December 19th 2011
Bottom-Line Selling. The sale’s professional’s guide to improving customer profits. Jack Malcolm.
Bottom-Line Selling. The sale’s professional’s guide to improving customer profits. Jack Malcolm. 2011. Second Edition. ISBN 9781935961321. This was first published in 1999, but the story is is even more true today as then. If you want to sell in value, you need to prove it to the client using their data. To be more than a discount salesperson this is the type of book you must devour on your way to the top 5%.
A long time ago I built and used a presentation, “What Your CFO Can Teach Your Sales Team”. In it I laid out the various simple quick ratios a salesman can use to analyze a prospects annual reports to see if they would qualify for terms, their profits and where they came from , growth rates, and several others.
Malcolm’s book goes much further than that PowerPoint of mine in a a very readable and digestible manner. Any solution seller will recognize the terms used and also learn many more. I always ask clients, “Do your salespeople deserve to take the client meeting? Have they done their homework.? ” Malcolm’s book has the right kind of homework here for all the value sellers. Excellent revision and a valuable addition to any sales managers/salesman’s library.
Paul McCord does a terrific review of this very valuable book. See http://salesandmanagementblog.com/2011/12/05/book-review-bottom-line-selling-by-jack-malcolm/
Related articles
- Book Review: Bottom-Line Selling by Jack Malcolm (salesandmanagementblog.com)
- How to Become a Cash Flow Engineer for Your Customers (rocketbuilders.blogspot.com)
- Value-Added Selling. How to sell more profitably, confidently and professionally by competing on value not price. Tom Reilly (regnordman.com)
- Accelerate the sale. Kick start your personal selling style to close more sales, faster. Mark Roberts. (regnordman.com)
- Pricing and Profitability Management. A practical guide for business leaders. Meehan, Simonetto, Montan & Goodin. (regnordman.com)
- Zero-Time Selling. 10 Essential steps to accelerate every company’s sales. Andy Paul (regnordman.com)
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Category: Pricing, Sales, Sales Effectiveness