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Bottom Line Selling: The Sales Professional's Guide to Improving Customer Profits Paperback – October 1, 2011
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Top Customer Reviews
A long time ago I built and used a presentation, "What Your CFO Can Teach Your Sales Team". In it I laid out the various simple quick ratios a salesman can use to analyze a prospects annual reports to see if they would qualify for terms, their profits and where they came from , growth rates, and several others.
Malcolm's book goes much further than that PowerPoint of mine in a a very readable and digestible manner. Any solution seller will recognize the terms used and also learn many more. I always ask clients, "Do your salespeople deserve to take the client meeting? Have they done their homework.? " Malcolm's book has the right kind of homework here for all the value sellers. Excellent revision and a valuable addition to any sales managers/salesman's library.
Paul McCord does a terrific review of this very valuable book. See [...]
Bottom-Line Selling addresses the gap between average and great sales professionals. As a profession, we as salespeople are plagued by several common problems, such as short-term corporate focus and quotas, focusing on our own needs above those of the customer, and pursuing easy, smaller business rather than more lucrative and profitable opportunities simply because they require more complexity, effort and skill. This thorough book is like my textbook for how to be a top-tier seller, and I still go back and refer to it often.
If you are serious about rising to the top of your sales organization, this book is your roadmap, and I can't recommend it enough!
The first part of the book introduces you to the fundamental business concept of productivity including the velocity aspect and provides lots of actionable advice about what needs to be done to understand the customer as an organization, but as the saying goes: It is people not organizations who buy.
The second part of the book discusses how you can apply the situational knowledge gained by following the advice of the first part of the book. You will be introduced to different formal roles within a prospective or client's organization and how to adopt your conversations accordingly so that your message is heard and your vis-à-vis will perceive the value you contribute to the conversation. The book then also covers the ingredients of a convincing written proposal.
You will gain the most value from reading Jack's book by not being content to know more about what Business Acumen is, but to act on the advice. This will lead you to talk about the subjects customers care most about - how you can provide value to their business- and to refrain to start conversations with the topics you know most about - functions, features and benefits of your offering.
Sellers are at ease talking about their offerings, because they are better trained on this topic.Read more ›
Most Recent Customer Reviews
Jack Malcolm's book "Bottom-Line Selling: The Sales Professional's Guide to Improving Customer Profits" is the prescription for ails selling today. Read morePublished 21 months ago by Bob rickert
It is a good reading, bit it did not reveal much to me. I preferred Consultative Selling by Hanan, perhaps because was the first book on the subject that I readPublished on April 16, 2013 by Juan C. Ladaria Gallardo
Jack's book is a toolbox to help sales and business people steer the conversation away from price and down the difficult pathway of adding value. Read morePublished on April 28, 2012 by Michelle Cook
Every salesperson selling big-ticket business-to-business solutions knows that in the end, customers make decisions based on the financial benefits of the proposed solution. Read morePublished on November 16, 2011 by Andy Blackstone
This book packs a punch well beyond its weight class. We have gotten so accustomed to hyperbolic book titles that the idea a book might actually deliver on what the title promises... Read morePublished on November 15, 2011 by Charles H. Green