I am a BIG Aaron Ross fan and Predictable Revenue is a good book. Segmentation of the sales roles is good... for some companies. But is is "the only way"?
I love standing out from the crowd and being a bit controversial so the Challenger Sale was fun. But do you have Challenge everyone all the time?
How much insight is enough insight? and don't get me started on how Jill Konrath twisted and contorted her vocabulary to get the acronym SNAP.
Sales is a process, always has been. Here off the top of my head I'll spit some out.
Miller Heiman, SPIN Selling, Solution Sales, Target Account Selling, Sandler Sales System, Holden FoxPro, Question Based Selling, Insight Sales, Challenger Sales, SNAP, Crackle, Pop...
Ok I made the last two up. But that list is nowhere near complete, in fact not only have I read all of them I have been in 5-figure training for 4 of them!
Are they all good?
Will they all work for every organization?
How do you know which one?
Maybe I can help point you in the right direction?
A student of selling psychology with a voracious hunger for learning new selling systems. I like to think I am channeling Bruce Lee. The Jeet Kune Do of selling techniques, just use what works and discard the rest.