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Customer Review

4 of 4 people found the following review helpful
5.0 out of 5 stars Excellent sales book !!! Not only for big companies, September 19, 2011
This review is from: Selling to Big Companies (Paperback)
I'm in B2B sales since 2005 and I read many sales books and blogs, because I constantly want to improve myself.

This book is in my list of TOP sales books (see my complete list at the end of this review).

I found this book particularly useful for learning how to address companies (both big AND small!).

It contains golden and directly applicable advice on how to build a good value proposition, on how to write a good prospection email, on which voice message to leave, on which email title to use, etc.

Something I learned from this book and will never forget, are the 3C's, a guideline for the structure of emails, letters of voice mails:
- Establish Credibility
- Generate Curiosity
- Close

Jill Konrath gives clear examples, of how exactly to realize each of the 3 C's.

My complete list of top sales books:
- Tom Hopkins for all his practical, real world advice on all basic sales stuff. Tom's books are more targeted towards B2C sales but that certainly doesn't make them worthless for B2B sales.
- Paul Cherry's Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wantsto get a really good feeling about how exactly to formulate your questions, which questions work and why,...
- Neil Rackham's groundbreaking SPIN Selling for learning the basics in B2B sales questioning techniques. This book teaches you the basics of consultative sales, of finding and growing problems, and of opening a customers' eye on a solution.
- Jill Konrath's Selling to Big Companies for golden practical advice on how to address new prospects, and for learning about strong value propositions to open doors.
- Marc Miller's Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth for learning to address gains not just pains, and for learning how to make a stunning Value Based Proposal. This book is a must-read if you sell a B2B product that is really innovative and new.
- Sharon Drew Morgen's Dirty Little Secrets: Why buyers can't buy and sellers can't sell and what you can do about it for learning to think in terms of systems and change management.
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Location: Belgium

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