Sales Talks is full of practical and tactical solutions particularly well suited to the ongoing challenges and opportunities in financial services and similar industries. Its story-based format will impart insights to help any salesperson at any level make the sale.
Greg Upah was born and raised in Omaha Nebraska and enjoys a wealth of sales and presentation experiences from his careers in academia advertising and financial services. While director of Institutional Marketing for the asset management group at Merrill Lynch he established successful relationships with major corporations and high-net-worth individuals around the globe. He spent several years at Young & Rubicam Advertising New York as associate research director and member of the new business team. A University of Notre Dame graduate with a marketing PhD from the University of Illinois at Urbana-Champaign Upah has served as a Virginia Tech marketing professor and an adjunct associate professor at the Stern School of Business at NYU. He's published articles in a variety of journals including the Journal of Marketing. Currently he helps organizations improve client presentation capabilities. Upah is married with two grown children and three dogs and lives in Montgomery Texas.
An excellent commentary on what it means to be truly customer focused. -James A.C. Kennedy former CEO T. Rowe Price
You'll use your highlighter a lot if you read this wonderfully practical wise and candid book full of valuable lessons on successful selling. -Leonard Berry distinguished professor of marketing Texas A&M University
Traveling with Greg throughout the United States and Europe was fun entertaining educational and ultimately led to a successful money raise. -Stephen I. Silverman founder and managing partner Ironbound Capital Management LP
This exceptional book shows why and how-amid the growth of digital tools-financial services and other firms need to come full circle and emphasize human contact as their differentiating service advantage. -Valarie A. Zeithaml David Van Pelt Family distinguished professor of marketing University of North Carolina and author of Services Marketing: Integrating Customer Focus Across The Firm Delivering Quality Service and six other books on service quality
Matching capabilities to a client's needs is the key to producing successful sales. This insightful volume shows how to create just this kind of tailoring. -Alan Andreasen emeritus professor of marketing Georgetown University
The process of observing the client listening to their feedback and tailoring the presentation and proposal in response is at the heart of this book. -Michael Mitchell PhD Merck (retired)