"The New Solution Selling: The Revolutionary Sales Process That is Changing the Way People Sell" by Keith M. Eades is a transformative guide that updates and expands upon the principles of solution selling to address the changing landscape of B2B sales. Building on the classic "Solution Selling" methodology, Eades introduces a revised sales process that aligns with the contemporary challenges faced by sales professionals.
"Insight Selling: Surprising Research on What Sales Winners Do Differently" by Mike Schultz and John E. Doerr is a definitive guide that delves into the strategies and practices that set successful sales professionals apart. Published in 2014, the book is based on extensive research conducted by RAIN Group, a sales training and performance improvement company founded by Schultz and Doerr. Through their findings, the authors explore the concept of insight selling and provide actionable insights to help salespeople elevate their approach and achieve greater success in a competitive sales landscape.
"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.
"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.
"Renewing Your Customer" by Craig Bailey is a comprehensive guide that delves into the critical aspects of managing customer renewals, emphasising strategies for maintaining strong client relationships and ensuring ongoing business growth. Bailey leverages his extensive experience in customer relationship management to provide actionable insights and practical techniques for businesses looking to maximise their customer retention rates and create lasting loyalty.
"High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results" by Mark Hunter is a compelling guide that delves into the art and science of prospecting to enhance sales performance and drive profitability. Published in 2016, Hunter, known as "The Sales Hunter," leverages his extensive experience in sales to provide actionable insights and strategies for sales professionals seeking to optimise their prospecting efforts.