article | September 3, 2014
Book Review: The New Rules of Sales and Service
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
5. Real-time engagement
David spends 10 chapters discussing these 5 concepts.
Spend a couple hours understanding each by reading this book.
The full impact of CoVid-19 is not yet known, but in some markets and regions, it may already be cle...
Companies that are consistently declining in revenue, losing customers, or experiencing employee chu...
Are you about to hold your annual sales kick-off meeting (SKO)? If you are, you are about to t...
How do you leverage data to inform strategy and measure success? Our KPI Builder tool can help guide...
Do we have the right sales process? How can we close more deals faster? Gone are the days wh...
As we near the end of the first quarter of 2020, sales leaders anticipated a much different outcome ...
Every year, thousands of companies spend millions of dollars on sales kickoff (SKO) events. You are ...
SBI TV episodes bring you Sales and Marketing insights from B2B industry thought leaders and growth experts, on topics like product, pricing, customer experience and success, and go to market. Catch up on new and previous episodes here.