Summary of “80/20 Sales and Marketing: The definitive guide to working less and doing more”: Guided by renowned marketing consultant and best-selling American author Perry Marshall, sales and marketing professionals understand and apply the 80/20 law, a universal, fractal and exponential law, to work less, accomplish more and at least double their sales. By Perry […]
Summary and book review of “The Cash Machine: Using the Theory of Constraints for Sales Management”: Most sales managers are experienced in face-to-face sales, but managing thousands of simultaneous sales is a different matter. It’s similar to a production line, from search leads to the collection, which can be improved by looking at the whole […]
Summary and book review of The Ultimate Sales Machine: Most companies miss out on huge opportunities because they simultaneously leave out key elements that would allow them to get their business off the ground and the majority of their employees and executives give up too quickly on new concepts and ideas; Chet Holmes offers us […]
Summary and book review of “The Sales Bible”: Jeffrey Gitomer, a sales veteran, provides in this book a broad range of guidance, tips, tricks, prospect and methods on how to sell better. Jeffrey Gitomer, 1994 (first edition), 2008 (current revised edition), 290 pages. Book review and summary of “The Sales Bible”: First of all, The […]
SPIN Selling summary and book review: For a long time, the sales methods focused on the art of closing a sale: the greatest gurus said that this step was the most crucial, and that the more one attempted closing techniques during a sale, the more the sale was likely to be made; Neil Rackham’s research […]