All tagged sales
Neil Rackham’s SPIN Selling was written back in 1988. Does it still make sense? The obvious thing for me in re-reading and discussing the book with some colleagues is that the concepts apply more broadly than only sales environments. In any large change project, the change agents are always selling - working to make the change happen and make that change become an embedded way of operating.
This reading’s key takeaway: Practice!
Major Account Sales Strategy by Neil Rackham is a follow-on to his classic SPIN Selling, taking that approach and applying to bigger projects that require more and more effort to close the sale. It fits a lot with how I have been seeing the world lately.
Justin Roff-Marsh has a serious passion for the sales function in business - reinventing and making it into a machine for growth. His talk at this TOCICO conference followed along this path.
Eli Schragenheim, author of a number of Theory of Constraints books and an active participant in ongoing TOC thinking has started writing his own blog.
I read the 20-year-old Raving Fans recently. It has some great ideas that help people think about how to grow and develop your business. The key is to turn your customers into raving fans.