Monthly review and recommendations of business and sales related books
In Part 1 of Getting More Referrals, we examined what goes into earning referrals and the idea that the referral process and referral funnel must be managed the same way as the sales prospect funnel and process. Here and Part 2, we will take a deep dive into how to Read more…
It’s going to be difficult for me to explain how much I really enjoyed Jody Williamson’s book, “The Contrarian Sales Person.” It’s not often that an author can fire on all cylinders and craft a story as satisfying as this one… at the same time explaining how sales people can Read more…
Every sales trainer, manager and sales professional in my age group spent some time studying the works of Tom Hopkins and Zig Ziglar. A few of us dove deeper into the worlds of Frank Luntz, Brian Tracey and others, but Hopkins and Ziglar for a time were the 1-2 punch Read more…
I’ve read many books on even more interesting topics. I was pleasantly surprised and impressed by a 2007 imprint with an intriguing title: You, Inc., The Art of Selling Yourself The writing team of Harry Beckwith and Christine Clifford have created a challenging manual for developing and selling a better Read more…
One of the best ways you can become a stronger sales professional is to constantly develop your world view. The larger your world view the more people you will be able to find some familiarity while you are in the Opening Phase of the Sales Cycle. The larger your world view Read more…