Today’s New Sales Essentials, Lessons from the Concrete Garden, Published by Outskirts Press

Oswego, IL, February 02, 2011 --(PR.com)-- Business owner and consultant Kurtis Smith announced today the release of Lessons from the Concrete Garden, A Blueprint of How to Build, Maintain and Manage a Book of Business, published by Outskirts Press. Created from over a decade of research, development and field testing, Smith’s Professional Standards for Sales Excellence selling system provides real answers and proposes actual solutions for professionals seeking a workable plan of action to increase their effectiveness in order to generate sales and expand their businesses.

Smith has written this book to provide straightforward solutions to known and specific challenges that businesses and selling professionals have struggled with for decades. Lessons from the Concrete Garden convincingly shows why many salespeople struggle and most fail to produce results, and offers a comprehensive plan of action as a road map to dramatically improve their performances.

The author references the automotive industry and its selling practices as his case study to illustrate why in the absence of a structured training program that emphasizes how to build, maintain and manage a book of business, the enterprise and its business developers will struggle and most eventually fail. He then asks the question, “How is it possible for the manufactures to spend billions of dollars on R&D and marketing, to produce some of the most technologically advanced products in the world, and then miss the mark altogether by not adequately educating the individuals responsible for selling them?”

Lessons from the Concrete Garden introduces the solution that will equip these businesses with the tool to correctly develop the people who are responsible for producing the sales that keep their doors open.

Readers of this book will have a good grasp of this comprehensive program’s ability to address the challenges they are experiencing in their selling and business development activities. Smith offers insight as to why the current antiquated selling practices are insufficient to meet the needs in today’s competitive and complex selling environment and offers an alternative to those looking to generate quantifiable results instead of going blindly into the marketplace and wishing it all turns out okay.

Smith’s motto of, “What you cannot define, you cannot reproduce, and what you cannot reproduce, you cannot measure and what you cannot measure, you cannot control or manage,” drives home the point that mere activity alone does not equal productivity and insists that through performance-accountability processes and utilizing his Professional Standards for Sales Excellence selling system, businesses and selling professionals can intentionally cause measurable performance improvement.

Lessons from the Concrete Garden is available on-line in paperback through Amazon and Barnes and Noble and at www.outskirtspress.com/bookstore for a maximum trade discount in quantities of ten or more.

ISBN: 978-1-4327-6426-5 Format: 6 x 9 paperback cream SRP: $14.95
Genre: Business and economics/sales and selling/business development

About the author:
Kurtis Smith has a diverse background. United States Marine, sales and management professional, business owner and consultant, Smith is now the President and CEO of the K-Method Group, an organization focused on teaching businesses and sales professionals the step-by-step process of building, maintaining and managing a book of business. The mission of his company is to keep providing the resources and the environment for organizations and their salespeople to acquire the knowledge they need to flourish.

For more information or to contact the author, visit www.kmethod.com or www.outskirtspress.com/lessonsfromtheconcretegarden

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