Archive for the 'Sales Effectiveness' Category

Account-Based marketing for dummies. Sangram Vajre

Account-Based Marketing for dummies. Sangram Vajre. 2016. ISBN 9781119224853.  I am always surprised how this series of books does the job. Well written clear and concise , it is useful to the  all levels of ABM knowledge as a first read.   IT may downplay how much work this method really is and the importance of the very early work to success later on.  What the author decries today is very true and without a material change of approach by sales and marketing the waste of dollars and effort with continue.  ABM is not new, (I used to call it Key Account Management)  but it  can be very effective with the tools and approaches we know about.

 

A Practitioner’s Guide to Account Based Marketing. Bev Burgess & Dave Munn

A Practitioner’s Guide to Account Based Marketing. Bev Burgess & Dave Munn.  2017. ISBN 9780749479893.  A very thorough treatment on the topic.  It would be my go to book for anyone wanting a deeper dive.  The numerous case studies  are well written and illustrate the point. Perhaps it is a bit too much on the very large companies as now the tools are available for this methodology to be used effectively by smaller firms.  Supplement this book with the steady stream of blog posts  on the topic and you will be all set. IMHO ABM is the way to go to make best use of your sales and marketing resources.

 

Malcolm McDonald on Key Account Management. Malcolm McDonald & Beth Rogers

By June of 1948 Sanders Aviation Company had t...

Malcolm McDonald on Key Account Management. Malcolm McDonald & Beth Rogers. 2017. ISBN 978 0 7494 8077 6.  MacDonald is a giant in the field of marketing  and is one of Rocket Builders goto authors when we need to really dig into a topic. This co-authored book is very readable, current and immediately useful to enterprise sales and marketing teams who wish to look at their markets strategically.  I liked the entire book as it did a very clear job on describing and using the three levels in ABM and then how to id where to use and apply KAM. The liberal  use of case studies and experienced practitioners to describe how to use all this was excellent.   I really appreciated the work in Chapter 3 on auditing how you were doing and mapping out where you could go. The author is diligent at asking you to use measures and metrics that can be used and are useful.  As well Chapter 5 is good at mapping value, how to apply measures and package it so it can be taken to your clients.   Well worth the modern sales and marketing executive and strategic practitioners time to read and use this book

The Science of Selling. Proven strategies to make your pitch, influence decisions, and close the deal. David Hoffield.

English: Graph showing historical trend of ann...

The Science of Selling.  Proven strategies to make your pitch, influence decisions, and close the deal. David Hoffield. 2016. ISBN 9781101993187. This is a lifetime of sales experience rolled into one terrific volume. The author has done all the hard work over several years to compile the scientific reasons behind successful sales strategies.  In our firm we are very strong believers in knowing the mind and process of the buyer in driving marketing and sales through the building of trust. This author is firmly in this camp and has a plethora of examples of how you can make this work to dramatically improve your selling.  Not just another sales book, this is must read for the sales manager and any sales person striving to be a high performer.

The Sales Development Playbook. Build Repeatable Pipeline and Accelerate Growth With Inside Sales. Trish Bertuzzii

Ipod sales per fiscal quarter

The Sales Development Playbook.  Build Repeatable Pipeline and Accelerate Growth With Inside Sales. Trish Bertuzzia. 2016.   I can not say enough good things about this book.  Yes it does a terrific job in helping a Sales Manager build, train and manage a high performance  sales development team ( ie  inside sales) . But the tactics, techniques and strategies are very useful by all sales people and sales managers.   One you need on your much read shelf.

 

One Perfect Pitch. How to sell your idea, your product, your business and yourself. Marie Perruchet.

Silicon Valley

One Perfect Pitch. How to sell your idea, your product, your business and yourself. Marie Perruchet. 2016. ISBN  9780071837590. The author was a french journalist who ended up in Silicon Valley helping entrepreneurs at 500 Startups make better pitches. She knew that the key to success was to create stories that did the job, quickly and clearly. ( Can you see why I like to read books by journalists?) After years of this  she created her company , OnePerfectPitch and wrote this book.  It is a one stop read for how to tell the story you need to tell to an audience that is likely attention deficit.  I found it immediately useful and it continued that utility all through the book.  Good compelling read that is easy to digest and use. If you speak to more than a  few people in your life, you need this book.

Power Up Your Sales. Generate leads for high end sales through public speaking. Kathleen Gage

Italiano: Author, life coach, and motivational...

Power Up Your Sales.  Generate leads for high end sales through public speaking. Kathleen Gage. 2017. An interesting little book about how one woman developed her speaking skills ( Thanks Tony Robbins) and built a career from it.  The tactics and tips she speaks about are all valid and proven. If you are self employed or part of a small business, you can do much worse than being able to speak and share with groups.  IN our consultancies early days we were always speaking to different groups through the selling season and we still do.  Quite easy to read and get good value from this book.  Salespeople need to be able to do this at a high quality level.

The 5 Rules of Megavalue Selling. How to communicate customer value and differentiate from competitors. Mark Holmes

Warid Telecom customer services and sales point

The 5 Rules of Megavalue Selling. How to communicate customer value and differentiate from competitors. Mark Holmes. 2017.  ISBN 9781619846234.  This is a good book on the topic of value selling. It hits all the relevant points, while keeping it very credible. The allegory style that will tend to hold a readers attention.  This is not a beginning sales persons training book , but it is a book on sales effectiveness. Should be on every sales managers desk.

More Sales . Less Time. Surprisingly simple strategies for today’s crazy-busy sellers. Jill Konrath.

English: Journal of Personal Selling & Sales M...

More Sales . Less Time. Surprisingly simple strategies for today’s crazy-busy sellers. Jill Konrath. 2016. ISBN 9781591847267.  The author has penned several highly valuable books on selling and you can count on her to be very current.  In this book she turned attention on the increasingly busy life of effective salesmen. She really looked at her own behavior and decided to work on herself first,how could she do as much or more in less working time? . What followed is a very timely book on how salespeople can not only become more effective using the time they have while enjoying selling even more.  I appreciated the time saving apps she has found as well as the way she rethought how we usually go about doing things. Once again Jill has really done her homework on this topic and created an immediate and long lasting impactful book that is  a delight to read.

Discover Questions Get You Connected. Deb Calvert

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Discover Questions Get You Connected. Deb Calvert. 2016.   Written for sales professionals it takes little effort to apply this to anywhere you need to ask questions.   For sales it is exemplary, enough that this will become my 2016 Sales book of the year.  The author makes a great case for  asking the right question early enough so the seller can communicate value.

The book has three major sections

  • How questions help us get better connected.
  • The types of questions to use
  • Practice

The author puts the questions in eight groups that you can remember using the word DISCOVER:

  • Data questions
  • Issue questions
  • Solution questions
  • Consequence questions
  • Outcome questions
  • Value questions
  • Example questions
  • Rationale questions

She works hard to put the materials into context with good examples of situations that any salesperson will recognize.

The book for all sales reps and managers to have right on their  desk to read and reread and apply every day.