Todd Caponi: The Transparent Sales Leader
The Transparent Sales Leader is utilizing Five F's framework to improve sales leadership based on transparency.
Frank V. Cespedes: Sales Management That Works
Sales management in the new realities need to adjust or it will not be efficient. Author gives us a view on people, processes, pricing, partners and productivity as sales management areas to focus on.
Graham Yemm: The Sales Book
Graham Yemm's The Sales Book is one of the most structured overviews about what sales and sales management is all about and what do they include and how they can be tackled.
Walter A. Friedman: Birth of a Salesman; The Transformation of Selling in America
Selling in America has transformed a lot in the last two centuries and Friedman's book is a great overview about how that happened. From a peddler to a sales science.
Howard Stevens, Theodore Kinni: Achieve Sales Excellence, the 7 Customer Rules for Becoming the New Sales Professional
Book based on 13 years of research about what it takes to be the best salespeople, from the customer point of view.
Can sales innovations occur inside existing sales organization?
How to deal with introducing changes in sales organization, especially disruptive ones. Parallel to Christensen Innovation dilemma.
What it means to be a sales leader?
Short description what you should take care of when you became sales manager.
Prodaja – samotni jezdeci po pokrajini strank ali uporabniki modernih orodij in zaključevalci poslov?
Usage of sales support tools and importance of proper strategy setting
Sales management not the same as good sales
Companies promote their best salespeople to become their worst managers. Line of succession in most of the companies in sales area is... Read More