Five Minutes With VITO Podcast with Shane Gibson

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I recently received a copy of Five Minutes with VITO. I had already read “Selling to VITO” several years ago and often suggest that sales professionals who want to close big deals read it. VITO stands for Very Important Top Officer and is in my opinion your most important prospect and target market. This most recent iteration of Anthony Parinello’s sales classic, now co-authored with David Mattson of Sandler Training is a timely, to the point and inspiring read.

Five Minutes with VITO is a must read for those that are frustrated with long sales cycles, corporate dead-ends in the sales process, and pretty much anyone else who is serious about meeting their sales targets. The book will not tell you where to find CEO prospects, nor will it talk much about key account management or “Closing the Deal.” Instead it focuses on the critical 5 minutes with THE senior executive in your sales process, and how to deal with this true decision maker during this “make-you-or-break-you” window of time.

Listen ot my full podcast review below:

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