Archive for the 'Sales Effectiveness' Category

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

I’d Rather Die. Public Speaking Survival Skills. Robert Scanlon

Relatively Speaking (book)

I’d Rather Die. Public Speaking Survival Skills. Robert Scanlon. 2015. ISBN 0994409206.  You can always learn something new.  I have been confidently public speaking for 50 years and innumerable time. I have been told I am quite a good, interesting speaker.  After reading this book I am better prepared to put my public speaking up onto a completely different level.  This is the soup to nuts, one book to do it all, concise bible on public speaking.  My take aways  are so many and yet everything he says fits so well with all I have learned and studied  over the years ( We seem to have read most of the same books and  used similar videos) .  I recommend this book to anyone who has to speak to any group.  If you use this book , you will be doing your audience an incredible favor and saving them from “just another ” presentation.

From Impossible to Inevitable. How Hypergrowth Companies Create Predictable Revenue. Aaron Ross and Jason Lumkin

From Impossible to Inevitable.  How Hypergrowth Companies Create Predictable Revenue. Aaron Ross and Jason Lumkin. 2016. ISBN  9781119166733.  Aaron is the author of Predictable Revenue, one of my favorite lead gen books. Together with his co author they have created the go to book for building your company. Its framed around a SaaS firm, but the approach has very broad application.  Aaron sent me a review copy and I liked it so much  that within five chapters I bought two copies for my salesmen sons.  I could not help but see myself in many of the pages with my career experiences. None of the material is wasted and it all builds from sales and lead gen so that every department has a share in growing the company.  His rules of thumb are quite accurate and well worth keeping in mind.  This is a book that comes form people that have done this and they pull no punches in telling it as it is.   This is a must buy book if you are serious about building your company ( and yourself)

Sales Management, Simplified. The straight truth about getting exceptional results from your sales team. Mike Weinberg

Sales Management,  Simplified. The straight truth about getting exceptional results from your sales team.  Mike Weinberg. 2015. ISBN 978081443643.  Another home run from Weinberg.  Leading directly from New Sales, Simplified, his first book  the author has created one of the most useful sales management books today.   His basic premise is that there is still a need for focus on Sales 101 , the basics of good selling.  Yes there are many very useful tools out there, but they are in addition to good basic selling techniques.  He sees a coaching , leading role for sales managers and keeps saying  1 on 1 meetings and field sales calls are essential to great management.  Music to our ears. Concise, clearly written book that leads from the problems to solutions.  Every sales manager needs this book. (Most CEOs should read it too)

Hacking Sales . The playbook for building a high velocity sales machine. Max Altschuler

IBM Sales Leadership 1999

Hacking Sales . The playbook for building a high velocity sales machine.  Max Altschuler. 2015. ISBN  978 1508655084.

Excellent. Lots of tips and apps to improve “your sales stack”  Bringing technology to bear on sales process. Mentions Carb.io.  Works the whole stack with pragmatic tips  Really recommend.

Sales Process Excellence. Michael J. Webb

English: Graph is giving an explaination about...

Sales Process Excellence. Michael J. Webb. 2014. ISBN 9780977107223.  Michael sent me this book to review almost a year ago. I let it sit on my review shelf for far too long.  Our firm has used Six Sigma Sales and Marketing as a guidebook since it first appeared in 2006. That book not only impacted how we looked at sales and marketing but what we counselled clients to do.  This has contributed to many successful projects over the years.

This book is even  better than the first. It is long overdue for sales and marketing  to be looked at and improved through a process view.  Taking from the work of  Deming, TQS, Lean and many years of applied experience, the author has built a fully functional analysis model to improve the sales, marketing and service components of your business in bringing increased value to the customer.  This material is as modern as you are going to get in the sales and marketing field.   There are many other great sales and marketing books out there, but they all seem to address just part of the process. This book will drive your company to take the waste out of your Sales and Marketing and drive customer value.  Its a must have for business leaders who  want to really succeed and grow.  To buy it go direct to http://salesprocessexcellence.com/

The Sales Acceleration Formula. Using data, technology and inbound selling to go from $0 to $100 m

English: A screenshot showing use of the sales...

The Sales Acceleration Formula. Using data, technology and inbound selling to go from $0 to  $100 m

Mark Roberge. 2015. ISBN 9781119047070.  The author was the first VP sales for Hubspot and this book details his methods and approaches in the stellar growth of that company. As a quant he is numbers driven and thus gives us a well-researched sales and marketing book that lays out exactly what to do, how to d o and why you do it. Then he presents a comprehensive metric approach to measure everything. This book has been missing from today’s inbound sales writing and fills an essential need. Plus his rigor in analysis goes a long way to giving sales a theory into practice foundation for even more analytical studies. I see this as helping sales gain academic respect for rigor and hypothesis testing.  A must buy for all sales management and stars who wish to go further.  Combines with Hacking Sales this would be the one two punch most companies need .  Perhaps the best all round sales book this year.

Selling Above and Below the Line. Convince the C-Suite.Win over management. Secure the sale. William Miller.

English: Selling tractors, Cambridge Machinery...

Selling Above and Below the Line. Convince the C-Suite.Win over management. Secure the sale. William Miller. 2015. ISBN 97808144348533. This is a missing book in your sales library. The author has simplified the value sale by splitting it in two parts.  Below The Line buyers are still concerned with features and benefits (and you need to address this) .  The Above the Line buyers are concerned with why they want to buy ( the value/impact) and many sales people do not address this.  This view makes your selling that much more effective.  ATL buyers can add more speed , budget and focus to your deal.  But its likely you may not have known how to get there. Now you have a guide book to help you make this happen .  Miller has a clear concise written style with enough illustrations and stories to make his points.  Buy this, read it , and keep it handy.