42 Rules to
Increase Sales Effectiveness

A Practical Guidebook for Sales Reps, Sales Managers and Anyone Looking to Improve their Selling Skills

by Michael Griego

We all sell everyday. Some of us sell professionally and constantly look to hone selling skills. Even non-professionals understand that the disciplines and fundamentals of sales can impact one's own personal effectiveness. Whether you are a professional salesperson, senior executive, consultant, venture capitalist, engineer, entrepreneur or aspiring up-and-comer, you should know the language and updated tools of selling in today's market. Michael Griego, a professional sales consultant and trainer to Fortune 500 firms and leading Silicon Valley technology firms, has reduced the keys to sales effectiveness to 42 rules of successful salesmanship. These rules apply to all selling efforts, from high-tech enterprise sales to the non-technology sales.

In 42 Rules to Increase Sales Effectiveness, you will learn:

• The Effective Sales Perspective
• The Effective Sales Process
• The Effective Salesperson
• Effective Territory Management
• Effective Sales Communication
• The Effective Sales Meeting
• Effective Sales Closing

Sales isn't rocket science, but it's not ABC simple either. While selling is often either over-engineered or over-simplified, today even the professionals are caught off-guard in a changing world and marketplace. "Old school" is out; new school is in, but with a twist. There are key sales fundamentals that never go out of style but still need a refresh. 42 Rules to Increase Sales Effectiveness upgrades and adjusts foundational rules for today's business environment to increase individual or team overall sales effectiveness.

If you're a sales professional or manager, use this book as a handbook to reset on the key best-practices in the new day. If you're not, but interact with or live with someone who is, or simply recognize a need to enhance your own personal "sales" effectiveness, you too can benefit from rules that will help you better understand the modern sales profession. Enjoy it. It's a quick read which nets out 42 nuggets and practical application of this fascinating activity called sales.

Selected Table of Contents

Rule 2 - It’s Not About You
Rule 3 - It’s All About Your Customer
Rule 7 - Prioritize Your Accounts
Rule 22 - Become a Probe Master
Rule 25 - Quality, Qualify, Qualify

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