©2009 Brian Burns; (P)2009 Spoken Books Publishing
Spot on Good
It takes the whole sales process into consideration and not just the first meeting.
The case studies.
Anyone in b2b sales will enjoy this book.
Don't know. Don't have the print version yet. Print would be a good reference resource.
Unlike other sales books, this doesn't get into the standard "closing techniques" that so many books do. I've never found those old-fashioned techniques of much value, especially in a B2B environment.
However, this book is a real treasure! It goes far beyond other "sales manuals" and gets to the heart of how to handle B2B sales. The techniques mentioned in this book will work for non-complex sales as well.
It uses real world case studies to show what works and why. It is not written by some old-school grandpa. It will connect with anyone who is selling larger deals.
Direct, Simple Complete
Challenger Sale and Spin Selling but they only focus on what to say at the first meeting. The problem with that is we need to know what to do after the first meeting.
Easy to listen to.
It is a resource book not a story book. So you want to take it in small bites and go back to learn more.
Most sales books are just a list of tips and tricks written by people who have never sold. This book gives deep first hand insights that are written in case study format and not as war stories.
I found out about this book from the maverick selling podcast and it highly valuable. Helped me understand how companies make decisions and how to control that process.
Chapter 4 was worth the whole book. Unlike the 50 year old ideas that are rehashed on other sales books this is written from first hand selling.
The book is a referrence book which you should repeat as needed not just listen and put on the shelf.
Anyone who wants to learn what great salespeople do differently then the rest this is the book.
First hand examples and comparisons of what makes one salesperson better then another.
This book is what challenger sale tried to do but failed. It also takes into consideration the whole sales process and not just the first sales call.
I am always looking for new books to help my business skills - and the Maverick Selling Method was an excellent use of my credits.
Unlike most sales strategy books which just give a common vocabulary, the Maverick Selling Method is loaded with practical gems that combine to give the whole picture of what will happen -- I'd say every major impediment we have ever run across has actually been addressed in the text.
As a serial entrepreneur of organically-grown companies, the challenge is always to acquire new customers. We strive to employ various Maverick Method strategies with each of our portfolio companies. Anyone who's name gets put on a sales pipeline entry as an owner is asked to keep maps to illustrate their selling process. We encourage maverick skills, attitudes, and strategies -- all expressed clearly in the text.
My favorite part of the book was the introduction of strategies I never see in traditional sources -- for example the innovative and shocking "ecosystem" strategy.
I downloaded this in July and liked it the first time I played it on the way to work. I found that I would play it again over lunch and started to use it with my team and they also loved it, unlike other methods we have tried it is natural and logical. Our win rate has tripled and we now have a process that everyone gets and works.
It is focused on the complex sale and targeted at experienced salespeople so it may not be the best first sales book. If you are looking to understand how companies make large purchases this is the best I have seen. It is dense with real world case studies and needs to be worked and not just played as entertainment.
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