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Ace the Sale
Ace the Sale, April 2011, Pages: 218
A successful career in B2B software sales is challenging and requires many things: great people skills, a dynamic attitude, and robust negotiating talents. But it requires more than this. An individual's skills need to be supported with an effective sales methodology, proper Customer Relationship Management systems, and regular progress reviews. If you don't know you are winning, you are losing.
Ace the Sale is a no nonsense guide, uniquely written for the busy sales rep. Using a golf course analogy, this book takes each hole as a must-do step in the sales cycle. There is clear instruction on everything the sales rep needs, including how to raise your Emotional Intelligence and better connect with prospects, understanding how to price deals, recognising when to ‘walk away', what reference visits should accomplish, developing dynamic presentations skills, and much more!
Based on the author's highly successful sales career experiences, and filled with real world examples and insights – this book offers a fast track understanding into greater success in the tough but exciting world of sales.
What is the book about:
A no nonsense step-by-step guide to closing more B2B sales, uniquely written for the busy sales rep.
Who the book is for:
This book is for you if you are engaged in selling or the sales management of major capital projects, software,or services that have multiple people involved in the buying process.
What it offers:
Real world insights, advice, and case studies.
What you will learn:
- Become a sales rep superstar: close more sales with better margins
- Develop your Emotional Intelligence and understand what makes your prospects tick
- See why the informal structure in a company is more important than the formal hierarchy
- Boost your negotiating skills with real world tips, hints and insights
- Learn the tell tale signs of a deal heading south
- Recognise why saying “no” in a sales cycle is a strength, not a weakness
- Uncover the truth when everyone is lying to you
- A step-by-step, no-nonsense, fast track guide to the sales cycle, written by an industry expert
Testimonials:
I have known Nick since 1981 and he has worked for me at Insight Database System, Data 3 and The GL Company (now InsightSoftware.com). As an investor in technology companies it is important that money is spent wisely. Being able to train presales people to become Ace sales reps protects cash flow, reduces head count and ensures that the prospect actually works with a sales rep that knows and understands their issues. I would definitely recommend this book to any sales rep, manager or investor.
- Matt Crotty, Chairman of InsightSoftware.com
If you don't have Emotional Intelligence 'EQ', which is covered on hole 2 of this book, then you might as well find another profession. Nick has 'EQ' in abundance and recruited a talented team of people high in 'EQ', who have all gone on to be leaders in their own right in major software and service companies. A great read and a particle guide in closing complex B2B sales.
- Rod McDonald, Ex SVP of Sales JD Edwards
Nick and I have worked on many projects over the years and Ace The Sale is a great read for anyone that is involved in 'B2B' selling where multiple buyers are involved. Packed full of practical examples, Nick has the right balance of great advice and humorous real life stories. I can see this book being a hit with major account sales reps and their managers.
- Geoffrey Finlay, Software Entrepreneur, Chairman and CEO
Product samples
A sample for this product is available. Please Login/Register to download this sample.
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