Unasked Question

"One unasked question may cost you the sale."

Imagine waking up one day, realising that your life is in ruins. My protagonist, Chris, is a brilliant technologist turned an accidental CEO. With his personal life shattered and his company on the brink of collapse, he must master the art of sales to salvage everything he holds dear.

I wrote this book to help technologists discover and develop the skills they need to sell effectively, presenting the ideas in the style of a novel. You are invited to follow Chris's journey from a stable life to the depths of despair, and ultimately, to redemption. Along this journey you will learn with him what it takes to succeed in the competitive landscape of business to business sales.

Starting my first business, I was an experienced software developer with a veiled disdain for sales. After a couple of years of getting nowhere in business, I realised the folly of my relationship with sales and spent the next 20 years building my sales skills. During that time, I co-founded and successfully sold two technology companies and created multiple internationally successful products, all while navigating many trials of running my own business. This book reveals the unseen struggles and sacrifices entrepreneurs endure to succeed, offering a rare glimpse into the true demands of building a business. In many ways, Chris's emotional journey reflects my own.

While assisting over a thousand companies with technology implementations and holding several positions in IT industry bodies, I've witnessed and heard countless tales from clients and industry peers about successes and failures of B2B sales. Drawing from these experiences and insights from several excellent books, I developed a sales strategy that enabled me to achieve an over 80% win rate on deals. This book demonstrates the principles and practices behind that strategy.

Whether you're new to sales, facing challenges, or a seasoned professional, 'Unasked Question' offers fresh insights and a thought-provoking, engaging story that will entertain and enhance your sales expertise.

- Igor Portugal, Author.