About The New Sales Guy Project Knowledge-based distribution has always needed a steady flow of new salespeople to survive. At the same time, the complexity of the skillset required of these new salespeople has grown at an exponential rate. New sellers struggle during their first year. Frustration sets in and many exceptionally talented individuals drop out of the industry. Sales managers complain as they lay out massive sums of money waiting for their sales numbers to grow. This book is based on three basic premises: First, selling has changed and the industry has not adapted to the changes. Second, most sales managers learned how to sell in a different customer environment and now struggle to properly assist their rookies. Finally, nearly all sales books are designed for transactional selling and the selling model for knowledge-based distributors is notably different. Frank Hurtte, an expert in distributor sales, provides a straightforward and actionable blueprint for launching a career in sales. Some individuals who are not familiar with our selling approach may believe that this book does not cover anything about selling. Those who understand it will discover a clear roadmap to unlocking opportunities, asking the right questions, building trust, and beginning a rewarding life in a world where customers and friends are one and the same. If you are looking for sample closes, or various methods for force-fitting unwanted stuff into your customers’ budgets, this book is NOT for you. On the other hand, if you are just joining the ranks of sales professionals in an environment where your solutions help customers be more productive, join the author, Frank Hurtte, as he leads you through the early steps of the process.