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George Brontén
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Stop Killing Deals: How to avoid deadly assumptions and achieve sales excellence Paperback – March 12, 2020

by George Brontén (Author), Fen Druadìn Head (Author), Björn Andersson (Illustrator),
4.6 out of 5 stars 29 ratings
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Unmask and defeat the deadly assumptions at the root of your selling and gain competitive advantage by viewing sales through the lens of human nature.

Companies spend billions of dollars each year on sales training and technology, yet sales effectiveness keeps declining. Why? It's because too many sales organizations operate on deadly assumptions that deny the essential human nature of their sales teams and their buyers. Written by the CEO of a sales technology company, George Brontén, Stop Killing Deals defies convention by destroying the idea that CRM and other technology is the solution to all of the sales industry’s problems. Instead, the book focuses on a human-centered way of building and maintaining world-class sales organizations that support the essential human nature of those who work within them.

In this quick and insightful read, you’ll learn how to:

  • Defeat the deal-killing monsters lurking in your buyer’s subconscious
  • Heal your organization and give your team what they need with sales enablement
  • Align your strategy, process, and methodology to achieve scalable, world-class sales performance
  • Build your sales coaching around your sales process to generate exponential results within complex b2b sales environments
  • Understand the essential humanity of your sales workforce, thereby enabling you to recruit better, train, and support the people on your team in order to win more deals
  • Turn your sales technology into your servant, not your master

The book contains links to a wealth of downloadable resources and tools to enable leaders to put these principles into practice right away. When you apply these principles and frameworks, you’ll win more and have more fun doing it!

Read Stop Killing Deals and turn how you sell into your competitive advantage.

Read more
Previous slide of product details
  1. Print length
    155 pages
  2. Language
    English
  3. Publication date
    March 12, 2020
  4. Dimensions
    5.5 x 0.35 x 8.5 inches
  5. ISBN-10
    9151941821
  6. ISBN-13
    978-9151941820
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Editorial Reviews

Review

"No other sales book pinpoints the problem like Stop Killing Deals does, and that's why it should be required reading for every b2b sales leader and CEO on the planet."

-- Deb Calvert, People First Productivity Solutions

"Why does the world need another book on sales? Because all that have comebefore it are just pieces of a larger puzzle. Stop Killing Deals takes a wide view of the sales force, putting human nature, sales process, CRM, and all the other pieces in their proper place."

-- Jason Jordan, author, Cracking the Sales Management Code

"Stop Killing Deals digs into the bedrock of sales beliefs that are holdingsellers back. George, in a straightforward and many times funny way,really nails the core issues that shape our sales culture today. Thegreat news is that we can learn new ways of thinking and doing that lead to improved avenues for sales success. Anyone who is involved withselling should read this book."

-- Lisa D. Magnuson, Top Line Sales

"George Brontén's excellent new book is a practical guide to eliminating theavoidable errors that are preventing sales organizations from achievingtheir full potential."

-- Bob Apollo, Inflexion Point

"Imagine if the creator of a sales technology assessed the state of the industry and concluded that sales technology has caused more problems than itsolves. In this book, the founder and CEO of a Sales Enablement CRM,George Brontén, shares how bad assumptions have made business the slaveof technology. Then he presents a framework for achieving world-classperformance by putting technology into its proper role as the servant of your people."

-- Tamara Schenk, Sales Enablement Evangelist, Analyst, Advisor, and Speaker

"George Brontén's fresh, daring, and insightful look into what's wrong withsales stands apart from every other book on sales. It's a fast read, itrings true, and you'll love the great stories he included for context."

--Dave Kurlan, Objective Management Group

"Keeping it real! This book is about stopping the nonsense and George does nothold back with his upfront insights on the biggest issues sales teamsare struggling with. Read it, apply it and you too will stop killingdeals."

-- Mark Hunter, The Sales Hunter

"Wide-rangingcontent in a lean, tight package from one of today's clearest salesthinkers. George sets out the problem--a mix of human behaviors thatinterfere with sales success plus ingrained sales myths and tech systems that exacerbate the problems. Then he lays out simple, logical stepstoward a solution that any sales leader and team can follow. A brilliant book!"

-- Barbara Weaver Smith, Founder & CEO, The Whale Hunters

Product details

  • Publisher ‏ : ‎ ISBN Sweden
  • Publication date ‏ : ‎ March 12, 2020
  • Language ‏ : ‎ English
  • Print length ‏ : ‎ 155 pages
  • ISBN-10 ‏ : ‎ 9151941821
  • ISBN-13 ‏ : ‎ 978-9151941820
  • Item Weight ‏ : ‎ 7.4 ounces
  • Dimensions ‏ : ‎ 5.5 x 0.35 x 8.5 inches
  • Customer Reviews:
    4.6 out of 5 stars 29 ratings

About the author

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George Brontén

George Brontén

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George Brontén A lifelong entrepreneur with twenty years of experience in the software space and a passion for sales and marketing, George Brontén is always looking for new ways to achieve improved business results using innovative software, skills, and processes. He shares his thoughts on the award-winning blog “Art & Science of Complex Sales.” Since 2012, his team at Membrain.com has collaborated with thought leaders and studied research to identify the success factors behind successful sales organizations. The result of their diligence is a Software as a Service that makes it easier for companies to capture, learn, and execute the behaviors needed to achieve sales excellence.

