Rebirth of the Salesman: The World of Sales is Evolving. Are you?
Format: PDF / Kindle (mobi) / ePub
From the co-author of Amazon #1 bestseller Secrets for Business Success comes a fascinating exploration of the changing face of the sales world – a world where the balance of power has shifted irrevocably from seller to buyer.
Cian has written a timely masterpiece for professional salespeople as they navigate unprecedented change and disruption. The battle for relevance and the imperative to deliver value makes this book a must read for anyone committed to both protecting and transforming their sales career. Tony Hughes – Business author, keynote speaker, #1 ranked influencer for professional selling in Asia Pacific by Top Sales World Magazine
A book that will help you to meet your customers where they are, which in a changing world is exactly where you need to be. Bernadette Jiwa – Brand story strategist, TEDx speaker, author of four Amazon #1 bestsellers, voted Best Australian Business Blog 2012
We have witnessed more advances in the world of professional selling in the past five years than in the previous 50. As buyers become increasingly self-educated, the sales role in many industries will undoubtedly diminish. How can organizations survive, let alone thrive in this new environment? In his excellent new book Rebirth of the Salesman, Cian McLoughlin provides a blueprint to guide us. Jonathan Farrington – Founder and CEO of Top Sales World Magazine
Chock full of war stories, insights and interviews with industry heavyweights from all sides of the sales spectrum, Rebirth of the Salesman provides a fascinating and surprisingly candid perspective on the multi-billion dollar sales industry. Each chapter hones in on a specific character trait and behaviour for achieving sales mastery, providing concrete steps that any salesperson or sales leader can follow to develop their sales effectiveness and enhance their personal and professional brand.
This is an insightful and uplifting book filled with the kind of courage and common sense that characterizes all great salespeople. Kristin Zhivago – Author, business technologist and President of the Cloud Era Institute
A must read for anyone wanting to take their rightful place in the brave new world of B2B sales. Matthew Michalewicz – Entrepreneurship, innovation and success psychology expert, author of Life in Half a Second
If you’re committed to developing your sales skills, anticipating the needs of your customers or building a long term career in sales, then Rebirth of the Salesman is the book for you!
to give you some friendly advice. Don’t be defensive. If someone criticises your product or asks if you have thought of various aspects, don’t immediately jump in and be defensive. Listen to them.” You’re always at a disadvantage when you’re the first to speak. If you interrupt, you’ve shortened the amount of speaking the other person would have done and the amount of information you would have received, which could have provided you with an advantage when you began speaking. I’m not sure if
majority of us are still trying to work out. The first thing that most salespeople do after, or in many cases before, they meet someone new, is Google their name. They check their prospects’ LinkedIn profile, see what groups they belong to, what shared connections they have, and read any articles that they may have written. From there they might check to see if they have a Twitter account or if they use Facebook in a business context. In five minutes they have begun to build up a picture of who
consuming changes, for no reason at all. Cian: And you feel that responsibility rests with the sales management team then? To develop their people and recognise where those gaps exist and help bridge them? Simon: Yes, and I think the culture of the business is important. If I beat up my sales managers for errors or mistakes, they’ll beat up their sales reps and so on down the line. You have to start from the assumption that we’re all intelligent people. We’ve simply got different levels of
deals and achieve 100% or even 200% of your sales target, you’ve got to be doing the basics right every time. So get the basic stuff nailed and ensure that’s what you come and do every morning. Second: Urgency. Never do tomorrow what you could do today. If you get to the end of a month or a quarter, and you’ve got a couple of days where you may not have a deal, use the time productively and just be absolutely belligerently focused on that. I think the third thing that I’d say to them is: Get in
the Industrial Revolution, right up to today, stories have always played a critical role in the growth and development of our societies. Through parables, fables and stories, information has been passed down from generation to generation. Without these stories, be they written or oral histories, knowledge would be lost, and innovation and invention would grind to a halt. Fast forward a couple of millennia and stories have remained an invaluable mechanism for teaching, introducing new content,