Archive for the 'Sales' Category

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)

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)

The New Rules of Sales and Service. How to use agile selling, real-time customer engagement, big data, content and storytelling to grow your business. David Meerman Scott.

Brian Halligan (right) with his co-author Davi... The New Rules of Sales and Service.  How to use agile selling, real-time customer engagement, big data, content and storytelling to grow your business. David Meerman Scott. 2014. ISBN 9781118827857. The author is the expert on this stuff. I have reviewed several of his books and he always delivers exactly what you need.  I made so many highlights in this book that it seemed it would have be easier to just copy it all.  Great stuff , like

  • more people have access to mobile phones than have access to toothbrushes.
  • the marketing staff needs to be the buyer expert, not just the product expert.
  • marketers become expert in persuading the audience of many , the salesperson  need to excel in persuading the individual buyers
  • companies need to be educating the salespeople about the buying process.
  • buyers operate in real-time
  • salespeople need to be able to bring value to the discussion

He is all about the buyer and knowing the buyers journey.   He peppers the content liberally with real world examples that are true and sadly, too funny in that they still occur.   One of the better books for the beginner through to the expert , there is something for everyone in this book

The Force. They sell for a living, and what drives them to the top can push them to the edge. David Dorsey

The Xerox 914 was the first one-piece plain pa...

The Force. They sell for a living, and what drives them to the top can push them to the edge. David Dorsey . 1994. ISBN 0679410309. The author followed a team of Cleveland Xerox sales persons for a year and then wore this story from their point of view. If you sold hardware in the 90’s you know exactly what this book talks about.   The quarterly  and annual targets , with contests, harangues, cajoling, machinations to make your nut and get to President’s Club.  It gave me shivers to read this as it dropped me right back into the driven nervy Life  of a big number salesperson  ( And the trials of his family) .   A great book for those of use who have been there and a good one for the younger sales guys.  I read this in one go – it was so visceral.