Found in 2 comments on Hacker News
unoti · 2020-09-26 · Original thread
A great resource to get you thinking along the right lines: the book Spin Selling[1]. This book is about doing selling involving long sales cycles, where it could take you a good amount of time to close the deal. This is often the case with enterprise software.

An example of a great concept from this book that has shaped the way I approach things: You've heard of the concept of closing, where you ask the customer to buy the product. Spin selling extends that concept in the realm of a longer sales cycle that involves many steps such as demos, consulting sessions and so on. Every interaction you have with the customer has some desired outcome that eventually leads to the final sale. For example, your initial contacts with the prospect, the goal of those initial interactions is to get the demo scheduled. Or perhaps it's to introduce you to someone closer to the decision maker. In each interaction, you keep a goal in mind and close towards that goal.

Three other books that were amazing and formative for me are below. These aren't about sales in particular but about making your own business in general, which includes sales in various degrees: 2. Good to Great 3. Crossing the Chasm 4. The E Myth

Also an honorable mention goes to this book, which is more about marketing than sales: Winning Through Intimidation. The book isn't actually about intimidating people, but it's about branding, image, and approach. Despite the evil sounding title, it's an amazing resource.

[1] https://www.amazon.com/Spin-Selling-Neil-Rackham/dp/05660768... [2] https://www.amazon.com/Good-Great-Some-Companies-Others/dp/0... [3] https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstr... [4] https://www.amazon.com/Myth-Revisited-Small-Businesses-About... [5] https://www.amazon.com/Winning-through-Intimidation-Victor-B...

robomartin · 2019-11-06 · Original thread
Classics:

https://www.amazon.com/Positioning-Battle-Your-Al-Ries/dp/00...

https://www.amazon.com/22-Immutable-Laws-Marketing-Violate/d...

Seth Godin is another author well worth reading:

https://www.amazon.com/Seth-Godin/e/B000AP9EH0

And a few others:

https://www.amazon.com/Crossing-Chasm-3rd-Disruptive-Mainstr...

https://www.amazon.com/Kellogg-Branding-Marketing-Faculty-Ma...

https://www.amazon.com/Differentiate-Die-Survival-Killer-Com...

https://www.amazon.com/Confessions-Advertising-Man-David-Ogi...

And, of course:

https://www.amazon.com/s?k=vaynerchuk

There are no magic pills though. The best thing is to read and learn from a lot of perspectives and then start to navigate the waters you happen to be sailing. No two markets or products are going to be the same. In fact, the same product will require a different based on where it is in the adoption/maturity cycle.

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