Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset Review

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Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset ReviewAs a manager in a large international consulting firm, I've been exposed to a number of different issues in a key account management. This is one of the most thorough reviews of the subject I've come across.
The book spends about 30 pages covering the introduction to what Key Account Management is, and more importantly what it is not. It provides a balanced view to the benefits to both the customer and supplier firm, as well as instances where key account management may not be appropriate.
The bulk of the book (Part 2 and 3) covers key account analysis and planning. It devotes two entire chapters to key account analysis and supplier firm analysis/competitor analysis. These are perhaps the most valuable chapters in the book. Chapter 7 covers formulating and capturing the key account strategy -- from the vision and mission statements through action plans and resource committments. Part 2 also provides significant coverage of the various organizational issues around organizing for key account management.
Part 4 covers critical issues in key account management, including issues in partnering with your key accounts and a whirlwind treatment of issues related to global account management.
The content of the book (though dry) is good for a survey of the issues. A number of examples are provided to illustrate points, though some of these examples are fairly weak and could have easily been omitted. The exercises and appendices provided take up nearly 70 pages. The exercises are extremely helpful at boiling down analysis, planning and information requirements for improving key account plans. The appendices provide exposition and further examples to back up the content.
Overall, I would recommend this book for anyone who is new to account management and looking for a very even-handed overview of the structure, processes and critical issues for account management. It was exactly what I expected. I would not recommend this book for someone who is looking for an introduction to a sales organization or for tecniques on selling as that's not where the book is focused.Key Account Management and Planning: The Comprehensive Handbook for Managing Your Company's Most Important Strategic Asset Overview

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Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI Review

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Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI ReviewAs a VP of Sales & Marketing for a company with a complex sales process, I recognize the importance and difficulty of lead generation. Unfortunately, this book gives absolutely no quality information or insights into how to generate leads more efficiently. The tone of the book is academic - it strives to sound important but ends up in most instances saying nothing. Here's an excerpt from a section headed "Iterative Approach with Tactics": "By manipulating tactics to perform just a little bit better, it is hypothetically possible to double the response rate for a program without increasing spending. That said, the appropriate action is to optimize your tactics continuously and incrementally as performance dictates..." I think the author is saying that you can generate twice as many leads if you improve your lead generation program, especially if your current program isn't very good. In terms of content, the first 80+ pages pretty much make two points over and over: (1) that sales and marketing have to work together for successful lead generation, and (2) you need to define what a "lead" is. The other 120 pages of the book skim lightly over various methods of lead generation - none of the methods are new or imaginative; they are the same methods any marketing professional is already familiar with. If you are brand new to the idea of lead generation, this book will give you an overview, but if you're experienced and looking for new and imaginative insights, look elsewhere.Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI Overview

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Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology Review

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Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology ReviewI disagree with most of the other reviewers in that I didn't find this book very good at all.
I stared to read the book hoping to find practical tips or valuable concepts on sales applicable in this new electronic age. I got very little of value.
Firstly, the whole concept of 2.0 used in this book as nothing more than a synonym for new. They might as well have called it New Sales, but probably wanting to sound trendy opted for 2.0 instead. The term 2.0 is overused as it is. Also, I conceive of it as at least related to user generated content or user interaction, something not referred to in the book.
Secondly, the sales 1.0 as presented in the book is a straw man. If we are to believe the authors of this book, sales before they came along consisted of people dropping by random companies to talk to random people in an attempt to sell them something. By contrast, the authors explain sales 2.0 involves innovative practices such as actually figuring out who to talk to. And then monitoring what works and what doesn't. Novel concepts indeed! I don't have a lot of sales experience, but I'm sure sales wasn't as primitive as the authors suggest.
Thirdly, the book contains very little practical advice at all.
Fourthly, the entire book presents a view on sales derived from very few cases, mainly Oracle. They present the theory and then illustrate the theory with examples from the cases, the same cases, over and over. The book would have worked a lot better if they would have described the Oracle case in detail and deduced theory from that, instead of the other way around.
Overall, very disappointing.
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The Fundamentals of Business-to-Business Sales & Marketing Review

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The Fundamentals of Business-to-Business Sales & Marketing ReviewThis book is a wake-up call for marketing and sales organizations. The old ways of going-to-market are no longer effective in today's business environment.
John Coe clearly understands the new sales paradigm and what it takes to be successful. He shows readers what it takes to:
- Break through the marketing clutter and get noticed.
- Obtain high quality leads and convert them to sales.
- Create and execute an effective campaign.
From the very first page of this book, I was hooked - and I'm a pretty discriminating reader. As someone who specializes in new product launches, I'm pretty cynical about most books since they just keep regurgitating old, time-worn strategies and tactics.
This book is different. Well worth the investment.
Jill Konrath
CEO, Leapfrog-Strategies
http://www.Leapfrog-Strategies.com
Founder of top sales portal:
http://www.sellingtobigcompanies.comThe Fundamentals of Business-to-Business Sales & Marketing Overview

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Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation Review

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Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation ReviewThe authors are the principals of the RAIN group which publishes sales research and RAIN Today a highly respected sales blog/newsletter. I am voting this the best sales book of the year so far. This book is a fitting complement to David Maister's ground breaking work. The authors have been able to make this a comprehensive book as well as eminently readible. They keep the book true to the 10 Rainmaking principles:
1. Play to win-win
2. Live by goals
3. Take action
4. Think buying first, selling second.
5. Be a fluent expert.
6. Create new conversations every day.
7. Lead masterful rainmaking conversations.
8. Set the agenda: be a change agent.
9. Be brave.
10. Assess yourself, get feedback, and improve continuously.
I pulled a few jewels on value selling from this as well. The concept of Money Discomfort is well explained. They explain that there are two parts to this;
1. A general discomfort talking about money and
2. A money ceiling where talking about a certain amount becomes uncomfortable.
This also ties back to a persons buy cycle.
1. Some know what they want, and go out and buy it.
2. Others are indecisive, always price checking, and need sellers to educate them.
If a seller is more like the indecisive buyer, he will reflect that in his sales approach, especially if he trends to being a price seller.
Lesson learned, take individual money discomfort level and personal buying cycle into account when you are looking to improve your sales abilities or those of your team.Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation Overview

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