This first question many of you might ask is: why are Bobby and Brian reviewing a marketing book? The book is no doubt a marketing book, but one that really helped me begin to understand just how different selling services is compared to product sales. I have worked for some very large product companies that have HUGE brands and great products. In those worlds, you struggle with everything every other seller struggles with only at a different level (depending on the...
I'll start by saying that I'm an introvert, always have been. This is clearly an obstacle to the profession I've selected! This book has not only helped me professionally, it's helped me with personal relationships. When seeking to build relationships, business or otherwise, my biggest blind spot was encouraging people to talk about themselves. I always struggled to get beyond the basics in conversations with people outside of friends - but, as the book suggests, at the core, you've got...
This book was a recommendation to me about 9 years ago from an ALL-STAR sales rep! She had been working with Enterprise Accounts her whole career and joined my mid-market team. I was shocked by the sheer amount of great tips in this book. More so I am shocked that it isn't discussed more frequently amongst sales people. Go search Google and you won't see it on many lists for "Top Sales Books", but it should be and we are...
I first read Raving Fans: A Revolutionary Approach to Customer Service by Ken Blanchard & Sheldon Bowles over 15 years ago. I was transitioning roles from a consultant to a manager and was looking for books on management. I stumbled on The One Minute Manager by Ken Blanchard and liked his simple approach and started reading his other books. Since then, I have reread Raving Fans many times and have gifted it many more times. Often when I have suggested...
Of the many great sales methodology books published, The Challenger Sale is the best on the market. In nearly every sales pursuit I’ve been part of, the prospective customer has a way in mind to run the evaluation cycle. Whether they are buying a printer or an ERP system - they have a process in mind. On the sales side, this industry draws many hard-working, type-A personalities. Most work hard, won’t give up easily, will be open to feedback and...