Archive for the 'Sales Efficiency' Category

Nonstop Sales Boom. Powerful strategies to drive consistent sales growth year after year. Colleen Francis

Ipod sales per fiscal quarter

Nonstop Sales Boom. Colleen Francis.  2014,. ISBN 9780814433768. I can not believe I missed this book when it came out.  I am voting it my Sales Book of the Month already.  It is a great resource for B2B sales for product and service companies.  It is based on the pioneer work of Alan Weiss (Million Dollar Consulting) and then some.  It is also useful for the brand  new to very experienced sales person.  Definitely a book to have on your reference shelf to refer to often.

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.

Sell with a Story. How to capture attention, build trust and close the sale. Paul Smith

Garage sale

Sell with a Story. How to capture attention, build trust and close the sale. Paul Smith. 2016.  B01GW9XH84   Another great  Amacom sales book.  He really goes into the detail on how to improve your stories.  Any successful salesperson realizes the power of  stories and this is the book you need to improve yours.  Having the template to build from helps you get the maximum from this book . His examples are spot on. I recognize  several issue I have dealt with in this book, including the VP of sales who steps all over your sale. Best advice – talk to your purchasing dept, so few sales guys do so.  Salespeople and sales managers need this book in their quiver.

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.

 

Sales Readiness. Paul Fornelli

Total iPod sales

Sales Readiness. Paul Fornelli. 2015. ISBN 9780692579091.  This book has three audiences.  It was written for the sales pros who realize they need to find a new vertical, niche market, company to work for but they may think they do not have the experience to do this.  Then it can be used by sales manages  who see the need to train soft and hard skills to build a flexible, responsive sales force.  Last it can be used by sales strategists to need to analyze new marketplaces.   The book is useful for all three audiences.   I appreciated the thought that the author put into this book.   For me the maximum utility is in the first 9 chapters and the final summary.

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

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)