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Archive for September 30th, 2009

Dirty Little Secrets: Why sellers can’t sell and buyers can’t buy, and what you can do about it. Sharon Drew Morgen

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Dirty Little Secrets: Why sellers can’t sell and buyers can’t buy, and what you can do about it. Sharon Drew Morgen. 2009. 978-0964355392. I am a Sharon Drew fan. She has taken up the gauntlet this time of showing the gap between what sellers are trying to do and what buyers are trying to achieve. Just let buyers be smart about what they want to do! She leads the field in giving you,the vendor, insights into what really goes on inside the prospect company and what you need to do up front to dramatically improve your chances of selling more successfully, regardless of what the marketplace is doing. She clearly points out that the present increased difficulties in selling are just a manifestation of all that sales has been doing wrong for years.
This is not a business as usual with a few tweaks book. She is asking sales folks to make a dramatic change in how they approach clients and how they think about selling. If you are not a very secure salesperson, you will balk at this approach. Once again, unless you read this, you won’t know what you do not know. Yet all the research on sales and marketing we have done confirms out that Sharon Drew is in the forefront, pointing out what really must be done to move selling from its dismal yet commonly accepted closing rates. Someday we will all sell like Sharon Drew, our clients will force us. check out the website for more http://sharondrewmorgen.com/. Available Oct 15.

Sales Skills for Reluctant Rainmakers (frontofficebox.com)
Content Led Sales and the Battle of Ideas (stevensreeves.posterous.com)
Power Selling… Making the Case in Today’s Economy (thecustomercollective.com)
Part 2 in learning about selling, (regnordman.com)
Marketing Automation is Not the Magic Bullet for Your Sales Issues (regnordman.com)
Implementing a Value Based Sales Approach. Part 2 of 4. Marketing (regnordman.com)
The numbers in selling just do not work (regnordman.com)
Successful Selling 2011 Line-up Announced (your-story.org)
Implementing a value based sales approach. Part 1. Introduction. (regnordman.com)
Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution) (rocketbuilders.blogspot.com)

Category: Pricing, Sales, Sales Effectiveness

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Perspectives on Increasing Sales. Marvin N. Miletsky & James A. Calander.

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Perspectives on Increasing Sales. Marvin N. Miletsky & James A. Calander. 2009. ISBN 9781598638745. This is a very useful book. The two authors, one a seasoned salesman and one a veteran buyer were given the same 97 questions on selling. They penned their answers without consulting each other. The learning enshrined in these answers is priceless. You get firsthand the duality of the buy- sell process and the hidden buyers side. The insights into what is really important to the buyer vs what the seller believes is unique. If you buy or sell things , are a rookie or a pro, there is a lot here for everyone. This book is timely and a definite add to my sales library shelf. It is an easy read that I could not put down.