I’m in a phase in my role as CEO of NONA where growth and international expansion is front of mind and therefore sales, marketing and business development are subjects that I am hyper interested in.
This book is definitely useful and has certainly given me some value and take aways in terms of things that I can do and more importantly not to during my sales processes.
Being someone that naturally does not like the stereotypical sales process, I am always looking for ways to engage with prospects in ways that provide genuine value and build real relationships, or, if not, to get out of that engagement as quickly as possible — it’s better for both parties.
Ross goes into a lot of detail about the above and provides useful and practical guidance on training your sales teams and enabling and empowering them while also holding them accountable.
I would say that this book is aimed more at businesses that have a sales team and that sell lower cost higher volume products or services so a lot of what was shared was not very applicable to me. I am effectively the only sales focused person at NONA and we sell high value services that have a slow sales cycle.
Aaron has a very strong bias towards SalesForce.com and it did feel at times like this book may well have been sponsored by them which is something that always puts me off, but that might just be me.
I would recommend this book if you are running a sales team and want to improve your tooling, processes and understanding of the sales process.
I hope this was even just a little bit useful and I’ll be back soon with my next review.