stories from top performers, including President’s Club winners and vice presidents at major tech firms.
It covers practical approaches to deal with qualifications, customer relationships, and complex sales processes.
What You Will Learn
You gain tools to develop resilience, empathy, and value-based selling techniques. The content focuses on behaviors that help you qualify for opportunities accurately, foster long-term client ties, and handle intricate deal cycles.
Kocis includes a “three whys” framework to simplify sales motions and shift emphasis to customer outcomes over immediate closes.
Early feedback highlights the book’s tactical focus. On Amazon, it holds 4.9 out of 5 stars from 13 ratings and ranks as the #1 bestseller in Customer Relations.
One NetGalley reviewer notes it ties personal experience to a clear roadmap for advancing sales careers. Another professional with 20 years in tech sales calls it practical advice that works in real scenarios.
Our Key Takeaways:
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