Overview

A career in sales can be challenging and rewarding in equal measure – whether you’re at the beginning of your sales career or a seasoned sales professional. Bringing together insights from industry leaders, the 100 lessons in The Exceptional Sales Career offer a complete guide to the who, why, where, when, what and how of sales. Read this book to discover: Who has the potential to excel in sales Why you should (or shouldn’t) go into sales Where you should start your career and how to build your skills When a role is right for you and when it’s time for a new challenge What techniques are used by top sales professionals, and how you can master them How to get ahead – and stay ahead – in your sales career

Full Product Details

Author:   Jamie Hamer
Publisher:   Rethink Press
Imprint:   Rethink Press
Dimensions:   Width: 14.00cm , Height: 1.80cm , Length: 21.60cm
Weight:   0.397kg
ISBN:  

9781781334973

ISBN 10:   1781334978
Pages:   320
Publication Date:   19 January 2021
Audience:   General/trade ,  Professional and scholarly ,  General ,  Professional & Vocational
Format:   Paperback
Publisher's Status:   Active
Availability:   In Print  
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Table of Contents

Introduction 1 Should You Go Into Sales? Lesson 1: Ask why, and why again Lesson 2: Introvert vs extrovert matters Lesson 3: You need ego and empathy Lesson 4: You need resilience Lesson 5: You need curiosity and coachability Lesson 6: It’s a challenge, so be a Challenger Lesson 7: Your suitability as a salesperson 2 Lessons In The Downside Of Sales Lesson 8: Sales has a stigma Lesson 9: There’ll be some internal resistance and resentment Lesson 10: Targets create constant pressure Lesson 11: You’re going to be ‘always on’ Lesson 12: There will be conflict, and people will say ‘no’ Lesson 13: You’ll never get it exactly right Lesson 14: The nature of sales is changing 3 Lessons In What’s Great About Sales Lesson 15: Freedom and flexibility Lesson 16: Enjoying personal interaction with people Lesson 17: You can choose to serve Lesson 18: You can quantify your impact Lesson 19: You will develop and grow Lesson 20: Your experiences will be diverse Lesson 21: You can advance quickly and become a CEO Lesson 22: You can make serious money 4 Lessons In Sales Considerations Lesson 23: How to get started in sales Lesson 24: Your life stage and what you want Lesson 25: Your first role is not forever Lesson 26: Consider your desired longevity at the company Lesson 27: There are ‘finders, minders and grinders’ Lesson 28: Product complexity has value Lesson 29: Tangible vs intangible sales Lesson 30: Choose your length of cycle Lesson 31: One-sided markets are simpler but two can pay more 5 Lessons On Industry Considerations Lesson 32: Try and follow your passion Lesson 33: The upside of bigger package sizes Lesson 34: Residuals are great to sell Lesson 35: Market timings and niches Lesson 36: Your network is a career opportunity Lesson 37: Some industries don’t have traditional sales Lesson 38: Going entrepreneurial is always an option 6 Lessons On Company Considerations Lesson 39: Choosing the company life stage Lesson 40: Product and ‘Porter’s Five Forces’ Lesson 41: Choose your organisational goals and values Lesson 42: Culture is honestly huge Lesson 43: Find somewhere that celebrates sales success Lesson 44: Check their sales focus and process Lesson 45: Make sure you can progress Lesson 46: Understand the interaction with other functions Lesson 47: Finding a compensation model that fits 7 Lessons On People Considerations Lesson 48: Choose your peers and collaborators Lesson 49: Choosing your manager Lesson 50: Company leadership is key Lesson 51: Choose your mentors Lesson 52: Influence your territory, choose your customers 8 Lessons On Getting Your Foot In The Door Lesson 53: Do your research for interviews Lesson 54: Shadow or do initial roles Lesson 55: Networking into a job Lesson 56: Treat your interviews like a sales process Lesson 57: Extracurriculars can really help Lesson 58: Interview brilliantly 9 Lessons On Nailing The Basics Lesson 59: Nail your attitude Lesson 60: Track your stats and understand the maths of sales Lesson 61: Build rapport and trust Lesson 62: Pitch brilliantly Lesson 63: Developing discipline Lesson 64: Trusting the process Lesson 65: Adapt your communication style Lesson 66: Know and sell value Lesson 67: Ask for the business and close 10 Lessons On Continual Learning Lesson 68: Learning is a career strategy Lesson 69: Learning about your industry and sales Lesson 70: Shadow the best Lesson 71: Follow the best processes Lesson 72: Be curious and truly listen Lesson 73: Ask brilliant questions Lesson 74: Have many strings to your bow Lesson 75: Embrace and learn from the ‘noes’ 11 Lessons On Managing Your Stakeholders Lesson 76: Involving your team Lesson 77: Selling well internally Lesson 78: Help develop your product Lesson 79: Develop your customer relationships Lesson 80: Grow your network Lesson 81: Create business partnerships Lesson 82: Maintain your relationships 12 Lessons On Avoiding Career Pitfalls Lesson 83: Get your motivation and environment right Lesson 84: Don’t take it personally Lesson 85: Be about others, not yourself Lesson 86: Sell to the decision-makers Lesson 87: Avoid complacency Lesson 88: Know your worth Lesson 89: Know when it’s time to move on 13 Lessons On Becoming Exceptional Lesson 90: Set huge goals, then break them down Lesson 91: Find a way to never give up on your goals Lesson 92: Be a cultural asset Lesson 93: Be creative and memorise stories to tell Lesson 94: Really own your industry Lesson 95: Prepare exceptionally to sell to senior people Lesson 96: Quantify your selling value Lesson 97: Use NLP and self-talk Lesson 98: Work through referrals wherever possible Lesson 99: Leverage tech and process improvements Lesson 100: Thank customers and treat them well Bonus lesson 101: Become recession-proof Acknowledgements The Author

