Book Shorts: Sales, Sales, Sales, Sales, Sales
Jeffrey Gitomer’s Little Red Book of Selling and Little Red Book of Sales Answers were great refreshers in sales basics for you as CEO (and head of sales, and sales manager, and sales rep). The books were a bit "self-help" flavor for my taste as a reader, but they were excellent on content, and I have two long pages of notes of "back to basics" items I need to remind myself and my team about.
Anyone at Return Path in sales/account-project management/marketing — your copy is on the way, hopefully by way of a barter I proposed with the author (sorry, Stephanie and Tami…), but in any case, we’ll buy them. Anyone else who is interested at RP, let me know, and the copy is on me.
Some of the most critical reminders — although you have to read the books to get to get the color:
– Ask questions, don’t talk talk talk at prospects (just like the SPIN Selling methodology we always train with at Return Path)
– Never say "tell me a little bit about your business" — do the research first
– Importance of testimonials in selling
– Never blame others or blame circumstances when things go wrong. Take control and solve the problem (good for sales and for everyone!)