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 – 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...
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...
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...
Sales Book Review – Eat Their Lunch by Anthony Iannarino Every now and then there comes a book with such far-reaching implications that literally everyone across the sales industry reads it and then begins fervently implementing the guidance in their personal...
Book Review of The Seller’s Challenge by Thomas Williams & Thomas Saine I’ve had the opportunity to learn all of the major sales systems over the past thirty years. There is merit in every sales methodology. Yet, in training my own teams and in...
