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Title: How Winners Sell: 21 Proven Strategies to Outsell Your Competition and Win the Big Sale by Dave Stein ISBN: 1885167555 Publisher: Bard Press Pub. Date: May, 2002 Format: Hardcover Volumes: 1 List Price(USD): $24.95 |
Average Customer Rating: 4.9
Rating: 5
Summary: How Winners Sell
Comment: I have read this book and have found it great. It has a number of real examples that can be used to help close significant deals. What I really liked about the book was the "how to's" on using the internet and other technologies to gain advantage in a sales situation. The book has a number of ideas on how I could use these technologies to make sales people more productive. Another thing I found helpful was the structure around how to take stock of where you are in a sales cycle. Finally the ideas around building a virtual sales team to drive a sales cycle faster and make the deals bigger were very effective.
Rating: 5
Summary: How Winners Sell - Highly Recommended
Comment: "Identifying and placing the top enterprise software sales executives is my business. I loved this book...passed it to two of my staff to absorbe...what strikes me is that so much of what I read the first time through just STUCK right away. Highly recommended."
Rating: 5
Summary: Definitely required reading
Comment: Sales executives would all agree with me that it is too expensive to generate qualified leads and seriously engage in sales cycles in today's highly competitive selling environment... and deliver a poor performance in the sales end... ?! I found that How Winners Sell minimizes this risk. Not only is it totally reader-friendly, but it takes you through a step-by-step process to prepare you to sell to the targeted prospect, check out and qualify the business opportunity, explore and add value to your prospects' business processes, watch and strategize against competition, and become your customers' business partner for life! This book lays out the path to win large, competitive deals applying highly ethical and value adding techniques to the sales process prospects will embrace immediately. As a VP & General Manager of Latin America for a successful software company, I was lucky enough to receive an early copy. I have chosen to make this book a required reading for my sales and non-sales related personnel.
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Title: I.T. Sales Boot Camp: Sure-Fire Techniques for Selling Technology Products to Mainstream Companies by Brian Giese ISBN: 158062538X Publisher: Adams Media Corporation Pub. Date: May, 2002 List Price(USD): $12.95 |
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Title: Solution Selling: Creating Buyers in Difficult Selling Markets by Michael T. Bosworth, Sallie Sherman, Sam Reese ISBN: 0786303158 Publisher: McGraw-Hill Trade Pub. Date: 01 September, 1994 List Price(USD): $29.95 |
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Title: Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale by Rick Page ISBN: 0966910249 Publisher: Nautilus Press Pub. Date: 01 September, 2001 List Price(USD): $24.95 |
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Title: Cold Calling Techniques that Really Work! by Stephan Schiffman ISBN: 1580620760 Publisher: Adams Media Corporation Pub. Date: April, 1999 List Price(USD): $8.95 |
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Title: Selling To VITO (The Very Important Top Officer) by Anthony Parinello, Denis Waitley ISBN: 1580622240 Publisher: Adams Media Corporation Pub. Date: 1999 List Price(USD): $12.95 |
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