Selling Against the Goal

Selling Against the GoalThis book cannot be praised enough. There are thousands of books and systems for sales. Almost all of them ignore or minimize the realities of how hard it is today to get into accounts to even begin `selling.’ Most sales books have little useful information on prospecting or lead generation. No matter how good you are if you can’t get in the door you can’t be a solution, strategic, customer-focused, closed sub (Sandler), or ad nauseam `flavor of the day’ seller. This book, coupled with “Selling to Big Companies” has replaced 90% of my selling library and is an indispensable read.

“Job Title: Sales Rep. Job Responsibilities: Generate Leads. Close Sales. How to Get the Job Done: It’s up to you, my friend.” This is how the book starts and isn’t it TRUE. No-one tells us how and the real help we get as out-in-the-field salespeople is minimal. Few companies are good at generating leads! Most books written on the topic are for management (Lead Generation for the Complex Sale, for example, is a great book, but not for the grunt on-the-ground like me). Other books just rehash cold calling techniques that simply don’t work in this overworked, too busy, voice mail and email business environment.

Most importantly this book is a practical workbook: not simply a theoretical system of selling that does you no good in the day to day selling world where we all live. This book tells you how to make a territory plan and then develop leads and prospects within your territory. The book works from your goals, even targets the amount of prospects based on your averages and financial plans. The book have very explicit instructions that show you how to work an area, develop business, and close sales. This book goes far beyond the worn out and doesn’t work advice of `just cold call more.’ This book may have saved my career. It will definitely improve anyone’s sales efforts if they apply it.

Selling to Big Companies

Selling to Big CompaniesA prospecting plan for ALL salespeople, not just big company sellers

This book cannot be praised enough. This book isn’t just for selling to big companies! This book is for anyone who needs prospects and whose company does a poor job of generating leads for them (everyone is in this situation I think). Selling to Big Companies debunks many of sales myths, especially those loved by out-of-touch managers who want more results but are clueless about how to get them. We are living in the `perfect storm’ of sales resistance, especially in regards to getting in at all. Selling `high’ isn’t the answer, any more than the tired, worn-out approach of cold calling. This book, however, is the answer!

There are thousands of books and systems for sales. Almost all of them ignore or minimize the realities of how hard it is today to get into accounts to even begin `selling.’ Few books have little useful information on prospecting or lead generation. No matter how good you are if you can’t get in the door you can’t be a solution, strategic, customer-focused, closed sub (Sandler), or ad nauseam `flavor of the day’ seller. This book, coupled with “Selling Against the Goal” has replaced 90% of my selling library and is an indispensable read.

Successfully getting into accounts (of all sizes) requires more than repetitive cold calling. Selling to Big Companies teaches how to create a value proposition. Not an elevator speech or a benefits statement but a carefully designed, researched, and targeted door busting concept for each business you’ve chosen to get into. The book also has good advice on the triggers that make getting in more likely and the other tactics a salesperson can use to break through voice mail, email, and the other technology ‘gatekeepers’ prospects have.

This book is a practical workbook: not simply a theoretical system of selling that does you no good in the day to day selling world where we all live. This book tells you how to make a plan, to create a prospect campaign: the how-to of developing leads and prospects within your territory. The book has very explicit instructions that show you how to work an area, develop business, and close sales. “If you’re not getting in,” for example the book tells us, “it is because your value statement isn’t very good.” This book goes far beyond the worn out and doesn’t work advice of `just cold call more.’ This book may have saved my career. It will definitely improve anyone’s sales efforts if they apply it.

Lead Generation for the Complex Sale

Lead Generation for the Complex SaleThis book is fantastic for sales leaders, management, and business owners. It points out that the average salesperson (in complex sales, i.e. capital equipment, business sales, etc.) must generate $1,000 in business per working hour to make their quotas. That won’t happen if we spend our time in unproductive, low quality work, regardless of how important such activities may be.

This book contains the strategies and tools for creating an in-house lead generation system that will help salespeople do what they do best: sell qualified prospects. This book will help transform companies into market/sales driven enterprises, critical to success in this age of hyper-competitively. I believe this is simply one of the best books on this subject (another is “The Fundamentals of Business-to-Business Sales & Marketing”). However many of the suggestions cannot be implemented and may even run counter to the politics and management of the organization you work for. Therefore most of the ideas won’t work for a salesman in the territory pounding away daily to get sales. For example, aligning business systems and the value proposition to optimize lead generation is imperative, however I can’t do that alone, neither can most salespeople.

If you’re an entrepreneur, a sales leader or a manager this book is a must read with sage and up-to-date advice. For the salespeople on-the-ground and in-the-field better book selections for lead generation are “Selling to Big Companies” and “Selling Against the Goal.” However, “Lead Generation for the Complex Sale” does inform every salesperson about the skills needed to be successful regardless of one’s position. Knowing business metrics, how to profile and evaluate prospects, increasing the value of the sales process by being a consultant and not simply a vender with PowerPoint are all critical success factors for modern salespeople. Not only will salespeople be dramatically helped by reading this book, they may be able to create upward pressure for the business and management to improve as well.