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Can anyone name a good book on corporate sales training?
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I get asked another, related question all the time: "Come On, Dave. Who’s The Best Sales Trainer?" Here is my answer: http://ow.ly/3mbNg
I have to recommend a couple, Jill Konrath's Book SNAP Selling is right on for today's selling environment--one of the best sales books I have read in a long time. Anneke Seley wrote Sales 2.0 which is great and will help a company modernize for better revenue growth. Both have the most current practices that work best. My book, 42 Rules of Cold Calling Executives, is great for teams that have direct reps that have to cold call as part of their role to develop and engage with large accounts and sell into complex functional areas where there are multiple influencers.
Steven,
I strongly recommend The New Solution Selling and its companion The Solution Selling Workbook by Keith M. Eades. The set will not only describes "what" but "how".
Cheers,
William
Jill Konrath's two books: Selling to Big Companies which has been out for a few years is a great read for developing strategies on selling to the big fish. Her latest book, Snap Selling is perfect for large and small because it faces head on the issue everyone is facing of being able to sell with every time-line being shortened.
A very insightful approach on the sales relationship with clients is discussed in a book called "Let's Get Real or Let's Not Play - Transforming the Buyer/Seller Relationship," by Mahan Khalsa and Randy Illig. The premise is intuitive: think of sales as the process of helping your clients succeed and enable intelligent business people to conduct sales and purchases without fear. The salesperson approaches the sales potential or engagement with the objective of being an ally of the customer --- helping the client reduce costs, increase revenues, improve productivity, quality, customer satisfaction, etc., so that both parties win and establish the basis for a long-term relationship. The focus on a mutually positive outcome for both buyer and seller is the critical determinant of success when selling complex products, solutions, or high-end services, and garnering new business opportunities.
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