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My Favorite Sales Books

Partners in Excellence

Particularly to a group of outstanding people, many of whom are friends–authors of sales books. At this moment, I’m writing “blurbs” for several soon to be published books, by friends, on selling and sales management. Soon, I hope to join the ranks of those people with my own first book, tentatively titled, “The Sales Manager’s Survival Guide.” Recently, I was asked to name my top 3 sales books.

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities

LeveragePoint

Understanding Sales Challenges , Richardson’s recently compiled survey, identified the top 3 concerns among seller executives: (1) Competing against a low cost provider, (2) Combatting the status quo and (3) Knowledge about how to team sell effectively. These concerns are consistent with 2017’s results and are problems for B2B sales teams working their way through all stages of their sales cycles. This is a lonely time for a sales rep.

An Open Letter to Social Sellers Everywhere

Tony Hughes

It is dangerous to implement basic social selling techniques. I wanted to take a moment to express a word of caution in applying a cure-all or over-simplified approach to strategic selling within social mediums. Any advanced selling system is based on the fundamentals however you have to leverage a process and acknowledge the nurturing required for an effective sales cycle to happen in social environs over time. The folly of Sales 2.0 Has selling changed?