I have published several books on the art and science of sales now. Having held a sales role previously, I like to think I have an appreciation for good material in this discipline. However, this is a book that I wish I had when I was a salesperson. I put a great deal of time and effort into planning and preparation (perhaps unlike others) and this book would certainly have helped.
There are a few things that make Selling Smarter unique. Kevin Onarecker originally developed this material in workshop format—it’s been tried, tested, and proven in his years of sales training and management. He knows from experience that not every organization has the resources to deliver a world-class training program and so he decided to publish his materials in a book that anyone and everyone could use to achieve success.
Another thing that makes this book unique is that it is a practical tool with worksheets and applications to help guide you through the process of business planning. These applications are not simply added on after the fact, but integrated throughout, ensuring that you understand each concept before moving onto the next. The content of the book and the applications cover how to achieve your quota efficiently, how to get back on track should you find yourself behind, and how to work strategically so that you’re maximizing your effort at all times.
Selling Smarter is the difference between reading the rule book, and playing the game. Not only do you have to play the game to see how the rules apply, but you need to play it enough that you understand the strategy behind the game. Try winning repeatedly and consistently without a strategy. That’s what Selling Smarter will help you do—win repeatedly and consistently in sales by formulating a smarter strategy and putting it into action.