Archive for March 21st, 2014

Target Opportunity Selling. Top Sales Performers Reveal What Really Works. Nicholas A.C. Read

Selling Fish

Target Opportunity Selling. Top Sales Performers Reveal What Really Works. Nicholas A.C. Read.  2014. ISBN 9780071773072. o The author wrote a definitive book, Selling to the C-Suite where he laid out what buyers are really looking for after interviewing executive buyers over 10 years.  I really liked that book for its easy style and detailed analysis.   This new book tracks what experts sales people , “stars” do consistently to win in today’s complex selling environment. The easy style and analysis continues. I could not put this book down as I rediscovered insights, found new ones and realized linkages that tied into our experiences on page after page.  This material details what really works. It is written for the complex sales cycle in big firms, but many of the situations he writes about are common to most sales situations. So there is something here for every sales person to learn.  Today’s sales person has to respect the buyer and this book shows you the best way to do this.

Category: Marketing, Sales, Sales Effectiveness, Sales Efficiency

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