Winning the Battle for Sales by John Golden
Drawing lessons on closing deals -- from the world’s greatest military victories.
About Winning the Battle for Sales
What does selling products and services—or the failure to do so—have to do with Napoleon's march on Moscow, Pickett's Charge at Gettysburg, and David's epic battle with Goliath? According to sales expert John Golden, a lot--and not just because sales calls can feel like grueling battles.
In this eye-opening sales guide, Golden reveals the surprising parallel between the steps of successful selling and the steps of successful warfare.
Winning the Battle for Sales delivers selling best practices based on examples from history's battlefields Organized into three parts--the Sales Call, Account Strategy, and Sales Management--these tales reveal key takeaways that you can apply to every sale, including:
- Pyrrhus of Epirus vs. the Romans (280-279 B.C.)—vital points on avoiding the pursuit of victory at all costs
- Captain Bligh vs. Fletcher Christian (Mutiny on the Bounty)—important lessons about understanding customer needs and desires
- The Siege of Petersburg (U.S. Civil War, 1864)—indispensable guidance on delivering "outside-the-box" solutions
- The Gunfight at the OK Corral (1881)—the keys to preventing sales objections to ensure smooth negotiations
- Brian Boru vs. the Vikings (Battle of Clontarf, 1014)—essential information on turning unseen opportunity into a value driver
Just as generals pore over every aspect of a battle after it's fought, you no doubt review your sales tactics in a similar fashion. This guide is a quick, snappy, entertaining read.