The 5 Best Books for Sales Strategy: Targeting Revenue-Generating Customers {Reading Tip}

The Welt is change. The right strategy is all the more important in order to be able to compete in the markets Future to pass.

What you should know about the target group of the future

The People in Germany are getting older. The demographic change is not only the social system, but also the Companys facing great challenges.

The seniors of today (and tomorrow) are the richest and only growing audience. The new target group grows where few people suspect: the old! And not only when it comes to rollators. High time to take a closer look.

Former manager Helmut Muthers has specialized in the megatrend of “social aging” and in the opportunities and challenges that result from the aging of people customers– and employee structures result.

What does the older company mean for business

In his book he comprehensively and comprehensively examines the question of what this development means for companies in Germany and how they have to be prepared for it.

As Muthers has observed, “The older customers today clear buy differently than before and, above all, significantly differently than Boy Customers".

Higher demands and expectations

Thus, writes Muthers, the demands and expectations of older people are much higher than the younger generation, above all in terms of politeness and service, and if the expectations of the companies are not met, the older customers will draw much more radical consequences :

Discounts for your success (advertising)!

They switch to the competition. As a rule, they do not give a second chance. Even supposed little things can have devastating consequences.

Love withdrawal because of 2 Euro

As an example, the author mentions a married couple who celebrated his wedding day in a very good restaurant and at the end of the evening overpaid more than 150 Euro for food and drink. Everyone was in the best mood, and the waiter could also enjoy a generous tip.

But the good mood vanished immediately when the couple had to pay two euros for their coats at the cloakroom. The couple was so upset that they turned their backs on this restaurant forever and also told their friends about this negative experience.

Instructions for use for demanding customers

The restaurant is said to have gone bankrupt a few years later. With his book, Helmut Muthers presents “instructions for the contemporary handling of consumption and work professionals of the 50+ generation”.

The book contains a wealth of suggestions, tips and examples of how companies can often use small resources to adapt to the needs of aging people – be they customers or Employees. A good, easy to read book on an important subject.

Learning from salespeople

Full of zest for action, very vivid and with many good ideas, "The Secrets of Sales Doublers" is particularly suitable for the self-employed and Founderswho want to significantly advance their company with little financial effort. Little theory - lots of illustrative material! And very nicely done.

How does that sound: you double your Turnover, and within 100 days. Sounds good? It gets even better:

More money, less effort

You can do the whole thing without additional time! It does not work? Go then! At least that's what Roger Rankel claims, a much praised expert in customer acquisition and sales growth. And how this works, the bestselling author and sales trainer reveals in his new book “The secrets of the sales doubler.

For a long time, Rankel writes at the beginning of his elaborately designed and illustrated book, he has been driven by the idea of ​​looking behind the scenes of the “sales experts” and researching what they do differently and above all: what they do better.

a look behind the scenes

To find out about this, he talked to top managers, Internet millionaires, entrepreneurs, top politicians and internationally known athletes, but also with the successful Gemüsemann at the corner, the ice-seller at Capri and the painter of Lake Starnberger See. He summarized the results of these conversations and observations in his book.

The strength of the book is the many examples from real life. Fascinated, Rankel reports on unusual ideas, new ones Strategies and astounding innovations that have delighted customers and given a powerful impetus to the company's business development.

... then it also works with sales

What pleases Rankel's book in addition to the presentation, is that no academic philosopher speaks about the nature of the sale or the metaphysics of customer acquisition here. Here is a man of the practice at work, an expert who has learned to sell on the street, so to speak. This fits the language in the book: very loose and flaky. So you do not feel overwhelmed as a reader at any point.

“The Secrets of Double Sales” by Roger Rankel is a beautiful, entertaining and stimulating book. Anyone who needs inspiration for new business ideas will find it here.

Swim in the shark pool

The pressure to achieve the best prices and the highest turnover is high in sales: In her book “Sales Profiling”, author Katja Porsch shows how sales professionals can best deal with the constant competitive situation. The Idea Behind it: If you know why customers buy from you, you are an important step ahead of the competition.

Sales is fierce competition Seller, competing for the best graduation rates. Katja Porsch swam in this shark tank herself, in her case in the real estate industry - and is now explaining to her readers how you tick potential customers and how you can direct them in a targeted manner.

The key competency of successful sellers

Porsch knows the "eat and be eaten", the fatigue of the small fish and above all the laws that make some hunters and others prey.

