What You Already Know & Don't...: The B2B Sales Playbook

by Aaron Tighe

Overview

Are you striving to excel in the competitive world of business-to-business sales? Regardless of whether you are new to the industry or already a high achiever, 'What You Already Know & Don't' will intrigue, inspire, and equip you with a detailed roadmap to sustained sales success.

Discover the robust sales methodologies presented in a step-by-step playbook. Immerse yourself in practical strategies, riveting business stories, and insightful lessons that distinguish the elite salespeople from the rest. Each nugget of knowledge gained from this book could be the key to unlocking your financial aspirations and career dreams. Elevate your sales skills to the next level and transform your sales trajectory with What You Already Know & Don't.

Product Details

ISBN-13:	9780975662014
Publisher:	Aaron P Tighe
Publication date:	05/31/2024
Sold by:	Barnes & Noble
Format:	eBook
Pages:	166
File size:	688 KB

About the Author

Following his retirement from professional football at the young age of 22, Aaron has worked in the fields of Business Sales and Business Sales Management for 30 years. He began his sales career in the UK with NTL before moving to Australia in 1999, where he joined the competitive telecommunications industry with Macquarie Technology Group. Aaron has been a spokesperson for the company's Heartbeat program, which won the Gold Winner Award for the 'Best in the World' customer experience program at the World Communications Awards in 2020. Aaron features in New York Times Best Selling Author Joseph Michelli's: Customer Magic, The Macquarie Way. Aaron is also the author of the football-focused autobiography 'What It Takes'. Aaron is married to Julie, and they have two children, Sean, and Megan. He resides in Perth, Western Australia.

Table of Contents

About the Author

Introduction

Everything Bought is Sold by Someone

The Personality of a Salesperson

Play 1. Create a Winning Formula

A Little Preparation Goes a Long Way

Prospecting for Appointments and Opportunities

Your Own Dedicated Events

Referral

Pick Up the Phone and Ring

Email

Social Media Selling

Alliances

90 and 180 Days Out Pipeline

Play 2. What Questions are Important to Ask and How to Ask Them

             Active Listening

             Note Taking

             Proposal Writing & the Executive Summary

Objections, Contract Negotiations and Execution

The 12 Steps in The Sales Cycle

Play 3. Collaborate for Success

             Team Selling

             How to Leverage Sales Managers to Win

             It's All About the Product Right?

Play 4. It's Where the Magic Is

             Look For the Olympian Gold Medal Experience

             Rapport

             Authenticity

Play 5. Mind Your Mind

             Sales Psychology

             The Motivation of Goals

Discipline         

Conclusion

Acknowledgements

References