As part of my 2017 commitment to read and review one book per week, here is the latest instalment of quality sales books from the past two months. (Click the book cover to see the full review).
Whale Hunting with Global Accounts
When selling into big accounts, there are several questions that need answering. How do I research my customer? What depth of research is necessary? How does each member of a large account differ in their needs? How do I equip myself to handle anything? These aren't answered by simply subscribing to the company newsfeed, but require a methodical approach to all aspects of selling. Here are parts of the book I particularly liked…(full review)
Selling to the C-Suite
This book was recommended by a friend as a comprehensive sales approach to accessing the C-Suite. Hundreds of c-suite executives were interviewed over a 10-year period to understand their involvement in the buying process. These questions were asked: Is it ever too early or too late to approach them? What do they look for in a salesperson? How do you get return access, rather than being a one hit wonder? Under what circumstances will an executive overrule a decision-maker's preference to buy from your competitors?…(full review)
Key Person of Influence
Daniel Priestly shows how to go from an unknown entity to a Key Person of Influence within 12 months. His methodology follows a 5-step process that is easy to follow and implement:
1. Constructing the Perfect Pitch. Be crystal clear about the value you offer and have the ability to articulate it in any circumstance.
2. Curate content. It's not enough to have ideas in your head. To establish credibility with an audience, you must share your knowledge and experience. Creating content is the first step. The second step is to target your content to those who can give you business…(full review)
The Lean Startup
The Lean Startup begins with the author accepting his Startup was doomed to fail. Eric Reis reflects on his failings and shares how he learnt to fix them. It discusses the typical startup journey when launching a software business and focuses on protecting company resources by stage-releasing a Minimum Viable Product. I can't describe it any better than Reis:
“The Lean methodology, relies on “validated learning,” rapid scientific experimentation, as well as a number of counter-intuitive practices that…(full review)
Social Selling: Techniques to Influence Buyers and Changemakers
Social media shouldn't be viewed as an amplification platform, but a vehicle to conduct business, collaborate, and build meaningful business relationships. Tim Hughes teaches the process, methodology, and etiquette to building a personal sales brand online. The book does a nice job of contextualising social selling; particularly, I appreciated the explanation around the following three points…(full review)
To Sell is Human
To Sell is Human begins by reframing our understanding of what it is to sell. The author does this by analysing how he spends his days, who he interacts with, and the purpose of each action. The conclusion is that he spends the majority of his time trying to convince or influence the decisions of others, and he was a salesman. To Sell is Human explains why the modern world requires us to sell more than ever, but the rules of the game have changed. The old ABC adage of “Always Be Closing“ is redefined as “Atonement, Buoyancy, Clarity.” Pinks describes these elements as follows…(full review)
Seven Steps for Success as a Sales Manager
I like books with defined steps that assess your current understanding and force self-reflection. Max does a good job of discussing the common obstacles of successful sales leadership and presents his tactics from a long career of managing and consulting for sales teams. I particularly liked the following points:
The different aspects of hiring sales professionals, i.e., Looking for traits not skills, displacement body language, and red flags. Getting the right candidate is half the battle, and the steps to do so are well-presented…(full review)
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If you value this article, please hit "like" and share it. If you haven't yet received my 2017 research paper, it discusses the differences between selling in the UK vs. the USA, as well as how digital networks are impacting multinational businesses differently on each side of the pond. Download from the homepage.