The ultimate sales book that captures years of practical sales training and coaching principles and practices honed with high-producing companies around the world. Michael Griego addresses all the key topics with great practical examples just as he’s done with hundreds of companies and thousands of salespeople.
A proven approach and framework grounded in best-practice enterprise selling.
Why the Book?
Sales never goes out of style, but the style has changed dramatically over the years. While Michael captured the key fundamentals of great selling a decade ago with his popular book 42 Rules to Increase Sales Effectiveness (Super Star Press), he believes it’s high time to do a reset on the keys to better selling that he’s gleaned from even more years of hands-on experience and close observation of world class sales effectiveness.
Keeping it real and straight-forward, this book will drill down into to the deeper essence of the following:
- Better Sales Methodology – Sales Methods, Hybrids and Challenges
- Better Sales Process – the Roadmap to Sales Effectiveness
- Better Sales Qualification – a Discipline and Process, Not a Stage
- Better Sales Discovery – a Framework for Sales Communications
- Better Territory Management – Optimizing Focus and Priorities
- Better Sales Messaging – What You Say and How You Say It
- Better Executive Conversations – Selling to Business Outcomes
- Better Sales Closing – the Art and Science of Sales
- Better Sales Forecasting – Will It Happen and Will You Win
- Better Sales Planning – Right Planning Makes Perfect
- Better Sales Activity – You Are What You Do
- Better Salespeople – There Really Are Two Types of People
Each of these chapters will provide a proven approach and framework grounded in best-practice enterprise selling. The foundations, tactics and strategies presented here will show real-life practical applications that can be applied to any professional sales environment and viewed in the context of real challenges, issues, and problems salespeople face every day in the sales arena.
How we approach each challenge, mentally and practically, makes all the difference between sales success and failure.