How to contact George Brontén or get more information about Membrain:

• LinkedIn: www.linkedin.com/in/georgebronten

• Twitter: twitter.com/georgebronten

• Email: george@membrain.com

• Membrain: www.membrain.com

• Blog: www.membrain.com/blog

Customer reviews

4.6 out of 5 stars
29 global ratings

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Top reviews from the United States

  • Kendra Lee
    5.0 out of 5 stars Challenge your unconscious Sales Status Quo
    Reviewed in the United States on May 16, 2020
    Verified Purchase
    We’ve all played the blame game when the sales team doesn’t work out. We’ve lamented the high cost of hiring, training and not getting our money’s worth out of salespeople performances. Here is a book that challenges the traditional way of thinking, and assumptions that we may have about our salespeople and even our own sales organization.
    George Bronten lays out common behaviors and why unsuccessful outcomes with salespeople are based on willpower and discipline. Better yet, he outlines a framework and provides online resources to guide you through the changes that will build a successful sales organization. That’s the secret sauce. Kendra Lee, President KLA Group and author of The Sales Magnet.
    Helpful
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  • Lisa Magnuson
    5.0 out of 5 stars Stop Killing Deals is the Ideal Book for Modern Sellers
    Reviewed in the United States on April 13, 2020
    Verified Purchase
    Stop Killing Deals digs into the bedrock of sales beliefs that are holding sellers back. George, in a straightforward and many times funny way, really nails the core issues that shape our sales culture today. The great news is that we can learn new ways of thinking and doing that lead to improved avenues for sales success. Anyone who is involved with selling should read this book. Lisa Magnuson, CEO, Top Line Sales and author of The TOP Sales Leader Advantage: How to Win 5X Deals Repeatedly
    One person found this helpful
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  • Reg Nordman
    4.0 out of 5 stars Hard hitting and accurate . For those who want to get better at selling
    Reviewed in the United States on May 12, 2020
    The author has really hit to the core of much that causes sales initiatives to fail.  I agree with his three false assumptions:
    Salespeople are born, not made..
    Salespeople are disciplined..
    Buyers and sellers are logical.

    From these is built a solid argument on how to make things better.  A rigorous and proven sales process model with resources, better coaching from sales management and getting away from a reliance on CRM systems that have false assumptions. 

    The author also provides a plethora of useful tools to help an organization transition to to better way.  Along the way you learn a little bit about his product Membrain.   Its all good. I recommend this book. 
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  • David Jacobson
    5.0 out of 5 stars Want to learn why your CRM is holding you back from selling more?
    Reviewed in the United States on January 22, 2021
    Verified Purchase
    Stop Killing Deals is a book which examines the history of CRM and how it has become too complex. CRM is supposed to effectively guide your sales team through sales milestones. Want to sell more? Maybe your CRM is holding you back? Stop Killing Deals is a must read for all Sales Leaders and CEOs.
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  • Nate Tutas
    5.0 out of 5 stars The Roadmap You Never Got
    Reviewed in the United States on January 7, 2021
    Verified Purchase
    I’ve heard from many managers but especially sales leaders that they never received a roadmap when they got into the job. Well, here it is. If you’re in any sort of leadership position connected to sales, do yourself a favor, read and implement this book. It’s the roadmap you’ve been searching for.
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  • T. Williams
    3.0 out of 5 stars Some good ideas, but kind of a sales piece
    Reviewed in the United States on September 7, 2020
    Verified Purchase
    I like a lot of what George Bronten has to say. The image of the Hydra for Salesforce.com is great. The coaching concept is fantastic, as is the desperate need for standardizing sales processes in most organizations. However, George sells a CRM solution and this book is really the information and thinking behind the creation of his tool, Membrain, replete with an invitation to buy it. Some good info wrapped in a marketing piece, but not a book worth paying for, in my opinion.
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  • Lahat
    5.0 out of 5 stars Highly recommended!
    Reviewed in the United States on April 26, 2020
    I love this book, Stop Killing Deals, which is designed to help B2B sales organisations thrive and succeed in the new reality. You will find practical advice and examples, like:

    - how to identify the self-discipline assumptions
    - how to support your sales team
    - what drives change and how to address the logical levels of change
    - limiting beliefs
    - bad habits of sellers
    - questions for coaching, and much more!

    If you're willing to explore and take a deep dive into your sales process, and if you like to understand why you are, or why your team is, killing deals, read this book!

    Easy reading, fresh and full of insight - you will recognise in a second what the author is talking about.
    He knows B2B and complex sales. Highly recommended!
    One person found this helpful
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  • Michael Schultz
    5.0 out of 5 stars Great advice for winning important opportunities
    Reviewed in the United States on September 11, 2020
    Stop Killing Deals is a refreshingly easy to read, thoughtful, and insightful book for winning deals (and, of course, not killing them). I was given a review copy of Stop Killing Deals, and was pleased to read it.

    A number of things stand out to me:
    - While a lot of winning is about strategy and tactics, it's also about having the right mindset for wining deals.
    - That if you want to win deals consistently, you have to be way more systematic than most sellers are.
    - Making sure technology is your servant, not your master, when it comes to approaching sales.
    - Aligning process, methodology, technology, and coaching.
    One person found this helpful
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Top reviews from other countries

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  • Amazon Customer
    5.0 out of 5 stars Visão Sistêmica das Vendas B2B
    Reviewed in Brazil on May 11, 2020
    Verified Purchase
    George Brontén, em seu livro “Stop Killing Deals”, nos presenteia com uma rara visão sistêmica das vendas B2B de média a alta complexidade, e responde à questão do porquê muitas equipes de vendas ainda apresentam um desempenho insatisfatório num mundo em que a tecnologia e o conhecimento são abundantes, acessíveis e baratos. Leitura mais que recomendada para líderes e profissionais de vendas apaixonados pelo alto desempenho em vendas.
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