Making the Number by Greg Alexander, Aaron Bartles and Mike Drapeau

Posted on May 24, 2011 by Sales Influence

(Book Review) Making the Number – The book does a great job in trying to ‘legitimize’ the sales process as a science (e.g., defining sales taxonomy, metrics, indexes, etc…) and not an art. This alone makes the book a must read; especially for those individuals/companies who believe in process-driven sales organizations.

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Competing on Value by Mack Hanan and Peter Karp

Posted on May 22, 2011 by Sales Influence

Competing on Value re-emphasizes that the approach to selling should be value-creation and not price justification. Although it was written in 1991, this book could’ve been easily written last month. The principle of selling on value and demonstrating ROI is more important today than ever.

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Ram Charan: What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales

Posted on March 25, 2011 by Sales Influence

Victor Antonio Recommends: What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales by Ram Charan

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Book Recommendation: Customer Centered Selling: Sales Techniques for a New World Economy by Robert Jolles

Posted on March 25, 2011 by Sales Influence

Victor Recommends: Customer Centered Selling: Sales Techniques for a New World Economy by Robert Jolles

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(Influence) Book Review : The Evolution of Consciousness

Posted on January 10, 2011 by Sales Influence

Book Review: The Evolution of Consciousness – If you want to understand how we’ve think and how our brain works…this book will provide great insight!

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Download my new book, “Sales Anonymous – A 12 Step Program to Better Selling”

Posted on October 28, 2010 by Sales Influence

Sales Anonymous Pre-Release

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(Sales) Book Review: Power Base Selling by Jim Holden (1990)

Posted on August 6, 2010 by Sales Influence

Book review of Power Base Selling by Jim Holden

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(Sales) Book Review: Selling to the C-Suite by Stephen Bistritz and Nicholas Read

Posted on July 28, 2010 by Sales Influence

book review – Selling to the C-Suite by Stephen Bistritz and Nicholas Read

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(Influence) Book Review: Quirkology by Richard Wiseman, Ph.D

Posted on July 9, 2010 by Sales Influence

Book Review: Quirkology uses scientific methods to study the more curious aspects of everyday life. This book is filled with with studies on some of the most mundane aspects of human existence but the author manages to use these studies to show us a new world underneath our conscious perception. Here are some highlights.

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Neil Rackham on Creating a Sales Training Program (1981)

Posted on July 5, 2010 by Sales Influence

Neil Rackham video on what it takes to develop a great training program.

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(Sales) Book Review: The Art of Pricing by Rafi Mohammed

Posted on June 14, 2010 by Sales Influence

Rafi Mohammed who wrote a book titled, The Art of Pricing: How to Find the Hidden Profits to Grow Your Business.

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(Sales) Book Review: Demonstrating to Win! by Robert Riefstahl

Posted on May 30, 2010 by Sales Influence

If you’re an engineer, technician or geek who has to do software presentations, you should read “Demonstrating to Win!” by Robert Riefstahl. Here’s my review of the book.

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Tip: Malcolm Gladwell’s Book ‘Outlier’

Posted on May 16, 2010 by Sales Influence

If you really, I mean really want to know why some people succeed and others fail, then read Malcolm Gladwell’s book Outlier. In my opinion, his best piece (better than The Tipping Point and Blink).

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(Sales) Book Review: How I Raised Myself From Failure to Success in Sales by Frank Bettger (1949)

Posted on May 6, 2010 by Sales Influence

Frank Bettger’s sales classic reviewed.

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(Sales) Book Review: Never Cold Call Again by Frank Rumbauskas Jr.

Posted on May 6, 2010 by Sales Influence

This book challenges the notion that cold calling is effective in today’s changing landscape. Is it?

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(Influence) Book Review: Neuromarketing by Patrick Renvoisé & Christophe Morin

Posted on May 6, 2010 by Sales Influence

This book outlines a new approach to help build and deliver messages that influence decision-makers.

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(Influence) Book Review: Buy-ology by Martin Lindstrom

Posted on May 6, 2010 by Sales Influence

Mark Lindstroms book takes a look inside the brain so to speak to see why and how people make decisions.

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(Influence) Book Review: Why We Make Mistakes by Joseph Hallinan (2009)

Posted on May 5, 2010 by Sales Influence

Book by Joseph Hallinan which is quite insightful on how we make decisions.

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(Sales) Book Review: Crossing the Chasm by Geoffrey Moore (1991)

Posted on May 5, 2010 by Sales Influence

Book review on Crossing the Chasm is about marketing high tech products.

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(Sales) Book Review: “Let’s Get Real or Let’s Not Play” (2000 Edition) by Mahan Khalsa

Posted on April 8, 2010 by Sales Influence

Sales book review on “Let’s Get Real or Let’s Not Play” by Mahan Khalsa. Khalsa’s subtitle really describes the leit motif of this book, ‘The Demise of Dysfunctional Selling and the Advent of Helping Clients Succeed’.   Khalsa’s opening salvo is an indictment of how the relationship between the salesperson and the client has become a ‘dysfunctional’ one based on a relationship of fear and mistrust.  Amen!

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