But if you walk into the high-stakes world of B2B enterprise sales today, a strange silence has fallen over the winners’ circle. The chatterboxes have been replaced by the interrogators.
You are on the right track. Neil Rackham’s SPIN Selling (published by Hachette UK) is widely regarded as the most important sales book of the 20th century. Unlike motivational fluff, Rackham’s work is based on 12 years of research observing 35,000 sales calls. spin selling.pdf
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