As it’s World Book Day, we thought we’d share with you some of our favourite business books. These have been an influence in the way we run and operate BuddyCRM and their insights should be applicable to many businesses around the world.
This is a fantastic story of not only Welch’s career but also how he built GE up to be the major player it is today. The importance of picking the right people and then defining expectations clearly before leaving them to do their job is key.
Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal – Oren Klaff.
Occasionally a bit cheesy, but Klaff discusses the importance of status in a sales meeting… At least being at the same level (in knowledge) as the person you are selling to. He also puts forward the idea of getting the customer to qualify back as quite often the key hook for them is not what you think. Oren suggests methods whereby you can grasp back control of the meeting by the imposition of “frames”, so that you really do have to believe they are lucky to see you.
Legacy: 15 Lessons in Leadership – James Kerr.
This book brings together the key lessons in leadership developed by the All Blacks, the world’s leading sporting team. There’s tons of information about the importance of attitude to succeed and these are hugely relevant to a sales team. The notion that leadership must come from within the team itself, not the managers, is hugely important.