The books on our 2008 shortlist for the Sales Category are:
The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite
by Michael Port and Elizabeth Marshall (Wiley, August 2008)
Elizabeth and Michael show readers that times are changing in business, and that customers are being driven away by typical sales tactics. Filled with real life stories about companies and what works and what doesn't, The Contrarian Effect not only shows how the sales process is broken, but how to successfully build something to replace it.
Making the Number: How to Use Sales Benchmarking to Drive Performance
by Greg Alexander, Aaron Bartels,and Mike Drapeau (Portfolio, November 2008)
Showing how to use data-driven methods to make decisions, the authors introduce metrics to determine the sales process and identify potential growth without relying on pure instinct. READ FULL DESCRIPTION