A well-researched Sales book that busts several myths and presents a fresh approach For years, the sales domain has lagged behind its more established counterparts - marketing, manufacturing, HR, and finance. Every year millions of dollars go into research in these areas. Sales, unfortunately, has not had the same trajectory. This could probably the reason … Continue reading Book Review | The Science of Selling
Book review of Oren Klaff's Pitch Anything. The task of deciphering a sales pitch, Klaff says, lies squarely with the croc brain, not with the analytical brain as many tend to think. You must first convince the croc brain of the merits of your pitch in order to fetch a substantial result.
Ram Charan's 'What the Customer wants you to know' is an essential sales management book. In the same vein as his other bestsellers, this one also has business strategy at its core. If you are just out of a Business school, the odds are high that you would be aware of the difference between 'Transactional selling' … Continue reading Book Review | What the Customer wants you to know