B2B Book Club Selection (August 2021)

Every month The B2B Book Club presents a selection of curated books recommended for key account managers.

Inside?The KAM Club , members vote for which one we read and at the end of the month have a group discussion at the end of the month to explore the key themes and big ideas.

Each week a written summary of the chapters and companion audio podcast is released, so everyone can be a part of the conversation.

Here's a sample from July's book selection, The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers

Here are the book selections for August, 2021. The KAM Club members can vote for your favourite here .

“The more that you read, the more things you will know. The more that you learn, the more places you’ll go.” -?Dr. Seuss

First Things First

First Things First ?is the gold standard for time management books

Time management tips:?Stephen R. Covey's?First Things First?is the gold standard for time management books. His principle-centered approach for prioritizing gives you time management tips that enable you to make changes and sacrifices needed in order to obtain happiness, and retain a feeling of security.?

The time-saving version of?First Things First:?First Things First?is the efficient way to apply Dr. Covey's tested and validated time management tips, while retaining his core message.?First Things First: The Interactive Edition?will help you:

• Get more done in less time
• Develop and retain rich relationships
• Attain inner peace
• Create balance in your life
• and, put first things first

Let's Get Real or Let's Not Play: Transforming the Buyer/Seller Relationship

The new way to transform a sales culture with clarity, authenticity, and emotional intelligence.

Too often, the sales process is all about fear.

Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas.

No one is happy.

Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren't, both lose. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction.

Let's Get Real or Let's Not Play ?shares the unique Franklin Covey Sales Performance Group methodology that will help readers:

• Start new business from scratch in a way both salespeople and clients can feel good about.
• Ask hard questions in a soft way
• Close the deal by opening minds

What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level

One of the most influential business coaches of our time, Marshall Goldsmith helps businesspeople pinpoint career-harming behaviors, understand why they engage in them and, most importantly―stop. His book?What Got You Here Won’t Get You There ?wasn’t just a runaway bestseller, it has helped untold numbers dramatically improve their careers and personal lives.

Now, Goldsmith teams up with leading sales thought leaders Don Brown and Bill Hawkins to help you break the habits that specifically damage sales relationships. This dream team’s combined clients have increased their sales from 5 to 30 percent―and their gross profit up to 50 percent! In short, their approach works.

What Got You Here Won’t Get You There in Sales! ?provides simple-to-use tools for maintaining and leveraging quality personal connections by doing something much easier than learning new behaviors: simply?stopping?old ones. When dealing with your customers, do you:

• Needlessly verbalize and execute every possible step in the sales process?
• Repeatedly initiate communication for no apparent purpose?
• Attempt to verbally “one up” your customer in conversation?

The authors name 16 bad habits in all, and they provide proven techniques for reversing their negative effects by putting them to rest for good. There is no profession that depends more on good relationships than sales. And there’s no one more qualified to coach you to create and nurture productive sales relationships than these three authors.

You?do?have the power to change. Let Goldsmith, Brown, and Hawkins help you kick your bad habits to improve relationships, increase sales, and enjoy a more fulfilling, enriching career.

The KAM Club

The KAM Club is a private learning community helping busy key account managers get results. Inside you'll find templates, tutorials, training, coaching and a connected global community of account managers all there to help you get results.?Click here to learn more .