May 13th 2013
SOAR Selling. How to get through to almost anyone- the proven method for reaching decision makers. David & Marhnelle Hibbard.
SOAR Selling. How to get through to almost anyone- the proven method for reaching decision makers. David & Marhnelle Hibbard.2013. ISBN 9780071793711. The authors have found what Rocket Builders ( my firm) have as well, today’s salespeople are often poorly equipped to initially get through to prospects and engage them. This is not limited just to the rookies but pervades the industry. Part of this is mindset and self limits but another huge part is the lack of clear value statements (and practice) that works when you have the prospect on the phone. There is nothing really new in this book – but it is a powerful package that the authors have put together that our firm know works since ewe have approached sales this way for many years. The caution I have is that despite this being almost a pragmatic cookbook to increasing net new sales, few firms will be able to apply just book learning. The roots of the struggles in sales are partially training, attitude and company culture. However , I suggest that this is good wake up book for any senior sales manager – and it will help to keep the blade sharp.
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Category: Sales, Sales Efficiency
