Behind Your Back
After working for several years as a purchasing manager for one of the nation’s largest home builders, Bradley Hartmann has a unique perspective into what drives purchasing managers to buy.
Hartmann’s book, Behind Your Back, covers 2 broad categories:
What sales reps did to win business.
What sales reps did to lose business.
This book is broken into four main parts that coincide with the natural timeline of the new client acquisition process:
Achieving awareness
Mastering the meeting
Navigating the negotiation
Amazing your account.
Each part contains 12 rules to live by. You can start doing the things in this list immediately. On behalf of purchasing managers everywhere, we wish you would.