Authors : Robert B. Miller and Stephen E. Heiman
Who should read it: CEOs, Company Founders, Entrepreneurs, VP Sales, Sales Execs
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The single best book on sales I have ever read, it lays out a process that for sales management is intelligent, customer solution focused, and analytical. I have employed these principals personally and have had one of my companies standardize on the methodology. It is highly effective in developing a common language for prospects, resource allocation, marketing investments and growth expectations.
If you are sales oriented and know Miller/Heiman you may find some of my applications below of interest. The real benefit is not sales process but sales management improvement and the ability to get to key decision makers effectively. If you have a non-sales background, this book is critical since it will give you a punch list of questions to ask your sales managers to gauge the quality of a pipeline. It will also help you understand the resources you need to provide to help get to the economic buyers in your customer base. Just like you innovated your product, you need to innovate how to get people to listen and provide solid feedback on their needs, be it through purchases or by vocalizing unaddressed pain points.
