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Top 7 Books for Your Sales Strategy Library
Tuesday, June 12, 2012, 3:57 AM
[General]
6) Art of War Plus Strategy for Sales Managers, by Gary Gagliardi and Sun Tzu
5) The Silent Salesmen: Guaranteed Strategies for Increasing Sales and Profits Using Promotional Products, by Mitch Carson
The author, who got his start selling for IBM in the 80s, offers advice that may be counterintuitive: sell less... to win more. He has provided thousands of people with training since 1998.
This 2009 book explores promotional products as a sales strategy. Provides case studies from the dental,Cheap Nate Davis Jersey, real estate and other sectors.
Are you starting out at a career in sales? Or perhaps you've been in the field for a while, but would like to fine tune your sales strategy. Here are some must-haves for your bookshelf at the office.
4) Hope is Not a Strategy: The 6 Keys to Winning the Complex Sale, by Rick Page
2) Major Account Sales Strategy, by Neil Rackham
From the author of Cold Calling Techniques (That Really Work,Cheap Darnell Dockett Jersey!) andThe 25 Sales Habits of Highly Successful Salespeople, this book gives readers many choices: promptly returning clients' calls,Cheap Antonio Bryant Jersey, be observant, try to put yourself in your prospect's shoes...
This classic talks about such issues as identifying and accessing the decision makers in the organizations to whom you are selling. Its main advantage is its comprehensiveness. It talks about everything from competitors,Cheap Casey Hampton Jersey, to influencing the criteria that your prospects use to make a buying decision, to reading negative signs that can arise during difficult negotiations.
This sales strategy book is actually two in one. It combines Gary Gagliardi's advice for sales managers with Sun Tzu's classic advice for warriors.
7) 42 Rules to Increase Sales Effectiveness: A Practical Guidebook for Sales Reps, Sales Managers and Anyone Looking to Improve their Selling Skills, by Michael Griego
"It's Not About You." "It's Not About Your Product." "It's All About Your Customer."
This is just a preliminary list,Cheap Jerry Hughes Jersey, to get your library started. There are many other worthwhile books that we could propose.
3) UnSelling: Sell Less... To Win More, by Peter Bourke
Author Griego, who has worked as a consultant in the Silicon Valley, summarizes sales strategy in 42 rules that can be applied whether you are in the high-tech sector or not. Rules 2,Cheap Jim Otto Jersey, 3 and 4 make for interesting reading in themselves:
1) The 25 Sales Strategies That Will Boost Your Sales Today, by Stephan Schiffman
When author Rick Page was a sales manager, he read that he should have a sales strategy, but couldn't find any suggestions as to what that might be. This book, which includes a chapter on what makes complex sales complex, is his effort to remedy that.
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