Fanatical Prospecting has become the default sales book for new entrants to the world of sales. Its key focus is that sales do not come without hard work, and that to be successful, salespeople must constantly keep their pipeline full of leads.
We look at The Challenger Sale, a sales methodology developed by Matthew Dixon and Brent Adamson. How can this technique be used in your sales team?
We look at another sales methodology. SPIN selling relies on the salesperson building rapport through a series of questions to discover the customer’s Situation, Problem, Implications, and Needs.
JOLT, is a new sales methodology to overcome customer indecision devised by authors Ted McKenna and Matthew Dixon. The book looks at the science of decision-making and how high performers overcome indecision.
John D Rockefeller was the richest person who ever lived. We review his biography by Ron Chernow for the CEO Book Club and discover 5 powerful lessons.
A review of and insights from the bestselling book by Alex Hormozi, ‘$100M Offers. How to make offers so good they feel stupid saying no.’ This is part of our ongoing series, The CEO Book Club.
Our review and insights from what we learned from watching the outrageously good Apple TV+ series WeCrashed.
A review of and insights from the Netflix limited series ‘jeen-yuhs – a Kanye Trilogy.’ This is part of our ongoing series, The CEO Book Club.
A review of the book ‘Good to Great’ by Jim Collins. This is part of our ongoing series, The CEO Book Club.