Average Reviews:
(More customer reviews)As an individual on the career track and a Boeing employee, I find the candid views of Mr. Tom Gunn to be quite insightful and entertaining. I'm appreciative of the opportunity to go along for a first-person flight spanning the career of this very intriguing gentleman. No, this isn't a book strictly focused on business theory -- if you want that, look elsewhere. This book is a collection of stories that bridges theory with real-world sales experience in a highly competitive, international marketplace. Think of Tom as your mentor that guides you through critical business situations, providing sound advice along the way.
An early passage describes a strategy meeting in which Tom had everyone get up and head over to the windows overlooking the employee parking lot. He stated, "Do you see those cars? That's what you're working for. You put food on the tables and cars in the parking lot by selling airplanes." Given the state of the economy, this isn't a bad reminder of just how crucial the performance of today and tomorrow's sales leaders really is.
In an ever-changing business environment, one may question the value in reading historical stories from the business trenches. I say you'd be sorely missing out. You see, the game never stopped changing for Mr. Gunn either. This book puts you in the bird's-eye seat of a sales powerhouse and demonstrates how he faced uncertainty and guided his team to win far more in balance than not. When the time comes for you to prove your mettle, you will be all the more prepared.
No matter what you sell, don't lose sight on all that you work for. I'm confident you won't go wrong by picking up a copy of "Gunn Sights." Give it a shot!
Click Here to see more reviews about: Gunn Sights: Taking Aim on Selling in the High-Stakes Industry of International Aerospace (Blue Jacket Bks)
Tom Gunn had a life-altering career change in 1975 when he went from an eight-year stint as staff lawyer with the U.S. Senate to a job in aerospace sales and marketing at McDonnell Douglas. He knew a lot about military appropriations and classified developments, but almost nothing about marketing. Over the next twenty-two years, however, Gunn and the team he assembled developed a process for strategic selling and marketing that delivered $250 billion in sales of military and commercial aircraft, missiles, space systems, and logistic support against strong and at times cutthroat domestic and international competition. His book is both the story of that success and a handbook for anyone who wants to learn about high-powered selling, about assessing the competition and understanding the customer, and about using a defined process to shape strategic planning.
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