By Neil Rackham, Rackham
What makes success in major sales? How do some salespeople consistently outsell their competition? Why do techniques like closing work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts?
Now you can find answers to all these questions with the SPIN strategy.
EDITOR'S CHOICE: The Lost Art of Closing: Winning the Ten Commitments That Drive Sales
Posted August 17, 2017, 8:44 AM with category of Marketing & SalesReally good, humane and effective sales books don’t come around too often, so when they do you should snatch them up. Anthony Iannarino's new book is one of them. Read more
NEWS & OPINION: Marc Miller/Selling Is Dead Interview
Posted February 6, 2006, 9:28 PM with category of Management & Workplace CultureThis week, our interview is with Marc Miller, author of Selling Is Dead: Moving Beyond Traditional Sales Roles and Practices To Revitalize Growth. Miller's work is based around the large sale, which is any sale that requires the customer time and consideration before a purchase is made. This podcast went a little long, but there is alot of good stuff so you are getting the whole thing. Read more
NEWS & OPINION: Sales Books #1 - Selling Is Dead
Posted December 5, 2005, 4:44 PM with category of Big Ideas & New PerspectivesI first saw this book on Seth Godin's blog. His quote was enough: "There are very few books that actually think about what it means to sell something. " I feel the same way about this book. Read more
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