Archive for February, 2022

Sell Without Selling Out. Andy Paul

Sell Without Selling Out. Andy Paul. 2022, ISBN 978177458088.  Andy sent me an early version of this book and I am glad he did.  This book is so ethical. It fully respects the customer and the seller. It’s not a formula or magic bullet, but it is so true. Early on he says you are not there to sell the client; you are attempting to influence their buying decision.    Each section rings so true in the daily life of selling yet many will find that they are not doing the right things now.   Clearly written you will zip through this, but it deserves a thoughtful read.

Category: Sales, Sales Effectiveness

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The Five Secrets of a Sales Coach. Hilmon Sorey & Cory Bray

The Five Secrets of a Sales Coach. Hilmon Sorey & Cory Bray.    2020.  A colleague sent me this book and it is a delight.  I like sales allegories as they are quite rare.    This concise and modest book presents a useful framework for the struggling sales manager to improve the results of himself and his team, in an ethical and human way.     This reflects current management models to help get the most from your team through mutual buy-in.  It also reflects workplace changes as demographics change.     Good read, well under an hour.

Category: Lifeskills, Sales, Sales Effectiveness

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