What are you gonna read this summer?

Please do not freak out. I know that reading sales books on vacation is far from ideal. Would probably be way more fun to deep dive in some Jo Nesbo crime novel or check out Carlos Ruiz Zafon’s latest book The Labyrinth of Spirits. Those are definitely a better match to sandy beaches lay-outs. But you may have some time to kill in the plane while you have not totally disconnected yet. Maybe it is the right time to catch up with your learning that is left behind due to the recent work load. Perhaps you feel like you have gaps that you need to fill in and questions that you must answer. The books I recommend are fab. Some of them are master-pieces that pioneered and shaped up sales for decades. Some others are in the edge of today’s sales research. But all of them have one common denominator: they are sales books that are worth reading.  books

SPIN Selling

Major Account Sales Strategy

The Challenger Sale

The Challenger Customer

Three Value Conversations

Conversations that Win the Complex Sale

Happy summer reading

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France and England, similar plan with different results

by George Pastidis

Mike Tyson has said “Everyone has a plan until they get punched in the mouth”. France and England, they both had a tactical plan in the semi-finals of the soccer world-cup. And their plan was pretty much similar. They both chose to leave space for their opponents and probably see them getting worn out. The French will get to cheer for their team in the final, screaming “Vive la France” while the English saw themselves going from a “Come on England” mode to “Come ooooon England, not again”. The recipe was the same but the ingredients different. So, were the results. read more…

Do you use VAR in sales?

by George Pastidis

The world cup is at its peak and we can hardly avoid thinking in terms of football these days. The Video Assistant Referee system (VAR) is the video technology introduced in football lately for achieving better and more accurate decisions. Either the video referees inform the on-field referee that his decision is under review or the referee himself asks the video referees for a VAR review. read more…

APS on Sales Enablement – London, June 7, 2018

by George Pastidis

There is no doubt that Sales Enablement is a key factor for closing the gap between buyers and sellers, ensuring that everybody in the organization speaks the same sales language. Sales Enablement does and should impact every sales interaction. Then sellers are really enabled to bring the numbers. Association of Professional Sales (APS) brought together the Sales Enabling Community in London, for seeking out and sharing best practices and I had the chance to be there and participate in an insightful panel discussion with other Sales Enablement practitioners. read more…

Storytelling: the new talk of the town

by George Pastidis

The King is dead. Long live the king. This could be a fine and catchy title for describing the death of powerpoint and the rise of storytelling, the new talk of the town. I read few months back an interesting article in Independent with title: “Let’s ban PowerPoint in lectures – it makes students more stupid and professors more boring”. And today I heard that Jeff Bezos, CEO Amazon, banned powerpoint from meetings, asking his people to use informative and inspiring stories for communicating read more…

SALES EXCELLENCE AWARDS 2018, Sales Institute in Greece

Athens, 28 March 2018

Proud to be part of the Sales Excellence Awards 2018 that the Sales Institute in Greece and Boussias Conferences organize on six consecutive years. Back in 2013, heading ICAP Group and Huthwaite Intl, I participated in for being awarded with the Gold Award for Sales Training. This time, I was part of the judging committee, together with fine academics and senior sales professionals and I had the honor to give the awards for Sales Training and speak to a vibrant audience of more than 500 people, the crème de a crème of Greek sales professionals read more…