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Title: Selling the Wheel: Choosing the Best Way to Sell for You, Your Company, Your Customers by Jeff Cox, Howard Stevens, Boyd Gaines, Alison Fraser ISBN: 0-671-04648-9 Publisher: S&S Sound Ideas Pub. Date: January, 2000 Format: Audio Cassette Volumes: 2 List Price(USD): $18.00 |
Average Customer Rating: 4.57 (7 reviews)
Rating: 5
Summary: Best book for entrepreneurs hiring sales people
Comment: What more can you ask for in a book?
1) It is an easy read.
2) It makes complete sense
3) The message is memorable
I read this book a few years ago, and it still resonates with me.
The makeup of a sales force evolves over time. For a new product, you need a person who can sell anything to anyone. A real rainmaker. As your business grows, you need someone who can engineer custom solutions. Grow more, and you'll need someone who can manage long-term relationships. Finally, in the most mature market, you'll need someone who can manage and motivate a sales force in a commodity-based system.
If you are an entrepreneur growing a business, this book is written for you. It will help you decide what stage your business is in, and what type of sales person/force you need to succeed in each stage.
Rating: 5
Summary: Insightful and entertaining
Comment: This book is a companion to "Crossing the Chasm" by Geoffrey Moore and also, surprisingly, "The Tipping Point" by Malcolm Gladwell and "First, Break All the Rules" by Marcus Buckingham.
Having read a ton of books on technology sales, this one is easily the best. The story format works as pure entertainment - you turn each page to discover how it will all turn out - and deep insight borne from many years of research. At times I laughed out loud as I recognized sales people I had worked with in the past.
Individual sales people will discover themselves and realize that they are right for different sales situations. The faster they put themselves in companies whose phase matches their style, the more successful and happier they will be. This relates to "First, Break All the Rules" which also suggets that our core talents are more fixed than we realize.
As a VP of Sales, technology CEO or venture capitalist, you should read this book. You will be challenged to think about where your company is in its evolution. Then you can figure out if you have the right sales approach, team and culture to be successful. Beware of your own inclination! If you are a "Cassius" and your company is in need of a "Ben" you must be able to step out of your comfort zone and mental models. While "Crossing the Chasm" outlines the different kinds of customers a technology company encounters in its life, STW tells you how you should be during these different stages.
As an entrepreneur, this book will guide you. If you are a natural evangelist, find yourself a Max (what Gladwell calls a "maven") who will give you a product worth getting into the world. If you are a Max, find yourself a Cassius as soon as you can!
Your journey will be easeir and more fun once you discover and apply the wisdom contained in Selling the Wheel.
Rating: 3
Summary: Half-hearted update to the Quadrant Solution
Comment: All of this is covered in "The Quadrant Solution" by the same authors. TQS was better in that it covered a technology example. Also, it has lot more detail on how to discern the quadrant the product/customer relationship is in (without some of the,IMHO,distracting "ancient-egyptian" spin on things). The best in TQS (also covered here) is a description of the four personality types that are effective in each of the quandrants. Recommend TQS as a second read, if you don't have time skip this just go to the TQS.
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Title: The Accidental Salesperson: How to Take Control of Your Sales Career and Earn the Respect and Income You Deserve by Chris Lytle ISBN: 0814470831 Publisher: AMACOM Pub. Date: 15 January, 2000 List Price(USD): $17.95 |
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Title: Selling the Invisible: A Field Guide to Modern Marketing by Harry Beckwith ISBN: 0446520942 Publisher: Warner Books Pub. Date: 01 March, 1997 List Price(USD): $21.95 |
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Title: Crossing the Chasm by Geoffrey A. Moore ISBN: 0060517123 Publisher: HarperBusiness Pub. Date: 20 August, 2002 List Price(USD): $17.95 |
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Title: Quadrant Solution: A Business Novel That Solves the Mystery of Sales Success by Howard Stevens, Jeff Cox ISBN: 0814459862 Publisher: AMACOM Pub. Date: June, 2000 List Price(USD): $19.95 |
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Title: New Strategic Selling: Unique Sales System Prven Successful By World's by Stephen E. Heiman, Diane Sanchez ISBN: 0446673463 Publisher: Warner Books Pub. Date: 01 January, 1998 List Price(USD): $15.95 |
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