The B2B Selling Guidebook is a practical, concise, easy to read guide to Business to Business selling, by award winning author, Jim Irving. One of the "20 best new sales books for 2021" award winners (a worldwide award from bookauthority.org). Winning Edge Magazine, ISM (Institute of Sales Management). "Irving writes in a clear, down-to-earth style. The book is recommended for anybody looking for ideas on how to increase their knowledge about sales practice without a substantial time commitment." Catalyst Magazine, CIM (Chartered Institute of Marketing). "Each short, enjoyable chapter takes a sales attribute or discipline, explains it through real-life stories and then delivers insight to the reader." Discovery Book Reviews Site. "Loved it! 4*. It's clear that the author has distilled his career-long learnings into this book because he writes with an authority that can only come from experience." "His no-frills, straightforward and ethical approach to building a world-class sales organization is something to this day that I not only admire, but also strive to emulate."David Rode. Former Senior Vice President, International Operations, Information Builders Inc. (IBI) The author has utilised the most important lessons he has learned in a successful career now exceeding 43 years in high end 'Enterprise' sales and sales leadership roles. He sets these lessons out for you to easily understand, without going through the pain he did! With examples taken directly from his career; from beginning all the way to corporate executive and CEO roles, the book delivers superb insights into the reality of selling - and business - that can be applied immediately. New to B2B Selling? Or highly experienced and wanting a powerful refresh? Or just interested in the reality of the world of business? Then this is the book for you... Sell Better - Sell Faster - Sell More This is a light and simple guide to the most important tools, techniques and approaches to ensure success in B2B selling - and in life. The B2B Selling Guidebook will also be useful to anyone whose work touches on the world of sales - for example, marketing, PR, 'C' Suite executives, procurement, legal, admin and finance professionals. The format is incredibly simple. Each chapter introduces a concept. Real life anecdotes showing the technique, issue or approach are then given. Finally, a short summary on how to best apply that princ
The B2B Selling Guidebook is a practical, concise, easy to read guide to<