Reddit reviews The Challenger Sale: Taking Control of the Customer Conversation

The Challenger Sale is good.

For B2B sales I highly recommend:

The B2B Executive Playbook: The Ultimate Weapon for Achieving Sustainable, Predictable and Profitable Growth - https://www.amazon.com/B2B-Executive-Playbook-Sustainable-Predictable-ebook/dp/B005VSIWS8

The Challenger Sale: Taking Control of the Customer Conversation - https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355/ref=sr_1_1?keywords=challenger+sale&qid=1566649998&s=books&sr=1-1

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That second book is more sales-focused if that's specifically what you're looking for. The first is about operating and growing a B2B organization as a whole, especially related to sales.

I really liked The Challenger Sale - http://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355/ref=sr_1_1?ie=UTF8&qid=1425955496&sr=8-1&keywords=The+challenger

I am a huge fan of the Challenger sale.

https://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355/ref=sr_1_1?ie=UTF8&qid=1503067846&sr=8-1&keywords=the+challenger+sale

The Challenger Sale would be a great book for you to read.

Being more personable only matters in relationship based selling. What customers care about more than you being some cool as guy they want to take to launch or invite to parties is if you can make a true impact on their business and teach them something they didn't know before.

It's called Challenger Selling, I implore you to read the book The Challenger Sale: Taking Control of the Customer Conversation

Alternatively you can get the gist if you watch this YouTube video
The New High Performer: Why Challengers Succeed - CEB Sales Summit

Sure! The best resource are blogs; here's some I read every day:

• Anthony Iannarino - The Sales Blog: http://thesalesblog.com/
  
• Geoffrey James - Inc.com Sales Source: http://www.inc.com/author/geoffrey-james
  
• Jim Keenan - A Sales Guy: http://asalesguy.com/
  
• Jill Konrath - Fresh Sales Strategies: http://www.jillkonrath.com/sales-blog/
  
• Mike Weinberg - the New Sales Coach: http://newsalescoach.com/
  
  Books:
  
  
• The Challenger Sale: http://www.amazon.ca/The-Challenger-Sale-Customer-Conversation/dp/1591844355
  
• SPIN Selling: http://www.amazon.ca/SPIN-Selling-Neil-Rackham/dp/0070511136/ref=pd_sim_b_5/180-3515090-2352529
  
  There's lots more out there, but I think this is some of the best.

I'd also recommend The Challenger Sale if you want a specific process. Here's a recap.

Be relevant and realize that CEOs rarely research decisions, rather they rely on members of their team to do the research and report findings to them for a decision.

There's a lot of talk about influencer selling these days purely for that reason and, in my mind, it's a more effective way of selling to C-Suite decision makers than just going to the top. I'm a big fan of having allies on my side within the organization and selling through them is one of the best ways to cultivate an advocate for your business.

Keep in mind too that it's rarely the CEO that feels pain specific to the product that you're selling and that there are others even within the C-Suite that likely feel it more (think COO, CMO, VP Sales, etc.) Being able to solve someone's specific problem as well as providing a different perspective allows you to be more valuable to an organization and makes you more resistant to competition, especially competition based on price.

I'm glad that my previous post helped you.

Start with Miller-Heiman
http://www.amazon.com/New-Strategic-Selling-Successful-Companies/dp/044669519X/ref=sr_1_5?ie=UTF8&qid=1464613332&sr=8-5&keywords=solution+selling

Then up your game with the Challenger Sale
http://www.amazon.com/Challenger-Sale-Control-Customer-Conversation/dp/1591844355/ref=sr_1_1?s=books&ie=UTF8&qid=1464613441&sr=1-1&keywords=challenger+sale

My current company has me selling off this god awful fucking outdated book and "technique." So obviously I do what I think is best for the modern era.

I get the core content of what he's trying to convey, but my sales leadership is more outdated than this dude's outdated pop culture references.

I think the best sales books are The Challenger Sale, The Challenger Customer, and The New Solution Selling

AND!!! Personally, I think, especially as you progress into a more advanced sales career, THE takeaway of what it is to sell in a modern world is best encompassed in The Challenger Customer...it more or less boils down to the fact that customers are more informed than ever, old-school "slick" sales techniques do not work, and by the time the customer is meeting with you, they are like 75% into the buying process.

The days of being the smooth talking sales guy are over (thank god!).

Read Challenger Sale. Seriously - it deals with this exact issue. Good book, all around.