Unasked Question

A technologist's quest to unlock the sales algorithm.

Igor Portugal

$38.95 $32.73

Paperback

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English

Igor Portugal
01 March 2025

Research & development management; Sales & marketing; Office & workplace

""One unasked question may cost you the sale.""Imagine waking up one day, realising that your life is in ruins. My protagonist, Chris, is a brilliant technologist turned an accidental CEO. With his personal life shattered and his company on the brink of collapse, he must master the art of sales to salvage everything he holds dear. I wrote this book to help technologists discover and develop the skills they need to sell effectively, presenting the ideas in the style of a novel. You are invited to follow Chris's journey from a stable life to the depths of despair, and ultimately, to redemption. Along this journey you will learn with him what it takes to succeed in the competitive landscape of business to business sales. Starting my first business, I was an experienced software developer with a veiled disdain for sales. After a couple of years of getting nowhere in business, I realised the folly of my relationship with sales and spent the next 20 years building my sales skills. During that time, I co-founded and successfully sold two technology companies and created multiple internationally successful products, all while navigating many trials of running my own business. This book reveals the unseen struggles and sacrifices entrepreneurs endure to succeed, offering a rare glimpse into the true demands of building a business. In many ways, Chris's emotional journey reflects my own. While assisting over a thousand companies with technology implementations and holding several positions in IT industry bodies, I've witnessed and heard countless tales from clients and industry peers about successes and failures of B2B sales. Drawing from these experiences and insights from several excellent books, I developed a sales strategy that enabled me to achieve an over 80% win rate on deals. This book demonstrates the principles and practices behind that strategy.

Whether you're new to sales, facing challenges, or a seasoned professional, 'Unasked Question' offers fresh insights and a thought-provoking, engaging story that will entertain and enhance your sales expertise.- Igor Portugal, Author.

By: Igor Portugal
Imprint: Igor Portugal
Dimensions: Height: 216mm, Width: 140mm, Spine: 13mm
Weight: 295g
ISBN: 9781067059101
ISBN 10: 1067059105
Pages: 252
Publication Date: 01 March 2025
Audience: General/trade , ELT Advanced
Format: Paperback
Publisher's Status: Active

Reviews for Unasked Question: A technologist's quest to unlock the sales algorithm.

What readers say: ⭐️⭐️⭐️⭐️⭐️ ""This book is a sales workshop in an engaging story. Couldn't stop reading after the story got hold of me. You can't get any better sales training than this. Having been to a few sales trainings in my career, the story engaged me and will stick with me for longer."" ⭐️⭐️⭐️⭐️⭐️ ""A gripping, relatable sales novel that feels like a thriller, packed with characters and conflicts we've all encountered."" ⭐️⭐️⭐️⭐️⭐️ ""Best strategic business tale since 'The Goal'. A must read for sales people new or experienced."" ⭐️⭐️⭐️⭐️⭐️ ""Igor done an admirable job of blending in what feels like a sales compendium and a full on family life drama. I think this book will appeal to sales newbies and those who are transitioning between old school and new sales practices. Well done Igor!""