14 main ideas of INTERCOM Sales Handbook

Link to the book in the end ??????

Ideas I wrote down to my big A4 notebook:

1. Always be crystal on the value you are adding.
2. It's worth seeing things differently.
3. Sales people today are better think like consultants, not like sellers.
4. If your product team isn't taking a roadmap input from your sales team, you are not listening to the potential market. You need to differentiate. Faster horses will get you only so far. Your road map should have many other inputs. such as iterating recent launches, new to market innovations and causes os customer churn.
5. We cannot instill passion, but we can hire passion.
6. Take into account different learning styles and preferences. That may help!
7. Ask yourself if your team would go into a battle for you?
8. Not all clients are YOUR clients. Let someone just go.
9. Sales presentation. Talk about clients, not you. "Look, this is what we have learned from our customers that we feel are pretty similar to you..."
10. Pay attention to the gap. The gap is the space between where the clients is today and where he want to be tomorrow.
11. There are advantages of being a small company competing with giants. You just need to show these advantages to your customers. They may be more personalised service, faster responsiveness, more customisation.
12. Closing a deal becomes hard only when the prospect is not ready to buy.
13. Today customers want all information at their fingertips.
14. Let your team do what they are good at. Check what you are spending time on.

???? I would agree that it's helpful for everyone. I read it in parts, it took 2-4 hours with taking notes.

?????? Link to the book: https://marketing.intercomcdn.com/assets/sales-handbook/v1/The_Sales_Handbook_by_Intercom.pdf?fbclid=IwAR1fMX_0uxObjWcorJPpMoSevHL5pbA1cx2EyfKy_2EbtIlN3brqvx3DAPM