Search Results for “Leaky Funnel” – Knights on the Road https://www.regnordman.com Noble Seekers in the World of Professional Sales Fri, 28 May 2010 19:15:20 +0000 en-US hourly 1 https://wordpress.org/?v=5.9.9 A booklist for someone very new to sales https://www.regnordman.com/2010/05/28/a-booklist-for-someone-very-new-to-sales/ https://www.regnordman.com/2010/05/28/a-booklist-for-someone-very-new-to-sales/#respond Fri, 28 May 2010 19:15:20 +0000 http://www.regnordman.com/?p=1678
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A list for someone very new to sales

Reg Nordman

Last week I had two requests (Thank you David and Michael), for very different reasons, asking me what books would I recommend for someone new to sales to help get them quickly up to speed. I get this question often and never felt I had my “best’ answer. So I finally:

  • laid out a selection process,
  • set out the requirements (Easy to read and digest , did I mention real short,  proven in the trenches, only a few, and seriously effective),
  • then looked at my 800 plus  reviews

So,  in May 2010 I have made the inaugural , just add water and stir,  list of Getting Started in Sales books. I make no guarantee that I have not missed your gems, hurt many writers feelings (but being sales people they have tough skins) and I could change my mind tomorrow if a new book comes across my desk. So drum roll please:

2010 Getting Started in Sales book list:
1. Art Sobczak has been at this the longest – he calls it Smart
Calling- but if you read very carefully it is much much more- sales efficiency tag
http://regnordman.com/2010/05/10/smart-calling-eliminate-the-fear-failure-and-rejection-from-cold-calling-art-sobczak/

2 The Leaky Funnel – Hugh Macfarlane – sales effectiveness tag
http://regnordman.com/?s=Leaky+Funnel

3. It’s Not Rocket Science – Mitch Gooze  – sales effectiveness tag
http://regnordman.com/2007/07/31/its-not-rocket-science-mitchell-gooze/

A serious student of sales success (desire to be a top 5%er? ) understands that this is a continuous journey of learning. These books just get you started.

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]]> https://www.regnordman.com/2010/05/28/a-booklist-for-someone-very-new-to-sales/feed/ 0 The Leaky Funnel. Hugh MacFarlane. A diamond from Australia https://www.regnordman.com/2007/04/11/the-leaky-funnel-hugh-macfarlane-a-diamond-from-australia/ https://www.regnordman.com/2007/04/11/the-leaky-funnel-hugh-macfarlane-a-diamond-from-australia/#respond Wed, 11 Apr 2007 16:46:29 +0000 http://www.regnordman.com/2007/04/11/the-leaky-funnel-hugh-macfarlane-a-diamond-from-australia/ The Leaky Funnel. Hugh MacFarlane. 2003. ISBN 0975116320. I had heard about this great book from Chris Jordan and Michael Webb. I read it on part of my 36 hr flight back to Canada from Australia/New Zealand ( more later) It is a very well presented, simply put, but brings all the elements we have been working on for the last few years together. What The Goal did for manufacturing, the Leaky Funnel will do the same for Sales and Marketing. Written as a business “fable” for CEOs you will see the parallels to your business. Do not hesitate to immediately buy this book. If you read only one book on sales and marketing this year, read this one. I liked it a lot. (ony available from Amazon.com). (Not to say doing this stuff well is easy.)

Lots of resources 

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