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. Account Strategy.
Understanding the Sales Force
NOVEMBER 29, 2023
Using email to book new meetings sounds awesome. Let’s exclude newsletters that you get but delete, product updates, and other emails from legitimate companies that you may or may not have signed up for. They lack credibility when they don’t include a last name, company name or title. The writing is cringy awful.
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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”.
Sales 2.0
AUGUST 22, 2022
I’ve been reviewing some key books in sales and marketing to refresh my knowledge of some of the fundamentals to building world-class “revenue engines”. The second book I’m covering is No Forms. As you can probably guess from the title of the book, Latané is very much in the “no gating” camp.
Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners
Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Making the changes that directly impact revenue growth will be different for every company, but the effort can reap large benefits.
A Sales Guy
MARCH 30, 2021
In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling. It’s a book on execution. How is that a book on execution has become my favorite sales book? So what makes execution a sales book?
Sales and Marketing Management
OCTOBER 16, 2020
Books, like Gino Wickman’s Traction have been written about how to create them and what they should look like, but sometimes it’s hard to nail down why they’re important at all. . Captured in a few simple words that are easy to remember and articulate, these principles should demonstrate what sets you apart as a company.
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