Sales 2.0
SEPTEMBER 6, 2022
I must admit to being a bit partial to the sales approaches laid out in Jamie Shanks’s book SPEAR Selling. Many of my thoughts on how to sell to major accounts show up on the pages of this book. Here’s a quick run through on a couple of the major elements of the book. Account Selection.
Sales 2.0
AUGUST 29, 2022
I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”. Per David Brock, a sales manager’s job is to be a coach. Being a top account executive, has almost nothing to do with coaching. I didn’t when it happened to me!).
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Keith Rosen
OCTOBER 27, 2020
Download Your Free Copy of The 60 Second Sales Coach . Over 600 Coaching Questions and 40 Critical Conversations Managers Must Master to Develop Sales Champions and Coach More Customers to Succeed. ” If this is what you and your company think, then you have no idea what coaching is, and you’ve never coached before.
Steven Rosen
JUNE 20, 2019
Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. Second line sales managers (SLM) don’t coach their FLMs on their coaching. Your company has rolled out sales manager coaching training.
Sales 2.0
AUGUST 15, 2022
I’ve been using the summer to review some of the classic books in sales and marketing and refresh some of the fundamentals to building world-class “revenue engines” described. I started with Mark Roberge’s book “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million”.
No More Cold Calling
SEPTEMBER 14, 2023
Business book testimonials are all the same. They tell you how a book is a must-read, packed with powerful strategies. I often wonder if the testimonial writer actually read the book. I’m not going to tell you any of that about Buyer First: Grow Your Business with Collaborative Selling , a new book by Carole Mahoney.
The Pipeline
MAY 26, 2016
Brock writes a book on a critical subject like sales management, it is an opportunity to learn and share with others in my circle. Sales Manager Survival Guide: Lessons From Sales’ Front Lines , is a book I wish I had way back when I was promoted from being territory rep to sales manager. You can’t fake it.”
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