Book Review – Really Care for Them by Mareo McCracken Mareo McCracken is both a student and practitioner of professional selling. I read over 50 books a year (most of them sales & marketing titles) but there’s one person who reads even more that I do...
Book Review of Follow Up and Close the Sales by Jeff Shore Creating new sales opportunities is incredibly challenging today, which is why it is tragic that so many sales are lost, not because the solution wasn’t a fit, but because of poor follow-up. That’s...
Book Review – Smart Calling 3rd Edition by Art Sobczak Mark Twain is reported to have said “The reports of my death are greatly exaggerated.” The same could be said for telephone prospecting. Telephone prospecting is alive a well – and...
Book Review – The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly Kindle Edition by Lisa Magnuson The Dirty Little Secret About Sales Leaders Would you like to know a dirty little secret about sales leaders? The VP of sales position is a high-turnover...
Book Review – Rethink The Way You Sell: When It Goes Sideways by Jeff Bajorek Is it possible to impart the wisdom of the ages in selling and personal fortitude in 50 pages or less? I’ll argue that Jeff Bajorek has done just that in his book Rethink The...
The Top 1% Mindset – A Book Review of A Mind for #Sales by Mark Hunter The wisdom of the ages is that we become what we think about. And that makes the mind both a beautiful servant and a dangerous master. I would say that as far as careers go this is even...
Why Poor Questions Hurt Your Sales And How to Create High-Value Questions Instead Your questions, in and of themselves, have an amazing capacity to create insight and bring value to your sales encounter. Your ability to master questioning and facilitative dialogue is...
Best Sales Strategy Book in Ten Years If you enjoyed Strategic Selling and Selling to the C-Suite then I just found your next book. Most sales books today are written for niche topics. It’s rare to find a new title on B2B strategy let alone one that breaks new...
Nothing But The #SalesTruth – A Book Review of #Sales Truth by Mike Weinberg I am a huge fan of Mike Weinberg’s previous works New Sales Simplified and Sales Management Simplified, so when I learned that he had another book coming out I eagerly awaited...
Sales Book Review – B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals by Scott Ingram I’ve been in B2B sales for over 30 years so, as you might imagine, I have heard a few of sales stories. That’s why I was curious about what I might...
