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Nicholas Read's Articles

author Nic ReadNic Read's book, Selling to the C-Suite (McGraw Hill, 2010), is the result of a 10-year global study - the largest of its kind - to learn how executives get involved in the corporate buying cycle, and what salespeople need to do to become Trusted Advisors at that level. Sales thought leader Neil Rackham (author of SPIN Selling and Rethinking the Sales Force) wrote the book's Foreword, citing it as "worth its weight in commission checks".

Read has consulted to companies that include Celestica, Cisco, EMC, Fuji Xerox, IBM, Johnson  Johnson, KPMG, Microsoft, National Australia Bank, Schlumberger, Symantec, Symrise and other multinational companies expanding in Asia and around the world. Billions of dollars in sales have been generated worldwide as a result of his proven approach to creating demand and closing deals.   Here are some of his recent articles:

The Science Of Sales Growth In A Recession: The 5 Most Dangerous Mistakes

Eight Drivers of Executive Decision-Making

Read has served as visiting professor for the Hewlett Packard Business School in Beijing China, was retained as the Executive Director for Ernst and Young's revenue growth risk services practice, and has been awarded the International Business Award for Best Sales Trainer by a panel of judges that include Donald Trump, Gary Hamel and Tony Robbins. He has delivered keynote and other presentations for the Strategic Account Management Association, the Selling Power Sales Leadership Conference, the HR Directors Forum, the Sales Leadership Summit, Ernst  Young, and other public events around the world.

Author of award-winning sales training workshops sold in more than 40 countries, Read now runs international consulting firm SalesLabs from New York. He also serves on the board of HE3, a cleantech company developing technology to harvest potable water from the atmosphere to solve the world's water crisis, and is advisor to the HopeDolls Foundation, a not-for-profit children's charity.

His current passion is executive mentoring, go-to-market sales strategy, demand creation, pipeline reporting, and re-alignment of out-of-date sales and marketing systems, processes and skills. He believes the sales profession lost its sovereignty to software companies in the 1990s, and is leading a movement to re-establish Professional Selling as a career governed by measurable standards, directed by research-based process, and enabled by skills and execution excellence. His next series of books, consulting services and training workshops will seek to solve these challenges.

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