Jacco van der Kooij: The SaaS Sales Method for Account Executives; How to Win Customers
Another great book from Winning by Design about Account Executive life in SaaS world.
Brent Adamson, Matthew Dixon, Pat Spenner, Nick Toman: The Challenger Customer
How sales should work with customers in the world where consensus buying is based on 5.4 stakeholders are deciding. This is what the Challenger customer is all about.
Steven Pinker: Več razumnosti, Vodnik za boljšo uporabo uma
Kako vnesti več razumnosti v naše razmišljanje in delovanje z razumevanjem in uporabo logike, verjetnosti in izogibanjem zmotam, ki jih povzročajo naše pristranskosti. Knjiga vredna prebiranja.
Ian Mills, Mark Ridley, Ben Laker, Tim Chapman: The Salesperson’s Secret Code
The Salesperson's Secret Code give us on overview on five Destination Beliefs and two Journey Motivators for each belief that and how they are reflected in the practice of good salespersons.
Michael Rose: Reward management
Reward management is very important element of success for any company from small to corporate. This book covers many aspects of reward management.
Jacco van der Kooij, Dan Smith: The SaaS Sales Method for Sales Development Representatives; How to Prospect for Customers
The SaaS Sales Method for Sales Development Representatives from Winning by design team is about how to work on prospecting stage of SaaS sales process.
Jacco Van Der Kooij, Dominique Levin: The SaaS Sales Method Fundamentals; How to Have Customer Conversations
How to have a customer conversations in SaaS world. Winning by Design methodology can improve your skills regarding that area.
Jacco Van Der Kooij, Fernando Pizzaro, Dominique Levin, Dan Smith, Winning by Design: The SaaS Sales Method; Sales as a Science
The SaaS sales method is more about science than superstars. Following the process and checking new metrics will enable a sales organization to follow new market demand in SaaS world.
Reid Hoffman, Ben Casnocha, Chris Yeh: The Alliance
The new model of employment must address new reality with new employment contract called The Alliance, where both employee and employer will benefit.
