SOURCE: PMD Sales Training & Consulting

December 15, 2009 09:14 ET

Sales Teams Learn Innovative Approach to Getting Results With "The Golden 120 Seconds of Every Sales Call"

New Book by Expert Sales Trainer Peter Dennis Focuses on the Crucial Sales Junctures in Which Salespeople Can Make or Break a Deal

WESTBOROUGH, MA--(Marketwire - December 15, 2009) - Sales professionals seeking a solution to stalled and lost sales can learn a fresh, highly effective sales approach with "The Golden 120 Seconds of Every Sales Call" (Norlights Press, December 2009, $15.95) by expert sales trainer Peter G. Dennis.

Destined to become a key tool for a successful sales arsenal, "The Golden 120 Seconds of Every Sales Call" focuses on the critical moments during a sales call or meeting -- the 120 seconds -- in which the sales person's interactions with the prospective customer can most impact the outcome. The easy-to-read book helps sales people navigate those important junctures. It looks at what occurs in the field and practical execution, providing numerous examples and case stories, and using strategies for preparedness, proactive behaviors and a different style of presentation.

"In a down economy, sales professionals need to move away from using cookie-cutter approaches and sell more proactively," states Dennis. "It's critical that they concentrate on the prospect's specific goals and challenges and on enhancing communications and relationship-building."

"The Golden 120 Seconds of Every Sales Call" responds to a need felt across the marketplace and can help any sales team that is not performing at the level it desires. The book's innovative sales approach evolved from Dennis' 25 years of experience as a sales executive, manager and trainer testing sales strategies at major corporations. The approach has been proven to drive sales results and increase revenue. Dennis personally witnessed the benefits of his sales approach when he launched his company, PMD Sales Training & Consulting, Inc., in 2008 and built it into a thriving business within months, despite the worst recession the country has witnessed in recent history.

"With this approach, I return to the fundamentals and employ tactics that sales people already understand but fail to execute," states Dennis. "The book focuses on eliminating what I call 'energy suckers' and avoiding irrelevant areas. Both new and experienced sales people will learn something, as the book offers techniques for building confidence, handling difficult situations and avoiding deal-killing blunders."

"The Golden 120 Seconds of Every Sales Call" is Dennis' first book and was driven by his passion for motivating companies to make things happen in their sales programs and turnaround declining sales and revenue. Dennis' sales approach reflects his personal style -- non-aggressive, collaborative and results-oriented -- and it is based on the principles of being proactive, maintaining forward movement and continuously delivering value to get customers.

"The Golden 120 Seconds of Every Sales Call" is available through Barnes & Noble and

About the Author - Peter G. Dennis

Peter G. Dennis is founder and president of PMD Sales Training & Consulting, Inc., in Westborough, MA, a company dedicated to helping and motivating companies to realize measurable sales growth and business success. Peter previously served as executive vice president of sales for IntePros Consulting, an IT staffing and consulting company headquartered in Lexington, MA, and senior vice president for sales and business development with Veritude, a Fidelity Investments company headquartered in Boston.

During Peter's 25-plus years of experience as a sales executive, manager and trainer, he has trained and mentored hundreds of sales professionals, from entry-level trainees to twenty-year sales veterans, inspiring them with his passion for improving the overall effectiveness of sales teams.

"The Golden 120 Seconds of Every Sales Call"
By Peter G. Dennis
Norlights Press, 978-1-935254-20-1, December 2009, 128 pages.

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