Stop Selling & Do Something Valuable is a Bronze Award winner for the Axiom Book Awards – a competition to honor the best books in independent publishing circles. Stop Selling & Do Something Valuable is now in its second printing.
“Steve Walmsley has put together a gem of a book. Just like the title…he has provided the reader with useful easy to use ideas to add value to sales relationships.
My favorite is the ‘Agenda Tool’. I have put it in practice and it has had a noticeable positive impact on my business. Clients appreciate the time taken to put an agenda together…to save time, to make the meeting meaningful and to have effective follow up action items.
A must read book by todays sales professionals. “
Prem Malik, FCA, CA
Advisor
“Everyone in sales should read this right away! A Great Book! After reading this book, I purchased it for my staff. I highly recommend this book for anyone in sales. It has helped me realize my full potential.”
M Blakemore
“Stop Selling & Do Something Valuable is much more practical, forward moving, process driven and strategic than any other sales theory I have read before. If you can’t apply these ideas and tools, it’s because you don’t want to.”
Brad Hains
Vice President, Sales & Marketing, The DATA Group of Companies
“With these tools I feel like - despite a long sales cycle - I can keep potential clients engaged and focused to the end goal.”
Bill Irwin
Senior Sales Executive, Financial Services
“Steve’s book is so refreshing because he clearly understands from his wide and deep professional experience that selling successfully and relationship management have an awful lot to do with each other. Steve and I together coined the word ‘processing’ as key to this: Identifying and mapping out a series of measurable activities. I see this book as a highly effective way to ‘get there’. The title says it all. Steve in his inimitable and lucid way delivers on his promise and himself provides in this easily accessible book his proven principles and tools for value creation through relationship management. He knows what he is talking about because he preaches what he has practiced successfully for so many years. I recommend this book to everybody in whose professional life creating and managing service and business relationships are a necessity to succeed.”
Eric Fraterman
Founder, Customer-Focus Consulting
“The jewels of coaching are embedded in these tools rather than the other way around, which is really effective. I love the specificity and focus.”
Elizabeth Jetton
National Head, Financial Planning Services
“Using the tools in this book has increased business and improved client relationships through better meeting organizations with clients and prospects. The Agenda is a great tool – it assists in asking the right questions and generating interactions. Our business has a long selling curve and we have improved our sales and have a better closing rate.”
Joe Tontoni
Dion Durrell & Associates, Risk Management Consultant
“I have to tell you - I bought this book for reasons of (1) feeling some obligation; (2) thinking it was pretty good to give money to Right to Play; and (3) thinking it was cool to have a book actually written by a friend. I didn’t have a big ambition to read it, to be perfectly honest. But I read the acknowledgements last night and then kept reading until about 1:00am when I had finished Chapter 6. I think it is excellent - some stuff that I found familiar, but nonetheless needed reminding of; some that was new and interesting; all of it thought-provoking and presented simply, easy to envision applying and 98% jargon-free. I’m looking forward to reading more and applying more.”
Mark Davis
Actuary, Eckler Ltd.
“Stop Selling and Do Something Valuable provides practical tools for sales and client management. I think before I was focused on what we were bringing to the table and staying on message, rather than listening to the client. And it’s not just a one-time thing. It’s been a year and a half since I learned the Know Your Client tool but - no BS - I still do it. It makes sense and it works.”
Mark VanRassel
Vice President, Software Developer
“I was selling well before reading this book, but utilizing the tools made me even better. It is still a challenge to do an Agenda every time. But it’s worth it. For the effort you put in to using the tools in this book, you get multiples in return.”
Nari Persad
Specialist Consultant, Financial Services
“The beautiful thing about Stop Selling and Do Something Valuable is that you don’t have to do the things that make people cringe when a typical salesperson walks through the door. You can change the pattern of follow up so that it is comfortable and purposeful. Instead of having to say “Can I count on your business?” you can create an agenda together. I know I don’t have to “close”. Instead I seamlessly merge into business with people.” And “Since reading Stop Selling and Do Something Valuable things are clearer for me – I spend a lot less time trying to “mind read” clients. I don’t have to kill a goat and read the entrails to know what’s important to my client or to know what to say to land business.”
Tammy Sturge
President, HR Transformations
“These tools clear away the clutter to get to the heart of the deal.”
Karin Yorfido
Vice President, Strategic Development, Software Developer
“The tools highlight the importance of staying focused and not retreating if you don’t see immediate buy in/acceptance. The greatest value is that these tools are a dynamic next step in the evolution of ‘selling’.”
Sandra Downe
“I’ve read and re-read this book… I keep it at my desk and return to it. The greatest strength of these tools are their simplicity – it just works.”
Glenn
“The book’s tools have been very useful, and consultants have reported a significant deepening of client relationships. There is a marked improvement in commitment and focus in our team now.”
Jason Cheung
“Steve has been instrumental with helping my office drive sales and success. His down to earth ways of looking at things are applicable to all industries, and his “people” focus have provided me with valuable insight into both my organization and my clients. The tools that Walmsley & Co. provide allow me to look at my clients in a different light, and help me to create win-win scenarios with them. With an eye towards long-term strategic planning, the experience that Steve brings have really helped accelerate my ability to become a top producer in the organization.”
Martin Walker, B.A.
CEBS Manager, Group Sales and Business Development the Co-operators
“You definitely deserve all the accolades you receive for your hard work and dedication, not only to your own craft but to support the goals and achievements of others. You are not only a great support mechanism for many people, but to me you are a great friend.
All the best for continued success. Take care my friend!”
Brennan Boyko, Group Business Development Manager, The Co-operators
“Since working with Steve, my interactions with customers and distributors are very different – there’s much more accountability. I’ve earned the respect I wanted.”
Tom Gosling
Chief Marketing Officer, Manufacturing
