Sales Book Review – B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals by Scott Ingram
Sourced From the Best in B2B
The book’s greatest quality is that it is comprised of the actual experiences from the top 1% practicing in the B2B space right now. There’s zero theory. It’s pretty much lessons learned from the hard knocks of B2B sales life. The stories are authentic and engaging, and the lessons are excellent. I discovered several new things (and that’s pretty hard to pull off for this old sales dog).
Quick, Easy Read With a Valuable Format
Broad Range of Industries and Solutions
Valuable Topics & Lessons
As I mentioned, each chapter is independent and as a whole, they cover quite a lot of ground. Topics range from mindset, habits, change-management and activity planning to things like prospecting, differentiating yourself and team selling. There is some surprisingly rich content here. There were sample scripts, specific contrarian strategies for prospecting and my absolute favorite – MEDDPICC. MEDDPICC is an acronym for:
- ECONOMIC BUYER
- DECISION CRITERIA
- DECISION PROCESS
- PAPER PROCESS
- IDENTIFY PAIN
What I expected to be a entertaining collection of sales stories turned out to be not just entertaining but also edifying. I actually learned something. Not only that, there is just something about reading about the successes of others that just fires me up. It’s very motivating to see how each processional, which their own unique set of challenges, steps up to those challenges with unique and practical strategies. Interesting, practical and motivating all in one concise package – that’s just what I like in a book. It’s 20 interesting stories complete with practical lessons from real practitioners taking it to the streets. I recommend B2B Sales Mentors to every business to business sales professional looking to learn, grow and motivate themselves to be the best they can be.
You can find B2B Sales Mentors: 20 Stories from 20 Top 1% Sales Professionals on AMAZON.