"Selling to the Top: David Peoples' Executive Selling Skills" by David Peoples offers a comprehensive guide to mastering the art of selling to top executives in organisations. Drawing from his extensive experience as a sales professional and consultant, Peoples provides practical insights, strategies, and techniques for effectively engaging with high-level decision-makers and securing their buy-in.
"To Sell Is Human: The Surprising Truth About Moving Others" by Daniel H. Pink is a book that challenges the notion that sales is the domain of a select group of individuals with a specific set of skills. In fact, Pink argues that we are all in sales, as we spend a significant amount of our time trying to move others to our way of thinking, whether we are convincing our boss to give us a raise or persuading our children to clean their room.
"ROI Selling: Increasing Revenue, Profit, and Customer Loyalty through the 360 Sales Cycle" by Michael J. Nick and Kurt Koenig is a comprehensive guide that introduces the concept of Return on Investment (ROI) selling and provides a structured approach for sales professionals to effectively quantify and communicate the financial benefits of their products or services to customers. Through a combination of theory, real-world examples, and practical tools, Nick and Koenig equip readers with the knowledge and skills they need to navigate the sales process and drive successful outcomes by focusing on ROI.
"Selling to the C-Suite: What Every Executive Wants You to Know About Successfully Selling to the Top" by Nicholas A.C. Read and Stephen J. Bistritz is a comprehensive guide that delves into the intricacies of selling to top-level executives in organisations. Through their extensive experience in sales and interactions with C-suite leaders, the authors offer invaluable insights and practical strategies for navigating the complex landscape of executive decision-making.
"Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies" by Robert B. Miller and Stephen E. Heiman is a seminal work that introduces a systematic and strategic approach to sales, emphasising thorough research, planning, and a customer-focused methodology. Originally published in the 1980s, the book has become a classic in the field of sales and is widely regarded as a foundational resource for sales professionals seeking to enhance their strategic selling capabilities.
"Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling" by Art Sobczak is a definitive guide that transforms traditional cold calling into a strategic and effective process. Published in 2010, Sobczak draws on his extensive experience in sales to provide a comprehensive framework for sales professionals to master the art of making "smart" calls and achieve success in their prospecting efforts.