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33 results - Page 1 of 6

Spin Selling

"Spin Selling" is a sales methodology developed by Neil Rackham in the 1980s. The methodology is based on extensive research into what distinguishes successful salespeople from less successful ones. Rackham and his team analysed over 35,000 sales calls across a wide range of industries and found that the most successful salespeople tended to ask more questions than their less successful counterparts. 

Author
Estimated Read Time
5 minutes

Solution Selling: Creating Buyers in Difficult Selling Markets

"Solution Selling: Creating Buyers in Difficult Selling Markets" by Michael T. Bosworth is a groundbreaking book that has had a significant impact on the field of sales. First published in 1994, it remains a classic in the realm of solution selling, providing a comprehensive framework for sales professionals to navigate complex markets and create meaningful connections with buyers.

Author
Estimated Read Time
4 minutes

Selling Value: Key Principles of Value-Based Selling

"Selling Value: Key Principles of Value-Based Selling" by Don Hutson is a comprehensive guide that delves into the principles and strategies of value-based selling. In this book, Hutson provides readers with practical insights and actionable techniques to effectively communicate and deliver value to customers in sales interactions. Through a combination of theory, real-world examples, and step-by-step guidance, Hutson equips sales professionals with the tools they need to differentiate themselves from competitors and win more business by focusing on value.

Author
Estimated Read Time
4 minutes

Selling to Big Companies

"Selling to Big Companies" by Jill Konrath is a practical and insightful guide that equips sales professionals with the strategies and tactics needed to navigate the complex landscape of selling to large corporations. Published in 2005, the book draws on Konrath's extensive experience in sales and provides actionable advice for individuals looking to break into, or expand their success within, the corporate sales arena.

Author
Estimated Read Time
5 minutes

Strategic Selling: The Unique Sales System Proven Successful by America's Best Companies

"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.

Author
Estimated Read Time
5 minutes

The Little Red Book of Selling

"The Little Red Book of Selling" by Jeffrey Gitomer is a compact yet powerful guide that provides essential principles and strategies for achieving success in sales. Gitomer, a sales expert and motivational speaker, distils his extensive experience into a concise and engaging handbook designed to help sales professionals enhance their skills and achieve greater results.

Author
Estimated Read Time
4 minutes
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