RSSSelling with Integrity
Nov 20, 2009 Book Reviews
In 1995 I wrote a book called Selling with Integrity: reinventing sales through collaboration, respect, and serving, published in 1997 and subsequently on the NYTimes Business Bestseller list. The book continues to sell well, being considered one of the top sales books of all time. At the time I wrote it, it took a month of hassling before my publisher agreed to me using the term ’serving’ rather than ’service.’ And, at the time, I didn’t know how to talk or write about Buying Facilitation® as clearly as I do now.
Selling with Integrity was my nascent attempt to explain the idiosyncratic way buyers buy behind-the-scenes, and our jobs as sellers to serve them by being neutral navigators, GPS systems, and decision facilitators. But I wasn’t that clear, and I ended up writing about our spiritual values and how we, as sales professionals, can actually use our positions to actually lead buyers through their own criteria and values. I actually wrote several articles with titles such as ‘The Seller as Servant-Leader.’ Indeed, an article with that title was the most requested reprint from Leadership Excellence magazine.
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Tags: book, gps, nevor, selling with integrity, serve
What is a Pro-Active Networker – and how does he do it?
Nov 6, 2009 Book Reviews
Geert Conard is a dedicated man. He is dedicated to doing everything that he can do to meet the people who he wants to meet and who want to meet him. And he can teach you how to do it also. The only thing you need is commitment, time, and his book: Friends with Benefits: networking in a new economy.
Folks who are just starting out using the internet as a social networking tool have lots of choices. Geert offers you many of the possibilities, the ups and downs of each, what they look like, what you need to do, and great stories to learn from. One of the best features of the book are the personal stories he recounts.
One surprise for me: I opened the book and there I was! My picture and an article I’ve written about sales and the new economy! Fun stuff.
Here is a link to Geert’s book: Have a look, and enjoy.
Tags: book, geert conrad
Business Writing: How to Write Like a Pro AND Get the Deal
Nov 4, 2009 Book Reviews
Neil Sawyer is re-launching his nifty book How to Write Proposals, Sales Letters, and Reports: Writing for a fast moving world.
If you do business writing to help you get business, this is a good book to have handy. Not only does it walk you through every single aspect of every single thing you need to do to be successful, it also gives you definitions, examples, illustrations, summaries, tips, warning, charts, to-do lists – everything that you’ll need to do a good job.
For those of you who are already using Buying Facilitation® the book focuses on conventional sales strategies (I’m convinced I’m going to get Neil to include something about how Buying Facilitation® shifts the direction and focus of proposals to include how to influence the behind-the-scenes non-solution-related decisions), you’ll need to add some Facilitative Questions, and do your up-front work differently. But the basics are all here in detail and with great clarity.
What’s so interesting about this book is how it breaks apart everything you need to do and actually helps you think through how to do it: how to brainstorm, how to edit, how to do mind maps. For those of you who resist writing, or who have a hard time, or who do a lot of business writing and could use some additional tips, or for those just starting out, pick up a copy of this book. It’s one of those you should keep on your shelf.
http://howtowriteproposals.com/
sd
Tags: book, conventional sales, Neil Sawyer, proposals
Josiane Feigon’s new book
Sep 2, 2009 Book Reviews
In 1992, I decided to write my first sales book. I didn’t really mean to, but I was ‘retired’ from my company in London, and living on a small ranch in Taos, and had absolutely nothing to do with my time for the first time in my life. So I began putting together pages of thoughts that I had, and they turned in to “Sales on the Line” which is still in print. When the book came out in 1993, it was one of 26 telephone-based sales books. 26. Really.
Now, Josiane Feigon – one of the leading sales thinkers focused on inside sales – has updated, upgraded the form: her new book “Smart-Selling on the Phone and On-Line: inside sales that gets results” tells it like it is and gives sellers the tools to use to be successful immediately both on the phone and on-line.
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Tags: "Smart Selling", Buying Facilitation®, josiane feigon, phone sales, sales 2.0, Sales on the Line
Mike Schultz Has A New Book – And He’s Smart
Aug 6, 2009 Book Reviews
Mike Schultz has a new book coming out today. Professional Services Marketing. Seems like it would be mainly for professional services folks, but I bet we all could use this book.
First, let me say that Mike’s publication – Rain Today – is chock full of ideas that are solid, interesting, innovative, and important. He’s also got some cool people who write for it, such as John Doerr, Charlie Green, and my friend Jill Konrath.
For starters, take a look at his blog: Services Marketing Blog
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Tags: blog, buyer, growth, learning programs, profitability, raintoday
Who Do You Choose To Trust On The Net?
Aug 4, 2009 Book Reviews
Chris Brogan is to be trusted. But how do we know?
Indeed, Chris asks the big questions that we all should be asking:
“We’ve moved from asking our neighbors to believing advertising to asking people we’ve never met what they think about an issue. How does this work? And if you represent a business, how can you be sure that YOU are trusted?”
Chris and Julien Smith wrote this cool book, coming out August 24, called: Trust Agents: using the web to build influence, improve reputation, and earn trust. This is actually the first book I’ve seen that deals with such an important topic.
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Tags: Chris Brogan, economy, inbound marketing bootcamp, inbound marketing summit, influence, Julien Smith, new marketing labs, online marketing, social software, Trust Agents
