Brian's core message is (self) analysis of every aspect of the sales process. He goes into this in a very complete and thorough manner. The book is well structured full of useful ideas.

On the negative side I can only mention that every now and then Brian has over-simplified his language and hammers certain points to the point of nagging.

However, for me this has been a very good help in re-thinking and improving my sales strategies. I can well recommend this book.