July 22, 2008 - Lunch with M. Malone (Birk's, San Jose)

Discussed possible titles for book: "Total Sales" "Complete Sales"

GOAL OF THE BOOK: To capture the high ground, philosophically, become the guru/thought leader of the space (like Tom Siebel did in 'Virtual Selling' - which he commissioned Malone to write when Siebel was 4 people in a garage office).

-- Customers will then seek out the "guy who wrote the book on this topic".

-- Invent some new terms/acronyms (like TSQ - Total Sales Quality), or SPM

-- No need to write a long book; the message can be arrived at in a little more than 100 pages; even though 'Virtual Selling' was 235 pages.


PUBLISHER WILL WANT:
1) Complete outline of the book (book proposal, which Malone will send me some examples of).
2) Marketing strategy for the book - who the target market is, how to sell it, etc.
3) The first chapter

(a good prospective publisher for us would be Josey-Bass, because the do everything for us, sort of a one-stop shop for beginners) Though Xactly may need to agree to buy a certain # of copies as a guarantee (probably 10,000 or so)