The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results by Brent Adamson, Matthew Dixon, Pat Spenner, and Nick Toman is a seminal work that expands upon the Challenger Sales methodology introduced in their previous book, "The Challenger Sale." This book delves into the complex dynamics of B2B buying groups and provides insights on how organisations can navigate and influence these intricate decision-making processes.
Great One-on-One Meetings for Busy Managers: Manage your team in a way that's empowering for them and dependable for you by Nick Robinson is a practical guidebook that offers valuable insights and strategies for conducting effective one-on-one meetings with team members. Recognising the challenges faced by busy managers, Robinson provides practical advice and actionable techniques to optimise these meetings, fostering stronger relationships and driving team performance.
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.
"The Loudest Duck: Moving Beyond Diversity while Embracing Differences to Achieve Success at Work" by Laura A. Liswood provides a compelling examination of workplace diversity and inclusion, offering practical advice for leveraging differences to achieve organisational success. Liswood, an expert on leadership and diversity, uses parables, real-world examples, and insightful analysis to illustrate the complexities and benefits of creating inclusive workplaces.
"The Art of Crossing Cultures" by Craig Storti is a seminal guide on navigating the complexities of intercultural interactions. The book addresses the challenges and intricacies of living and working in a foreign culture, providing readers with practical strategies for adapting and thriving in new cultural environments. Storti, an expert in intercultural communications, draws on his extensive experience to offer insights that are both enlightening and actionable.
"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.