"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.
"Customer-Centric Selling" by Michael T. Bosworth and John Holland is a comprehensive guide that redefines the traditional sales approach by placing the customer at the centre of the selling process. This influential book provides sales professionals with a strategic framework designed to align with the needs, interests, and preferences of modern buyers. Bosworth and Holland emphasise the importance of understanding the customer's perspective, fostering meaningful relationships, and creating value throughout the sales journey.
"Value-Added Selling: How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price" by Tom Reilly is a comprehensive guide that revolutionises traditional sales techniques by shifting the focus from price to value. Reilly argues that in today's competitive market, selling solely based on price is a losing proposition, and instead, sales professionals should concentrate on communicating and delivering unique value propositions to their customers. Through a combination of theory, practical examples, and actionable strategies, Reilly equips readers with the tools they need to become value-added sellers.
"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.
"Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling" by Jeb Blount is a comprehensive and actionable guide that addresses the critical aspect of prospecting in the sales process. Blount, a renowned sales expert, shares insights and strategies to help sales professionals fill their pipelines with high-quality leads and consistently open valuable sales conversations.
"New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development" by Mike Weinberg is a comprehensive guide that provides practical insights and strategies for sales professionals to excel in prospecting and new business development. Published in 2012, Weinberg, a sales consultant and coach, draws on his extensive experience to deliver a straightforward and actionable handbook for individuals looking to achieve success in sales.