“The Pirate’s Guide to Sales- Getting from Why to Buy” by Tyler Menke is about strategic planning and analyses of sales processes to determine why customers buy our products and pursue targeted prospects to maximize efficiency in sales processes.
In the world of Sales, Marketing and Business, new and innovative ideas and deep insights from data and experience are propounded by innovative thinkers and experienced veterans. More often than not, such wisdom is then encapsulated in books. Bits About Books talks to authors of books on breakthrough Sales, Marketing and Business.
Authors talk about the backstory- their experience and background, what motivated them, their specific insights and recommendations, why they chose their particular topic. And what we can take away from the book.
Based on a study by Northwestern University which showed that buyers trust a rating of 4.2 to 4.5 more than a perfect 5, Todd Caponi applied these same principles in B2B selling, with surprising results. His book, “The Transparency Sale”, embraces the idea of leading sales pitches with your flaws and handicaps, because buyers trust such pitches more.
Bizcast: Bits about books – In Conversation with Thomas J. Williams, co-author, The Seller’s Challenge and Buyer Centered Selling
The two books by Thomas J. Williams focus on real challenges faced by salespersons. Inspired by questions asked by participants in sales workshops, the books tackle challenges of selling complex products and illustrate real situations.
Rob Hartnett’s “It’s All Possible” is a motivational book that aims to inspire people to dream bigger and reach higher goals through a four-step possibility system. It is about shifting the mindset and setting higher benchmarks, rather than remaining at mundane levels. Rob looked at high-performance sportspersons to develop his framework.
Stu is a Hall-of-Fame-nominated marketer and Wall Street Journal cartoonist and brings a unique perspective to marketing that involves creativity and utility. His second book, “Get The Meeting” is about getting a face to face meeting through contact marketing.
Bizcast: Bits about books – In Conversation with Catherine B. Roy, author, Live from Your Heart and Mind
Catherine B. Roy’s book “Live from Your Heart and Mind” comes from 10 years of research in varied scientific fields. It aims to provide an elegant system for development of emotional and intellectual development. It covers the most important aspects of life including balance, happiness, love, relationships, emotional stability, overcoming obstacles and solving personal problems.
Diane Helbig ’s book dispels common myths about selling and closing sales. One of these commonly held beliefs is...
Bizcast: Bits about books – In Conversation with Raul Sanchez Gilo, author, 51 Sales Tips: Keys to Sell More and Succeed Selling
At the core is the attempt to understand the balance between product, customer and customer, while looking at long-term relationships. Instead of competing on price, products must compete through differentiation. This can be done in many ways, and one keyway is to understand the perceived value of a product in the mind of the customer.
Bizcast: Bits about books – In Conversation with Murugan Kathirvelu, author, Don’t Sell, Help Customers Buy
Startups have to understand customer needs and propose solutions for the user, rather than trying to sell a ‘product’. Salespeople in startups have the responsibility of introducing the product, to build the brand, and to continue to demonstrate the product to the end user. The Sales Cycle does not end with the sale itself, rather, hand-holding has to continue so that the user becomes familiar with using the product.