Mohanbir Sawhney

McCormick Foundation Professor of Technology,
Director, Center for Research in Technology & Innovation
Kellogg School of Management, Northwestern University

‘The sales process has changed dramatically in a socially and digitally connected world. The sales funnel is dead. Sellers need to guide prospects through a consultative journey by asking not what they can sell, but asking how they can help their customers. Social media is a powerful tool for engagement with prospects, but for most salespeople, the social media landscape is confusing and overwhelming. Apurva provides a comprehensive and practical GPS for sales people to navigate the social media landscape and to reach their destination of sales success. This book is very practical and is filled with actionable advice. An invaluable tool for selling in the digital age.’