Pick Up the Damn Phone! How people, not technologies seal the deal. Joanne S. Black
Pick Up the Damn Phone! How people, not technologies seal the deal. Joanne S. Black. 2013. ISBN 9781935961468. The author is an expert at referral selling and I reviewed her previous excellent sales book . No More Cold Calling. This new book is very valuable as it is an attempt to bring reality to the onslaught of content marketing material that proposes to “replace” selling. She hits it right on the head, unless you are selling a commodity low value item, to make the sale you need to meet the buyer face to face and build that trust. She still acknowledges the very real value in social media and content marketing in the hands of a skilled sales and marketing team. The author is no Luddite but an experienced sales professional who “tells it like it is”, sales is still tough and will remain so. And for that her two books should be on any sales managers and top performers desktop library shelf. Great for a cross country read.
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