Books
Interested in any of our books?
Heroes, Villains, and the Thrill of Professional Selling
Heroes, Villains, and the Thrill of Professional Selling shows you how to take control of the sales story and position your client as the hero. Drawing on the principles of “Co-Creating Value,” the book uses movie analogies to simplify the hero’s journey and guide you in creating powerful buying experiences. You will learn how to match client types to different genres, direct the buying process with clarity, and uncover real value using proven templates and tools.
With a SOCKET solution framework, a 100-question discovery guide, and a stakeholder checklist, you will have everything you need to navigate complex relationships and drive success. Whether the story is action, mystery, or drama, this book equips you to create lasting impact without stepping out of the story.
Human to Human Selling
In today’s fast-paced, hyper-informed world, building strong sales relationships is harder and more important than ever. Buyers are more sophisticated, more transactional, and harder to engage. This book shows you how to rise above the noise and create real, strategic relationships that drive results. You’ll learn how to move beyond outdated adversarial models and embrace a new approach built for the “Age of Business Reformation”—an era where success comes from forging symbiotic partnerships with the right-fit customers.
Adrian’s practical, step-by-step process helps you bridge the gap between sales techniques and corporate strategy, positioning you as a vital asset to your buyers and your company. With Human to Human Selling, you won’t just increase your sales performance. You’ll elevate your role, deepen your impact, and build relationships that are both profitable and fulfilling.
