Doubling: A Guide for the Professional Salesperson lays out practical frameworks and tactics for experienced sellers who want a systematic approach to improving sales performance. The book emphasizes repeatable processes over ad-hoc techniques, helping readers structure prospecting, pipeline management and closing strategies.

Content targets core skills every professional salesperson uses day to day: lead qualification, negotiation, territory and time management, forecasting and coaching. The tone is pragmatic, focused on methods that can be taught and scaled across a team.

• Scalable prospecting and qualification methods
• Pipeline tracking and forecasting approaches
• Negotiation and closing techniques
• Territory planning, time management and metrics
• Training and performance frameworks

Published by McGraw-Hill Ryerson in 1991. 286 pages; paperback format.

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