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 ground in a tangible and practical way. Buyer-Centered Selling is just such a book and my favorite strategy book in the past 10 years. Tom Williams and Tom Saine are well-seasoned sales experts that somehow managed to one-up their previous book The Seller’s Challenge – which is brilliant.
Buyer’s Journey vs. The Job to Be Done
Messaging is another inadequately covered area in sales and in chapter five we receive a step-by-step approach to creating relevant massaging that is backed by science. This is a hugely valuable chapter and worthy of it’s own book. (hint, hint)
Sales Biggest Challenges Solved
The remainder of the book systematically dissects and solves some of the top challenges in sales everywhere including: Resuscitating Stalled Opportunities, Selling to the Risk Averse Buyers, Activating Dormant Leads & Inactive Accounts, Upselling and Cross-Selling, and a topic dear to my heart – Closing Professionally. Once again the science and research devoted to each of these topics is incredible. It is science + wisdom at it’s best.
Buyer-Centered Selling a landmark in in B2B sales strategy books. There’s really nothing else like it available. Every B2B sales leader and student of professional selling should own this book. I guarantee you will return to it again and again. Buyer-Centered Selling is everything I love in a sales book. It contains genuinely new insight, is backed by science and is oozing with practical examples and actionable checklists and addenda. In fact the addenda alone (of which there are 14) are all-alone worth the price of the book. What can I say? This book hits my sweet spot perfectly. The scope and quality of Buyer-Centered Selling is absolutely phenomenal. If I had to recommend just one book to B2B sales professionals to raise all levels of their game – this would be it. You won’t find a better resource for complex B2B selling anywhere. I give it my highest recommendation.
You can find Buyer Centered Selling by Thomas Williams and Thomas Saine on AMAZON.