As Anthony Iannarino points out, it’s time to unlearn much of the sales methodology that worked 10 years ago.
This reading list will help you modernize your sales strategies and achieve your growth objectives.
The Sales Innovation Paradox by Dr. Howard Dover
So many of the guests on my podcast, Sales Talk for CEOs, are talking about the declining effectiveness of traditional sales models. Dr. Dover leads this movement by starting with a simple question: If sales teams have more and more tools at their disposal to increase sales, why is the data pointing in the opposite direction? Declining percentage of reps hitting quota, declining job satisfaction and higher turnover are three telltale metrics. Dr. Dover’s research credentials shine as he dives into the data to unravel the paradox. Stick around for the end to learn the strategic capabilities needed to escape the return to growth.
Love Your Team, A Survival Guide for Sales Managers in a Hybrid World by Helen Fanucci
The jury is in, hybrid remote, and in-person is here to stay. Helen answers the question of what this means to sales leaders managing these teams. The short answer is, there has been a power shift. Top performers have their pick of jobs and you better be the sales manager that they want to work with. Helen’s book is truly a guide that will help love your team.
Sell Without Selling Out by Andy Paul
Andy is another member of my ‘modern sales’ club. He too espouses the need to learn new ways to sell that don’t involve trying to persuade customers to buy something they are not inclined to. His pillars of Connection, Curiosity, Understanding, and Generosity replace the old school of Always Be Closing.
Elite Sales Strategies by Anthony Iannarino
When you see Anthony on my upcoming episode of Sales Talk For CEOs you’ll understand why he makes my reading list. He does not mince words – the old methods of solution selling have stopped working. It’s time to unlearn sales tactics that start with ‘tell me your problems’ followed by ‘let me convince you that my solution solves them.’ Anthony offers a replacement strategy but it’s going to take a lot of commitment right from the top and across sales, marketing, and operations.
Selling the Price Increase by Jeb Blount
It’s a fact that increasing revenue from existing customers is more profitable than attracting new ones. But doing this through price increases often strikes fear into the hearts of the sales team. My colleague, Jeb Blount felt that the topic was so misunderstood that he needed to write a book that illustrates successful strategies for raising prices without losing customers.
She Sells – Attract, Promote, and Retain Great Women in B2B Sales by Lori Richardson
This is a “how-to” book on creating an inclusive sales team. Other books and articles talk about why it is so important but not the “how” piece. Gain dozens of tips, ideas, and strategies to help make real change within your organization. The release date is January 26th, 2023 (pre-order your copy here: https://womensalespros.com/shesells/). If you plan to diversify your sales team, this is a must-read.
Alice is nationally known for her expertise in elevating sales to increase valuation for companies with a B2B complex sale that have exceptional growth potential. She’s originally, from the widely known Miller Heiman Group. Spending her time strategizing with CEOs and their leadership teams to build the strategies that find new business and grow existing accounts is her passion. Her clients love her spirit and the way she energizes their sales organization.
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