Archive for the 'Sales Effectiveness' Category

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

Circle-no-questions

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.

The Only Sales Guide You’ll Ever Need. Antony Iannarino.

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

The Only Sales Guide You’ll Ever Need. Antony Iannarino. 2016.   This is a very refreshing and complete book. You will first develop the mind set and then the skill sets of a well developed salesperson.  By working through this text, you will develop  maturity and insight needed to sell in today’s business world.  There is something for very sales person and sales manager in this book , regardless how long you have been doing this job.  Buy it, read it and re read every year.

Predictable Prospecting. How to increase your B2B sales pipeline. Marylou Tyler & Jeremy Donovan.

SuperTarget logo, 2006–present.

Predictable Prospecting. How to increase your B2B sales pipeline. Marylou Tyler & Jeremy Donovan.  2016. ISBN 9781259835643.

A most  fitting adjunct/companion  to Aaron Ross ‘s an Marylou Tylers Predictable Revenue book  This is easily the most thorough/useful book on lead generation I have read. It’s definitely in the running for sales book of the year.  Using broard steps of Target, Engage and Optimize the authors teach you how to get the most out of your SDRs in order to drive bottom line revenue to your company.  Everything they talk about is achievable, tested and valuable. Every CEO  and Sales manager needs this book on their reading list and desk library.

Mastering the Complex Sale, Exceptional Selling , The Prime Solution , by Jeff Thull.

 

 

Cover of "Mastering the Complex Sale: How...

 

Mastering the Complex Sale, Exceptional Selling , The Prime Solution , by Jeff Thull.  2010,  2006,  2005.  This set of books which detail the Complex Sale process from the point of view of  delivering value are easily the most completely thought out approach I have read to date on selling value.

 

Thull starts with a a simple idea, that sellers /solutions need to tie their offer into solving valuable real measurable business problems , from the customers point of view to enable real measurable value outcomes .  Like any simple idea, the details of delivery have far reaching impacts on sellers and customers.  He has many phrases which stick with you,  like always going for the no,  spectacular success comes from unspectacular  preparation,  no problem/pain no sale,  no surprises, the salesperson is like a doctor.

 

Thulls four separate steps are

 

  1. Discovery
  2. Diagnosis
  3. Design
  4. Deliver

 

But the devil is  in the details.   Thull provides the details needed tofill in this framework.   This approach has the potential to set any seller far away from the pack of competitors as well as making  customer relationships very competitor proof.   Of any approach, this one truly recognizes the uniqueness of very customer and how to ensure the customer gets that value as well as recognizes it. This is a  transformative process not only for the customer but the sellers organization as well.   A must have for if you are the complex sales marketplace.

 

Your Presentation is a Joke. Marshall Chiles

Two boys at the beach. One is buried in the sa...

Your Presentation is a Joke.  Marshall Chiles. 2016. ISBN 9781523409334.  How to improve your B2B presentations.   The author does  a very good job of humour at the right time and place will enhance  and maximize the impact of your presentations.  Yes,  start with humour, and then use it at your transition points.  He gives you his rules on humour ( which is not about comedy)  and how to  find, add and rewrite your works with  humour woven in.  Quite an easy to read book,  short and beneficial if you use language in your job.

Value as a Service: Embracing the Coming Disruption. Rob Bernshteyn.

English: Fee Glacier (Feegletscher) above Saas...

Value as a Service: Embracing the Coming Disruption. Rob Bernshteyn. 2016. ISBN 9781626343054.  The author proposes that just as SaaS followed and beat  client/server and is now unexceptional , than Value as a Service (VaaS) will come next.  This is where the vendor offers and prices his service based on the value delivered to the client.  This requires a value driven partnership with client and vendor.   Since selling value is the  trend in modern sales, this  author makes  sense.  He admits it is not a rapid transition as many firms are still just working out SaaS, but it is inevitable for successful companies.  You can see this progression in Thull’s, Mastering the Complex Sale for example. Our firm certainly believes in this process as a winner.  A needed book for the successful sales manager and CEO