Archive for December 16th, 2009

Recent sales books Dec 2009

How to write proposals,  sales letters, & reports. Neil Sawers. 2004. ISBN 0969790147.   This is a very useful small book on essential skills that many small business people do not have. The author is very organized and systematic about the  how, why and what of proposals, letters and reports.  His writing style is very direct and pragmatic.  There are lots of books on this topic around, but I liked his for being very focused on small business people.

Selling in a New Market Space. Getting customers to buy your innovative and disruptive products. Brain C. Burns & Tom U. Snyder.  2010. ISBN 9780071636100.  A worthy succesor to books like Selling in th ehigh technology market, this book speaks about a Maverick Selling  Principles.  It explains how to build highly successful sales teams that create markets from scratch by:

  1. Articulating a compelling vision for the future
  2. Pinpointing your target market
  3. Controlling the decision making process
  4. Exposing exactly how large organizations make product sections

The authors use true-life case studies showing how the Maverick Method has resulted in landmark deals and long-term success for innovative new products. I appreciated their understanding of short windows of opportunity.  Pay attention as they teach you how to build sales money maps, an often lost art these days.

Rethinking Sales Management.  A strategic guide for practitioners. Beth Rogers. 2007. ISBN 9780470513057. This is a very thorough book with a specific focus on sales strategy It is needed for selling is getting tougher every day.  She uses her form of  “customer portfolio matrix” , based on what I appreciate, the customers point of view.   I think her approach will assist managers in  setting  realistic objectives, designing  new strategies that add real customer value,  avoiding  wasting time on price-oriented customers and deployingresources for maximum results. Beth is from the UK which means her English is precise , but like the Economist, has depth on every page.  Not a quick read.

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Spanning Silos. The New CMO Imperative. David Aaker.

Spanning Silos. The New CMO Imperative. David Aaker. 2009. ISBN 1422128768, 9781422128763. This is a specialist’s book.  After interviews with over 40 CMOs Aaaken has laid out how larger companies can better use their central marketing resources and eliminate the silos of marketing efforts that are often the norm.  This is not an issue that our clients have as they are more often worried about the silos called sales and marketing.  His ideas on how to achieve this cross silo agreement are also useful for the spanning of other silos in any company. As an academic the author is well researched and documented.  I would not rsuh out to buy this book, but it is certainly worth a library read. I appreciated his company stories.

Front CoverManagers Guide to Marketing , Advertising and Publicity.  Barry Callen. 2010. ISBN 9780071627962.  Callen explains:

  • The 14 principles of marketing communications strategy
  • Common marketing mistakes to avoid
  • Techniques for creating powerful marketing messages
  • The many choices for delivering your marketing message How to take full advantage of digital platforms

Today, you must come up with a bigger, better, brighter marketing campaign, or you’re guaranteed to be lost in the noise. This primer is ideal for anyone looking to position his or her organization as a powerful competitor in the twenty-first century.Briefcase Books, written specifically for today’s busy manager, feature eye-catching icons, very useful checklists,and sidebars to guide managers step-by-step through everyday workplace situations.  The text is simple, pragmatic  and a pretty good “Coles Notes” for marketing guide.

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