Selling to Vito Book Review by Anthony Parinello Intro This 1990’s book is written by Anthony Parinello. Not heard of Anthony Parinello? He’s amazing at selling $500,000 software programs to enterprises. He’s so good that he wrote a book on how he did it! Ignore the cheesy front cover of the book and believe me that it’s […]

The most relevant quote wins   It’s not just about price, it’s not just about value for money, it’s not just about being a ‘high-end’ brand. It’s about how well suited you are to their all of their needs collectively. How you fit in with the context of their situation. The most relevant quote wins. […]

Close more sales. It’s not the features and benefits, it’s the way you sell it   “Having a sales process that will consistently close more sales is the single biggest competitive advantage that you can have” – Owen Wood   As you know, selling isn’t just about meeting your client’s material needs and the features […]

Life’s A Pitch by Roger Mavity and Stephen Bayley book review Intro As I’ve been in sales my whole working life, I’m sometimes a little sceptical of sales books in that they don’t tell the whole story e.g. I’m quite vocal about how I don’t like it when sales trainers talk about personality ‘types’ as it’s […]