2019/20 Winter Reading Sales Book Reviews from Scale Your Sales

By Janice B Gordon | sales training

Jan 06
Scale Your Sales Book Reviews

If you are looking for customer growth strategies read my book reviews:

Growth IQ: Master the 10 Paths to Grow Your Business by Tiffani Bova

When I started reading Growth IQ, I recognised element of the Ansoff Growth Matrix with the 10 Growth Paths, Tiffani Bova brings this model up to date and extends the growth option with great examples of companies that have reaped the benefits of these strategies. This is a mini MBA for students of business growth.

What is unique is Bova applies context, combination and sequence of strategies as a key factor of growth success.

I like what Bova says it is never one product or one strategy it is a combination of strategies.  I agree that past success cannot be repeated or one company’s success cannot be repeated with another that has a different unique set of circumstances and time period. I feel I need to read it again as there are so many great examples.

  1. Customer Experience
  2. Customer Base Penetration
  3. Market Acceleration
  4. Product Expansion
  5. Customer and Product Diversification
  6. Optimise Sales
  7. Churn
  8. Partnership
  9. Co-opetition
  10. Unconventional Strategies

The book takes you through each of the 10 Growth Path and then give case study examples with takeaways. This book is for Sales Leaders, C-Suites, CEOs and Business Leaders you will not regret reading Growth IQ.

 

Building a BrandStory by Miller Donald

The key is clarity unless your customer understands your message it is overlooked. Building a Story Brand teach the universal story structure used since stories began the difference is that it eliminates the mistake most make in marketing and gets to the root of why buyers buy. We all love a good story and the easy to follow practical 7 step Story Brand process is it.

  1. A Character
  2. Has a Problem
  3. And Meets a Guide
  4. Who Gives Them a Plan
  5. And Calls Them to Action
  6. That Helps Them Avoid Failure
  7. And Ends in a Success.

The Story Brand process helps you to answer – How can you help your customer envision success after doing business with you?

Once you get it you can apply the clarity of message to all your writing from content creation to website copy, value propositions and proposals. A highly useful skill and enjoyable easy read.

Scale Your Sales Book Review 1

 

The Customer of the Future: 10 Guiding Principles for Winning Tomorrow’s Business by Blake Morgan

Blake Morgan provides 10 guiding principles to guide your customer experience strategies to keep pace with the customer of the future. Customer experience does not sit in the Marketing function, I love that Morgan explains why every business must embed customer experience into every operational function of the business. The fact is most companies are still internal product-focused, these guiding principles move the business toward external customer focus. There are many case studies and examples that brought the insights into the life of how forward-thinking companies have adopted a customer-focused approach, leadership, culture and operation.  I would highly recommend this book.

 

The Perfect Close: The Secret To Closing Sales – The Best Selling Practices & Techniques For Closing The Deal by James Muir

The closing process is the most important part, all the hard work of securing the connection and nurturing them through the buying process comes to little or nothing if the close is not executed efficiently. I remember getting to the closing and hesitating my fear surfaced and I was already anticipating objections.  What these questions give you is a natural and comfortable way to move your conversation forward to a natural conclusion.

Question one: “Does it make sense for us to X so that Y?“ where Yes or No there are add-ons, alternatives for secondary advances and then the follow-up question. You will need to read the book for more and it is well worth reading. The method is based on psychology and I love the Muir says that your intent matter more than the technique.

 

The Joshua Principle, Leadership Secrets of RSVPselling by Tony J Hughes

The Joshua Principle is a compelling story and one of the most engaging sells book I have read. I was wondering if the mentor was his estranged Father.

Selling is not complex, and Hughes bring is down to a human emotional level, which it is.  Every challenge we have is with ourselves first between our ears. Managing the ego and emotion wins the deal.  Many books on how to master the sales process miss this essential ingredient. Many people can relate to a deal that you think is in the bag and then goes quiet – tumbleweed.

You learn the RSVP selling framework with the mentee through the challenges Joshua faces on his journey to sells success and personal enlightenment.

Scale Your Sales Book Review 3

 

LinkedIn Unlocked: Unlock the Mystery of LinkedIn To Drive More Sales Through Social Selling

by Melonie Dodora

Melonie Dodaro provides a step by step method of turning connections into clients.  She spends a lot of time helping you identify your specific client character and needs. Before taking you through The LINK Method

  1. Find Prospects
  2. Make the First Contact
  3. Engage in Dialogue
  4. Build Relationships
  5. Move Conversation Offline

I wish everyone on joining LinkedIn got training on LinkedIn best practice and etiquette.

Many other books are on social selling are theoretical, I love the downloadable workbook, which brings the theory into practice, this is a real asset of the book.

 

WIN: How to succeed in the new game of business by Roger Harrop

You are not in business until you have read WIN.

This is more than a book it is a bible on creating the essential winning mindset and strategies.  The six WIN strategies covered in the book are often overlooked but essential to all business success. The author has been clever this is a book of 71 pages, so you will likely read and finish it. But Harrop has created a resource you can continue to dip into for life with clear diagrams, access to an app and the QR Code of video material and white papers.

The book is well written and constructed and with pleasure, I look forward to applying the strategies in my business.

 

Staying in the Helicopter: The Key to Profitable Growth by Roger Harrop

The reality is many entrepreneurs and leaders micro-manage the business are uncomfortable with the finances and strategy of the business this book is the answer.  The leader and CEO that stays in the helicopter hold the key to profitable growth.

The author uses his experience as a CEO of an FTSE quoted high-tech industry group, he is the CEO Expert. Harrop says leaders need to master the discipline of Real Business Control and in the book, this leads to the Profitable Growth Matrix.

I love the CEO Helicopter Checklist and copious diagrams to help illustrated and apply the insight into your business. I love the author no-nonsense and punchy text making the book accessible  and easy to read

There is my selection of winter sales book reads – let me know your views and what you would add to my list?

 

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About the Author

Janice B Gordon helps enterprising companies adapt their sales approach and grow key customers. This has led her to create the popular Scale Your Sales framework. Janice is the Customer Growth Expert an Author, Educator and Consultant ranked 25 of the Top100 Global Business Influencer 2017. Contact Janice to talk about Scaling Your Sales.