Recommended Resources
Books
Mega Deal Secrets
Mega Deal Secrets
How to Find and Close the Biggest Deal of Your Career
Drop the run-rate mentality and start closing Mega Deals. Selling a Mega Deal—a deal of uncommonly large size and complexity—is the crowning achievement of any enterprise seller. In this book, Reimer shares the methods, strategies, tactics, and tools that he and other Mega Dealers use to bring in massive enterprise deals.
The Challenger Sale
The Challenger Sale
Taking Control of the Customer Conversation
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.
The Qualified Sales Leader
The Qualified Sales Leader
Proven Lessons from a Five Time CRO
If you're a sales manager, or a rep wanting to be a sales manager, then you must read this book.
The Power of Moments
The Power of Moments
Why Certain Experiences Have Extraordinary Impact
The New York Times best-selling authors of Switch and Made to Stick explore why certain brief experiences can jolt us and elevate us and change us - and how we can learn to create such extraordinary moments in our life and work.
Selling to the C-Suite
Selling to the C-Suite
What Every Executive Wants You to Know About Successfully Selling to the Top
The classic guide to high-level selling. Updated with new insights from global executives.
The Jolt Effect
The Jolt Effect
How High Performers Overcome Customer Indecision
From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales
Flip the Script
Flip the Script
Getting People to Think Your Idea Is Their Idea
Is there anything worse than a high-pressure salesperson pushing you to say "yes" (then sign on the dotted line) before you're ready? If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist.
The McKinsey Way
The McKinsey Way
Using the Techniques of the World's Top Strategic Consultants to Help You and Your Business
Enterprise sellers would do well to learn the art of the consultative sale directly from the masters - McKinsey & Company. In THE MCKINSEY WAY, former McKinsey associate Ethan Rasiel lifts the veil to show you how the secretive McKinsey works its magic, and helps you emulate the firm's well-honed practices in problem solving, communication, and management.
Tech and Tools
Outboundless
Outboundless
Stop Being Ignored by Your Prospects
Supercharge your ABM with creative outreach tailored for technology executives. Hyperpersonal novel digital and direct mail experiences - not boring gifts & swag.
Deal Doc
Deal Doc
Reliable Deal Health Diagnosis
Unlock Your Sales Potential with DealDoc - The Ultimate Sales Opportunity Inspection Tool. Discover hidden gaps in your deals, get expert coaching to close them, and collaborate with your team for better results.
Handshakes
Handshakes
Org Charts for Sales
Visualize business contacts. Document organizational structure. Understand the circles of influence
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How To Use Enterprise Sales To Achieve Time Freedom Without Another Decade Of Corporate Hustle
Every other Tuesday morning, you’ll get the Enterprise Sellers Newsletter to help make selling your vehicle to the life you want.
