Book_Review_The_New_Rules_of_Sales_and_Service

David Meerman Scott has just released his 10th book, titled The New Rules of Sales and Service.  You can buy it here.  It is excellent and I recommend you read it.

 

What You Will Learn From This Book?

1.  Selling starts with the CEO.  If he/she is not an effective sales strategist, the company is doomed.

2.  “Getting in” is being replaced by “getting found.”

3.  Great content that tells a story is your best sales person.

4.  A new customer engagement approach called real time engagement.

 

Why This Book is Different?

David focuses on “restoring the human touch“ of selling.  This is a refreshing contrast to many of today’s best practices, which focus on technology.  Sales teams have too much technology and not enough outstanding humans.  David says, “People buy from people,“ and I agree. 

 

Why would someone buy from you? And when I say you, I don’t mean your company, but you personally.  If prospects are not becoming customers in enough quantity than you are doing something wrong.  These prospects are rejecting you.  The New Rules of Sales and Service suggest 5 things to do about it:

 

1.  Authentic storytelling

2.  Content marketing

3.  Big data

4.  Agile selling

5.  Real-time engagement

 

David spends 10 chapters discussing these 5 concepts.

 

Spend a couple hours understanding each by reading this book.

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
Learn more about Greg Alexander >

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

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