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...
Author: Mike Pinkel
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...
Book Digest: Economical Growth
In Economical Growth, Chris Pham outlines his strategy for creating a top performing sales development team that creates qualified sales leads to pass to accoun...
Startup Sales Part II: Strategy
(This is the second part of a four part article on running sales at a startup. You can find the first part here and the third part here). II. Strategy Strateg...
Was Ferrari Right to Keep Raikkonen?
Ferrari’s Formula 1 racing team decided to keep driver Kimi Raikkonen for next year despite the fact that his performance this year has been merely adequa...
Startup Sales: Part I Evaluation
(This is the first part of a four part article on running sales at a startup. The second part is here. The third part is here.) Let’s say you’re running sales a...
Clear Strategies in the Business of Video Games
Tadhg Kelly has a great article about competitive strategy in the video game industry. It’s a good read for people who like the industry but it’s al...
Exclusivity Deals and Negotiating Strategy
Mark Suster has a great post up about negotiating exclusivity deals. His argument is that the conventional wisdom that startups should never offer exclusivity (...
Book Digest: SPIN Selling
In SPIN Selling, Neil Rackham argues that the most important determinant of sales success in major sales is building the customer’s perception of value by using...