January 5th 2010
Soar Despite Your Dodo Sales Manager. Lee B. Salz
Soar Despite Your Dodo Sales Manager. Lee B. Salz. 2007. ISBN 9780832950094. I previously posted Salz’s ideas for sales people looking for work (Time to look for a new sales job? New and seasoned sales guys???? ) The rest of the book is as brilliant. This is a book which truly architects a salesman’ s success, despite their manager or lack of a manager and little help from marketing. Much useful and familiar content such as :
- How do you really differentiate your product/service?
- Look at the buyers process, not a selling process.
- What are you doing for personal growth?
What is your ideal client?
- Size?
- Circumstances (new vs takeaway?)
- Process?
- Budget?
- Buying habits?
Who are the personalities in a client?
- Beneficiaries?
- Saboteurs?
- Mentors?
- Wizards (he who pays)?
His chapters on territory management and responding to RFPs are better than anything I have seen in a long time.
- Image of Sharon Drew Morgen
If there is something missing it would be the extensive work of Sharon Drew Morgen on the the early identification of stuff that will get in the way of the sale. Her material is unbeaten at the qualifying stage, to make you more efficient as well as more effective. Plus you really do need to get marketing to help you with some of this stuff, if you can.
See lots of Lees content belowhttp://changingminds.org/articles/lee_salz_articles.htm
Well written, clear and a great guide, this is a book for every salesperson to have in his library, I would keep in your bag, as the tips and examples are of great immediate use.
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Category: Sales, Sales Effectiveness, Sales Efficiency