Reviews

'Here is a greatest hits album for people who want to sample a broad spectrum of sales knowledge. Jamie Hamer's album might be entitled, The Essential Sales Collection, or Best of Sales and Selling. He has painstakingly organised interviews with top sales professionals by category and even highlighted the best bits for the reader. I know many of the interviewees well, and they are serious sales contenders. These are truly exceptional sales career insights - the greatest hits - a smart starting place for anyone interested in becoming a sales professional or a seasoned salesperson who wants to stay sharp and keep growing. Lee McCroskey, speaker, trainer and coach, Southwestern Speakers and the John Maxwell Team 'Read The Exceptional Sales Career and you'll find practical, seasoned wisdom from sales veterans from across the business spectrum. The strength of this book is that the author has painstakingly sorted through hundreds of hours of interviews he has conducted with topflight sales professionals and arranged them into 100 lessons that salespeople will most certainly face in their careers. Its content is rich, so my advice would be to drip read sections each day and then put them into practice. Undoubtedly, consuming and acting on these principles and practices will lead to a successful sales career.' Scott Roy, CEO and co-founder, Whitten & Roy Partnership 'Jamie Hamer's book is a cornucopia of wisdom for those who are considering a career in sales. It highlights, by way of various anecdotes and quotes, how to become a star performer instead of an also-ran . I was delighted to be asked to contribute to the publication, which will undoubtedly become a bible for all sales novices.' Jeremy Jacobs, speaker and conference presenter, The Sales Rainmaker (R) 'A book with actionable advice is a must-have when you're in sales. This powerful book, full of real-life advice and examples from sales leaders around the globe, gives us a sneak peek into the world of sales. I especially appreciate the openness and storytelling skill of all the interviewees.' Hans Keijmel, Strategic Account Director, Bloomreach 'Many of the nuggets in this book are familiar; others are new. We can never know all the answers, but being reminded that sales is a service, that today we need to be agile, and that we won't always get it right, is priceless. In these uncertain times, delivering results alongside others is paramount, and the need for reverting back to processes that work, along with being in tune with the why , really hits home.' Rupa Datta, Owner, Portfolio People

Author Information

Jamie Hamer has spent over ten years working in sales, commercial strategy and marketing for industry giants like Procter and Gamble, the Acuris Group and Gartner. He is now the Commercial Director and co-founder of Europe’s largest paid real-estate news service. He is a competitive public speaker, a keen singer and a sales scholar, and holds a CFA charter. Find out more at www.exceptionalsalescareer.com.

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