Darius Lahoutifard: Always be qualifying; MEDDIC
MEDDIC is a sales opportunity qualifying methodology, that helps seller be more efficient in their daily job. Follow the steps to do it right.
Jacco Van der Kooij, Fernando Pizzaro: Blueprints for a SaaS Sales Organization
Selling in traditional solution world is not the same as high velocity, recurring transactions SaaS sales model. If you want to get it right and understand Millennials check the book.
Kris Vos i Tal Raz: Ne pristajte na manje
How to negotiate like your life depends on it. FBI guy Chris Voss knows what he is talking about. Never split the difference.
Mahan Khalasa, Randy Illig: Let’s get real or let’s not play
No is a good outcome if identified early. Great book about sales methodology and how to build value for a customer.
Justin Michael and Tony Hughes: Tech-Powered Sales
Future of sales is tech-powered sales and with 33% of sales rep gone, SE platform augmented with human insight will be the future.
Džefri Gitomer: Mala crvena knjiga prodaje
Mala crvena knjiga prodaje je skupaj ideja i pogleda, koje je Džefri Gitomer skupio u svojoj karijeri, koje mogu pomoči svakom prodavcu.
Harley Manning, Kerry Bodine: Outside in; The Power of Putting Customers at the Center of your Business
How to build sustainable practices to maximize Customer experience. This book is all about that.
Mark Petruzzi, Paul Melchiorre: Selling the Cloud
All great salespeople consciously develop five qualities that all begin with the letter “C”. Curiosity Creativity Credibility Communication Courage Passion and Mindset... Read More
Tim Champman, Lynn Pickford, Tony Smith: Coaching winning sales teams
Coaching introduced Great sales coaching positively impacts individual, team and organizational performance. Coaching is a two-way street and both parties need to... Read More