Selling to the Corporate Market By an Amazon.com customer | |
 | Selling to Big Companies by Jill Konrath Buy new: $10.85 / Used from: $3.55 Best book around for getting your foot in the door of big companies, but I wrote the book so you'd expect me to say that! |
 | Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI by Brian Carroll Buy new: $16.63 / Used from: $4.54 Excellent ideas on thought leadership. Customer acquisition strategies make it a perfect complement to Selling to Big Companies. |
 | Sales and Marketing the Six Sigma Way Buy used from: $12.84 Gets you to look at the root causes of sales performance issues so you can make "right" changes to improve results. |
 | Why Johnny Can't Sell... and What to Do About It by Michael Nick Buy used from: $1.96 If you/your reps are struggling to make the grade, you'll discover why. Strong section on developing sales tools. |
 | A Whole New Mind: Moving from the Information Age to the Conceptual Age by Daniel H. Pink Buy used from: $3.88 Thought-provoking ideas on new skills needed for success in future. Although not written about the sales profession, the ultimate impact of these trends could be huge. |
 | Guerrilla Marketing for Consultants: Breakthrough Tactics for Winning Profitable Clients by Jay Conrad Levinson Buy new: $13.44 / Used from: $4.46 My recommendation for those who sell professional services. Great ideas that cover the gamut of business development strategies needed to grow your business. |
 | Let's Get Real or Let's Not Play: The Demise of Dysfunctional Selling and the Advent of Helping Clients Succeed by Mahan Khalsa Buy used from: $0.08 My favorite book on asking good sales questions. It's taken me nearly 20 years to find a book that tops SPIN Selling in this area. |
 | Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results by Thomas Freese Buy new: $11.32 / Used from: $2.98 Excellent strategies for developing and using insightful, powerful questions to drive sales. |
 | Selling is Dead: Moving Beyond Traditional Sales Roles and Practices to Revitalize Growth by Marc Miller Buy new: $18.45 / Used from: $0.06 Challenges your sales assumptions and gives you new perspectives. Good analysis on who is making decisions on what in large corporations. |
 | The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies by Stephen E. Heiman Buy new: $10.59 / Used from: $2.18 Another must-have for your sales library. Forces you to really analyze your account position prior to developing your strategy. |
 | Selling To VITO (The Very Important Top Officer) by Anthony Parinello Buy used from: $0.01 Slightly dated, but the old "gold standard" for setting up appointments with executives. |
 | Writing White Papers: How to Capture Readers and Keep Them Engaged by Michael A. Stelzner Buy new: $27.28 / Used from: $19.90 Excellent guide on creating compelling white papers - an essential part of your account entry tool kit. |
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