Archive for the 'Sales' Category

Triage Sales Coaching. Shianne Sampson.

Triage Sales Coaching. Shianne Sampson.. 2020   A succinct guide to effectively coaching sales people.  The author references several well known sales coaches and puts them in context.  This is a solid book that works for newer sales managers/coaches.  Sales people are interested in books etc. that get the job done and this book will be useful. I liked his regular summaries and checklists,   Buy, read and go back to this book regularly

Sell or be Sold. How to get your way in business and in life. Grant Cardone.

Sell or be Sold. How to get your way in business and in life. Grant Cardone. 2012. ISBN 9781608322909.  The author is every bit a salesman, and each page of this book contains a useful bit for sales. More of a Zig Ziglar type than a here’s my process author, Cardone presents an upbeat attitude and strategies that are bound to get a salesperson up and over the various obstacles they may face.  His life stories and approaches are all useful, especially if you are a salesperson who sells with a story. I appreciated that his approach elevates and celebrates the role of salespeople in the world. A book for all salespeople to keep handy on their shelf.

Tactical Pipeline Growth. Winning the battle for new business, Mark McInness.

Tactical Pipeline Growth. Winning the battle for new business, Mark McInness. 2020. ISBN 9780646819938.   The author has put together a very practical, pragmatic book on tactical sales methods. He is also very organized and logical making this a good guide to building internal sales processes.   You will still need a good idea of your ideal client, the types of language and content that works for them. As well you need good marketing chops to drive leads and traffic to work with.  That done, this book will make sure you take the best care of the leads you work with.  Worth any sales professional’s time to read this.

Compelling Selling. Simple & profitable tips for effective, efficient sales conversations. Dr. Nancy Zare.

Compelling Selling. Simple & profitable tips for effective, efficient sales conversations. Dr. Nancy Zare. 2020.  The author, a psychologist has analyzed aspects of prospects and salespeople and identified 4 different buying styles and 4 different selling styles. Some of this is very reminiscent of the Social Styles work done a few decades ago. I had applied it to my selling syles and found it useful.  This book goes further by giving more insights into identifying and following up with the different buying styles.  It reflects the more pragmatic demands of today’s business reader. The guides are useful and simple so I suspect most young salespeople will be able to adopt them.  I started out thinking that the book would be a retread of older material but I found new insights from this work.

Channel Force. A modern methodology for channel revenue growth. Craig H. Booth

Channel Force. A modern methodology for channel revenue growth. Craig H. Booth. 2020. 9781734891553.

A recent book on the issues surrounding Channel Sales. Written with a technology company in mind, the solutions suggested applying to any channel sales. The organization of the book is very logical and it allows the reader to build up a comprehensive model for their channel sales.  I appreciated the depth of thought put into this book.  This is helpful when you build your program but also you will learn the root of your channel problems and then be able to troubleshoot.  IMHO many, most channel problems are self-created through errors in the original set up and inattention.  It is difficult and painful to fix but needed to improve your revenue picture. This book will help, but the reader has to pay attention and work through the whole process, there are no short cuts. But once you understand the logic,  the work you need to do is easy to  see

How to Sell In Place, Closing deals in the new normal. Tom Searcy & Carajane Moore

How to Sell In Place, Closing deals in the new normal. Tom Searcy & Carajane Moore. 2020.  These two have a history of selling very big sales without f2F meetings over the years ( Co = Hunt Big Sales).  This short book concisely and clearly lays out how they have done this. For the reader, this is a prescription of how to move forward in today’s new normal.   I appreciate and recognize the logic in this approach as it reflects what we have learned over the years in doing much the same.  The online resources are useful but the reader needs to do the hard work in making it apply to their business.  With the present two books on Virtual Selling ( Jeb Blount, The RAIN group)  this one is a good complement.

Virtual Selling. A quick start guide to leveraging video, technology and virtual communication channels to engage remote buyers and close deals fast. Jeb Blount.

Virtual Selling. A quick start guide to leveraging video, technology and virtual communication channels to engage remote buyers and close deals fast. Jeb Blount. 2020  Wiley. This book was getting quite a bit of good press so I asked Jeb for a review copy. It came a few days ago.  I have read several of Jeb’s very useful books and I like the work he does.  This book does not disappoint.  Part of good sales technique is being efficient (do the right things) and being effective ( do them at the right time)  Jeb covers both of these very well. His ideas and guides are very current and much of what we do with present clients is contained here. A bonus is the plethora of online resources available to buyers of the ebook.  This is very good value and the content is presented in an easy to assimilate and use style.   Buy this book, read it once and then read it again. get to work.  Your commissions will soar!.

Serve,Lead, Succeed! How servant leaders are reaching breakthrough sales. Max Cates

Serve,Lead, Succeed! How servant leaders are reaching breakthrough sales. Max Cates. 2020. ISBN 978-1-64718-615-9. I have a lot of time for books by this author.  This is the third book of his I reviewed and as ever, he is right on the front edge of sales leadership writing.  With the COVID pandemic I am working with many companies who are having a real struggle in this different marketplace.  WFH puts a traditional top down sales model out the window.   You need sales reps to be more independent, assertive and confident enough to take ownership of their success. I like the servant leadership model (Simon Sinak) and have been using it in our sales consulting practice.  Max’s book now gives me something to give to the sales leaders so they can recognize themselves and see how this approach will help them.  I really took my time with this book as it deserves a thoughtful read.  Could be a nominee for sales book of the year.   Buy it, read it and read it again.

Stop Killing Deals. How to avoid deadly assumptions and achieve sales excellence. George Bronten.

Stop Killing Deals. How to avoid deadly assumptions and achieve sales excellence. George Bronten. 2020.

The author has really hit to the core of much that causes sales initiatives to fail.  I agree with his three false assumptions:
Salespeople are born, not made..
Salespeople are disciplined..
Buyers and sellers are logical.

From these is built a solid argument on how to make things better.  A rigorous and proven sales process model with resources, better coaching from sales management and getting away from a reliance on CRM systems that have false assumptions.

The author also provides a plethora of useful tools to help an organization transition to to better way.  Along the way you learn a little bit about his product Membrain.   Its all good. I recommend this book.

Sell More Faster. The ultimate sales playbook for startups. Amos Schwartzfarb

Sell More Faster. The ultimate sales playbook for startups. Amos Schwartzfarb. 2019. ISBN 9781119597834.   A concise yet insightful books for the startup world.  The author has carried the bag in sales in companies from startup to growth and been successful at it.  Each chapter has good meat in it that any startup CEO should read and implement with care. I particularly enjoyed how to select the first sales hire  and then grow your sales force including a thoughtful no nonsense examination of compensation models.  After sales support ot reduce churn and to realize the growth of along term book of business was clearly laid out.