Anthony Parinello is the author of “Selling To VITO (The Very Important Top Officer)” and several other titles like “Getting the Second Appointment : How to Close Any Sale in Two Calls”. As far as sales books go, these concentrate a lot on the salesperson who wants to get to the mid to high level manager or purchasing director, they aren’t titles about how to sell vacuum cleaners door to door.

The type of person who could benefit from these books would be someone like a sales rep at a computer distributor or other business to business sales. Most times, calling a medium to large company and trying to get to the decision makers or purchasers can be frustrating as employees will not just put you through when you tell them you want to hit their boss up with a sales pitch. These “gatekeepers” don’t want to get the blame for letting a telemarketer or sales person through.

For anyone in B2B sales these titles can be a big help. A car salesman who wants to arrange fleet sales to a corporation to a cleaning service who wants new clients. Reaching the decision makers is often the biggest challenge. While not for everyone, if you find yourself making commissions from corporate sales accounts this may be the books you need to be more effective getting through to the people writing the checks.