SerialBiller

Account Executive

Enterprise sales books

What's up folks, I am back with a bang. I've landed my dream role selling exclusively to gov and enterprise companies only in my chosen niche.

Now I've got the job, I need to keep it! It's time to go absolutely militant on study and prep as I have only a little enterprise experience and they know this.

I've reviewed all the lists of books to read, I've read alot of them but now I ask the enterprise savages in the WR.

What sales books are the best for enterprise sales?

I am currently studying MEDDICC and have been using it for the last 8 months or so (fairly noob at MEDDICC) 😄

Much love 🎉🤝❤️

👑 Sales Strategy

🎓 Methodologies

🏬 Enterprise Sales

29 comments

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Revenue_Rambo

Politicker

Director, Revenue Enablement

First, if you have a copy of challenger sale... burn it.

Read or re-read a few of these:
- Never Split the Difference
- The Transparency Sale (particularly the section on negotiation levers)
- Thinking Fast and Slow

unclespacejam

Politicker

ur dad’s brother

Lmfao okay I’m glad to hear this from somebody else too (re: challenger) not only does it feel so dated it just is not a fun read at all. Even tried it on audible and that shit put me to sleep

Revenue_Rambo

Politicker

Director, Revenue Enablement

The guys who wrote it never sold anything. Their suggestions have created a theory that had no basis for success.

What kills me is that Matt Dixon recently coauthored The Jolt Effect which was fantastic.

braintank

Politicker

Enterprise Account Executive

Amen. Challenger is boring and bad.

SerialBiller

Executive

Account Executive

Nice one 😄

TennisandSales

Politicker

Head Of Sales

i recently tried listening to it on audio book and thought the sAME!! I lasted like 10 minutes then couldn't keep going

jefe

Arsonist

🍁

Non-sales people love the idea of it. It's such a slog to get through and not all that useful IMO.

You can extract a few key concepts from it but otherwise no thanks.

SerialBiller

Executive

Account Executive

What's upp big dawg!! Where you been 🎉🎉 @TennisandSales

TennisandSales

Politicker

Head Of Sales

im back homie!!!

SerialBiller

Executive

Account Executive

Wooooo 🎉🎉🎉🎉 the boys are back in town 🎶🎶🎶🎶🎶🍾🎉

SerialBiller

Executive

Account Executive

So glad I saw this! Thank you 🙏 was about to get the challenger customer

braintank

Politicker

Enterprise Account Executive

"The qualified sales leader"

jefe

Arsonist

🍁

I have not actually heard of this one... I think I'm going to have to add it my list.

SerialBiller

Executive

Account Executive

Sadly not on audible tho

jefe

Arsonist

🍁

You can always torrent

SerialBiller

Executive

Account Executive

Awesome! Thanks big dawg

mikehoncho

Good Citizen

Account Executive

The best book out there on how to manage an enterprise selling motion. Very easy to read / digest as well

Pachacuti

Politicker

They call me Daddy, Sales Daddy

First off - do a search. Lots of posts on sales books.

For me though - GAP is Sales 101. Of you can master that, you’ll do fine.

SerialBiller

Executive

Account Executive

Ooo never read GAP selling, will Def add to list 🎉💫💫

jefe

Arsonist

🍁

GAP should always be the first stop.

Diablo

Politicker

Sr. AE

Endorse braintank, qualified sales leader is a go to book, perfect for Ent sales.

SerialBiller

Executive

Account Executive

Sweeeet

detectivegibbles

Politicker

Sales Director

I'll play the other side...Forget the sales books. Become a better listener and writer and communicator of information.

This is done through practice after practice. You'll fail. And learn. But then you'll succeed and it will be glorious.

SerialBiller

Executive

Account Executive

Nice one thank you dawg 😁

detectivegibbles

Politicker

Sales Director

I’ll plug a book for this…

“Writing that works” - by Roman-Raphelson

DungeonsNDemos

Big Shot

Rolling 20's all day

Selling With by Nate Nasralla is a great one that came out earlier this year. I highly recommend it.

SerialBiller

Executive

Account Executive

Awesome, love the new content

Filth

Politicker

Live Filthy or Die Clean

I know I know it's a link but @SerialBiller I found this podcast that may be a great fit for what you're getting into. I've never done what you're asking but I figured with the podcast scene how it is, there has to be something very close to your needs:
https://open.spotify.com/show/0OZhbm7i93KKu20flGyuwo?si=4f0691076313468f

Here is the summary (it sounds like there could be an episode or 2 of value, though I've never listened):

Winning government contracts is, well, different from selling other markets. But, many of the myths about government selling are simply not true. In the Myths of Selling to Government podcast, we reveal the secrets about winning government contracts that only top performers know. Myths of Selling to Government is designed for busy sales professionals of all levels who seek success building their government sales pipeline and closing deals with local, state, and federal government. That, despite long sales cycles. Episodes are released every other week and are no more than eleven minutes. Each episode provides clear guidance and stimulates thought. The podcast is hosted by government contracting consultant Rick Wimberly, co-author of Seven Myths of Selling to Government (www.govselling.com).For example, we’ve learned over the years that, despite what a lot of people think, government business isn’t driven by government bids. It’s driven by relationships! And, there are special techniques for building relationships in government business development. We talk about those relationship-building techniques and much more in Myths of Selling to Government.

SerialBiller

Executive

Account Executive

Fantastic thank you very much 💫🤝💕

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SerialBiller

Enterprise sales books

29 comments

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