Book Digest: The Challenger Sale
The Challenger Sale argues that sales is not about building relationships or discovering needs through a set of diagnostic questions. Instead, sales is about te...
Month: October 2015
Book Digest: What Great Salespeople Do
In What Great Salespeople Do, Michael Bosworth and Ben Zoldan argue that sales is not primarily a rational process. As a result, attempts to discover needs thro...
Book Digest: Hope is Not a Strategy
In Hope is Not a Strategy, Rick Page argues that complex sales require a strategy that goes beyond a well-structured sales call to include efforts to influence ...
Book Digest: Selling to Big Companies
In Selling to Big Companies, Jill Konrath argues that success in closing large accounts is not a matter of making more outreach attempts to more companies or cr...