December 9th, 2014
NONSTOP SALES BOOM
Powerful Strategies to Drive Consistent Growth Year After year
by Colleen Francis
Time for a new book review-that must be added to your sales library! (Ken Thoreson)
I finished this book by Colleen Francis, published by AMACOM on my flight back from San Diego. I could tell that the person next to me kept looking as I kept underlining various paragraph’s, drawing circles around bullets and folding over the corners of the book. As I worked my way through the book he finally had to ask the question: “What do you find so interesting?
My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. In fact I will recommend it as an internal sales training book club tool as well!
As a sales management consultant for the past 16 years I have seen many business challenges and sales problems. One constantly arises; it has to deal with what I call the Wave Impact on sales pipelines, an organization experiences a large quarter of sales success and the next quarter is a drought, followed by another great quarter. Colleen’s focus on NonStop Sales Boom brings together sales strategies and tactics designed to level off the boom to bust experience.
Collen consistently kept hitting key point’s chapter after chapter. Quickly in chapter 2: The Sales Radar concept was introduced; she captures your attention with her focus on “The 3 Categories of Tunnel Vision” and its impact on sales. That chapter alone will begin to reset your view of the sales process.
One of great parts of the book are Colleen’s Power Tips. They are positioned throughout the book giving the reader an instant understanding the points she is making i.e. “Sales and marketing must agree on definitions”. I have screamed that for years and she drives it home with a power tip!
As NonStop Sales Boom continues she explores the “new sales process”, while others have discussed this topic, I really enjoyed how Colleen took the time to explain how the various roles of the buyer and the salesperson must change and why they must change. This connection helps the reader better understand the logic and emotion of the issue.
Her chapters on negotiation are extremely real world, I have read many books and this one clearly and precisely provides tips and tactics as to how the salesperson can collaborate before negotiation, and the chapter on “Fearless Negotiation” is great and a must read.
The last few chapters are focused on nurturing your current clients and developing leverage points within your client and within their business relationships. Once you have won them, how can you leverage them! Again, 15 more ideas to improve your sales organization and prevent the sales wave from swamping your boat.
As I mentioned, with many of my clients I recommend they create a quarterly sales training plan that covers; product/service training, operations/CRM training, and sales skills training. I would recommend you buy this book for each of your salespeople and have them read a chapter a week-create your own book club. Assign each salesperson to discuss a chapter during your Monday sales meeting, how it fits in your sales process, what were key learning points and develop a team discussion on the topic. Improve your skills and bring consistent growth year after year with NONSTOP SALES BOOM.
Ken Thoreson “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 16 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for organizations throughout the world.
He was recently ranked for the third year in a row by Top Sales World magazine as one of the Top 50 Sales & Marketing Influencers for 2014.
Ken has written 5 books, his latest book is: SLAMMED! for First Time Sales Managers, Ken provides Keynotes, consulting services and products designed to improve business performance.