Guide for a B2B IT Seller of Complex Solutions
B2B IT Seller of Complex Solutions is a hard job, this Guide will show you some steps for how to make it a little bit easier. Simple structure, powerful knowledge.
Peter Fleming, Di McLanachan, Mo Shapiro: The Ultimate Negotiation Book
The Ultimate Negotiaton Book is very detailed book about how to run good negotiations based on understanding the process and the people.
Don’t fall into the authenticity trap
Don't fall into authenticity trap if you want to be a good leader or a a good seller. It is not about you it is about them.
Mark Roberge: The Science of Scaling: Using Data to Decide When – and How Fast – to Scale Revenue
The Science of Scaling is a guide of how scaling sales is done correctly. It is a guide for companies and sales organizations how to approach scale challenge.
Matthew Dixon, Ted McKenna: The Jolt Effect
The JOLT Effect is a guide on how to fight customer indecision. Status quo is one thing, customer indecision another. Learn how to fight it.
Brent Adamson, Karl Schmidt: The Framemaking Sale
The Framemaking Sale is a book on how to improve customer confidence in making right decision by tackling four primary challenges.
Randy Seidl, Tony Jeary: Your Go-To Sales Advisor
Sales advisor is the collection of insights from experienced sales veterans. They cover everything from sales approach to sales management.
Will Agentic AI be the end of Sellers?
Agentic B2B Sales AI in Slovenia or how should I go about it. Principus approach through the eyes of ChatGPT.
Put some structure into your sales approach
If you don't know how to structure your B2B customer-centric sales model you can start with this structured sales approach checklist.