Summary 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 process as a […]
Summary 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 in his book […]
Summary 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. Chronicle and summary of “The Sales Bible”: First of all, The Sales Bible is a […]
Summary of “SPIN Selling”: 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 has shown […]