- Paperback: 128 pages
- Publisher: OMNE Publishing; 1 edition (December 9, 2015)
- Language: English
- ISBN-10: 0994311648
- ISBN-13: 978-0994311641
- Product Dimensions: 6 x 0.3 x 9 inches
- Shipping Weight: 8.5 ounces (View shipping rates and policies)
- Average Customer Review: 10 customer reviews
- Amazon Best Sellers Rank: #1,650,498 in Books (See Top 100 in Books)
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Rebirth of the Salesman: The World of Sales is Evolving. Are you? Paperback – December 9, 2015
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From the Author
I wrote Rebirth of the Salesman with two types of readers in mind. The first are senior sales leaders looking for new ideas or to validate their own theories about sales success and their customers' decision making criteria.
I also wrote it for sales professionals and business people keen to develop their skills, build their careers and better anticipate the wants and needs of their customers. I have a particular affinity with young salespeople carving out their niche in what can be a demanding and occasionally cut-throat area of business. I've trained and mentored thousands of younger salespeople in recent years and I have always tried to instill in them the creativity and endless possibilities of our profession, plus an understanding of the positive impact we can have on the businesses we sell to on a daily basis.
My goals in writing this book are to:
- help you to recognize how the sales industry is evolving and make sure you have a strategy to evolve right along with it
- provide specific, actionable and hopefully engaging insights that will allow you to focus on key skills or personal development opportunities, to help lift your game
- reinvigorate those of you who have been ploughing a lonely furrow for many years now and may have begun to lose sight of the purpose and clarity you once had about your chosen profession, and
- help you to seek out the treasure trove of valuable insights and nuggets of customer gold, which is sitting waiting to be mined just below the surface of the deals you work on every day.
As sales professionals, why do we win and lose, and what can we really do about it?
From the Back Cover
From the co-author of Amazon #1 bestseller Secrets for Business Success comes a fascinating exploration of the changing face of the sales world - a world where the balance of power has shifted irrevocably from seller to buyer.
According to Forrester Research "Business-to-business commerce will never be the same again". They predict that in the US alone, one million sales reps - almost a quarter of the entire B2B sales force - will lose their jobs by 2020. Whether you're a seasoned sales professional or a raw recruit to the industry, this is a sobering statistic.
Chock full of case studies, war stories and interviews with sales leaders and c-suite decision makers, Rebirth of the Salesman provides a clear and surprisingly candid perspective on the multi-billion dollar sales industry. Each chapter focuses on a specific character trait and behaviour for achieving sales mastery, providing concrete steps that any salesperson can follow, to develop their sales effectiveness and enhance their personal brand.
Blending insights and ideas from opposing sides of the sales spectrum, Rebirth of the Salesman delivers an engaging, entertaining and often inspiring read.
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Cian brings it all down to a very personal and humble level - to the point where it's easy to relate - but his courage to keep pressing until he answers the "Why" question separates the observer from the winner. Once I started reading, it was tough to put down - which is pretty rare for most business books.
He alternates deftly between the hands-on, experience-driven observations, and the more strategic, management-oriented perspective.
There is great wisdom here for the salesperson just starting out and trying to figure out what matters; a keen reminder of what we can all be doing better, for more seasoned professionals; and a frank management perspective on how sales has been strategically affected by customer buying patters in the cloud era we're living in.
I highly recommend this book. Well worth the read. Bravo.
As a field coach, I observe sales behaviors and traits. The priorities identified here are a close match to what I've observed over the past 20 years and what has become increasingly important in the past few years. These are the "soft skills" of selling, the ones that often get overlooked in sales hiring, sales training, fire-em-up sales meetings and sales performance reviews. Here's the good news: they are also the easiest for sellers to develop or unleash. Sellers who genuinely want to succeed in 2016 and beyond will embrace the advice offered in this new classic.
I was hooked in chapter 1 because the author started with the character trait of humility. How refreshing! What's more, the author lives up to the trait by offering other resources (not just his own!) for people who want to build the skills and traits described in each chapter. He also offers real and relate-able examples, steps you can take right away, and a clear foundation for each conclusion he draws.
The book is an easy and interesting read, targeted to front-line sellers who want to succeed. I highly recommend it for every single salesperson who is grappling with the inherent challenges of selling to modern, empowered buyers.
Cian references many valuable resources throughout this book including his interviews with key entrepreneurs and sales leaders, tying all the information together perfectly to provide a full view of sales in the current and future climate. This book is littered with constructive and actionable advice on how to sell for today and the changes you should make to stay one step ahead of the game.
He has clearly written this book in a way that can be easily applied to any form of sales, not just B2B. As a developing entrepreneur, this has fundamentally changed the way I approach selling within my businesses. His focus on personal brand/credibility, storytelling, and relationships, has also played a critical part in planning where I will focus my efforts to accelerate growth.
Very highly recommend.
I made a note of the following 3 key items to never lose sight of:
1. Embrace the Unknown - It creates humbleness and leads to so much
2. Science of Discovery – Never lose your thirst for knowledge and your enquiring mind
3. Finish with the How – Take time to discover (or re-discover) your own personal why