In her book "Sales Profiling" the author sets the metaphor from the “shark tank” consistently to the Problems, but above all to illustrate the opportunities that salespeople in the salesEveryday life no longer perceive and therefore remain on the track.

Get out of the jamming valley

The heart of their everyday guide for sales representatives and customer advisors is the profiler matrix "AIDAplus", which stands for the four core competencies of successful salespeople: "A" for awareness wake up”, “I” for “awake interest”, “D” for “desire” and “Aplus” for “close the bag”, set the “final kick”. Sounds like phrases at first.

Thanks to the specific tips and exercises, these principles are prepared in the book for everyday use and can be used regardless of the industry. Porsch argues very close to the reality of disappointed sellers who no longer reach the customer because the "price is too high", the "starting point was too bad" or the "Executive unrealistic expectations ”.

Motivation course for the next customer contact

"Get out of the vale of tears," demands the author. It is not the products and prices that prevent better closing rates, but the salesperson's attitude towards the job and the customer. Porsch explains how you will again “throw the right bait into the tank” when talking to customers so that you can land the big fish and not the bycatch afterwards sortieren.

Her little motivation course for the next customer contact is great. you will be fast learn how to grab the customer concretely and briefly (there are also exercises on the “elevator pitch” for salespeople here!) and, above all, emotionally.

Reach customers with the right profile

How, regardless of the supposed key functions of your products, you quickly get to the topic that actually moves your conversation partner: “4% possible returns in a pension insurance are not a feeling. The Anxiety before waking up in a 3-person shared flat with a shared toilet in a municipal old people’s home.”

In “Sales Profiling” Katja Porsch describes clearly, practically and convincingly how to reach your customers merchandise and, above all, head for the next appointment with a high level of motivation.

Stars - on the sunny side of life?

A very unusual book today. It happened to flutter onto my desk and I thought it was worth reading: A deep and enlightening look into the careers of top Hollywood stars, showing what the Success part of it.

Believing the front pages of the Yellow Press, Hollywood greats, pop stars and professional athletes are on the sunny side of life. Jo Piazza also knows the black spots in the biographies of Angelina Jolie, Ashton Kutcher and Lindsay Lohan.

In her book "Job: Promi” the former American gossip columnist Piazza does not simply trace the ups and downs of selected stars. She analyzes razor-sharp (“marketing models are viewed microscopically”), with which Methods some earn more in a day than an executive in a year.

10.000 dollars per tweet

Emma Watson, for example, the cute “Hermione Granger” from the Harry Potter series, was rewarded with $ 15 million each for the last two productions. Magical.

Piazza tells without cynicism and social envy. She does not settle with Brad Pitt and Charlie Sheen (what others have done a long time ago), but rather adds up what they collect with calculus and finesse year after year: not only via film fees, but also via alleged paparazzi photos or irrelevant ones Short messages on the web (“$ 10.000 per tweet”).

The downside of the medallion

The author also talks about the flip sides. About celebrities, who seem to turn the big wheel and are ultimately only useful wheels in the marketing machinery of Hollywood studios, agents, TV stations and print editors.

Until their expiration date. “Months later I was in New York at Britney's birthday party at Tenjune nightclub. the Ms. couldn't have looked more miserable crouched in a corner, harmless and sipping something non-alcoholic."

The biggest sin: inconsistent branding

Because many come to the top. But only a few stay there. But the stumbling blocks are not cocaine (Charlie Sheen), sex addiction (Tiger Woods) or openly displayed anti-Semitism (Mel Gibson). Because that Audience forgives a lot.

But what the audience never forgives is inconsistency in branding! Using the example of Lindsay Lohan, Piazza describes how the former child star has consistently lost his name. Lohan still slides between the guiding principles "dear girl" and "bitch", unable to create a tangible image.

Whoever can not create a tangible image has lost

The knockout criterion for fans and producers. “Lohan wasn't bad credit because her insurance premiums were too high or because she posed a risk to production scheduling. Lohan was discreditable for being unlikable and in her Behavior was inconsistent."

A book as exciting as a thriller with Angelina Jolie in the lead role, but with more depth. An exciting look behind the scenes of the Hollywood luster, which is not only recommended to cineasts.

The strategy is constantly changing

With so much change, the German first edition of the legendary strategy book came to us "Business-Model Generation” just right. Truly an exceptional book that provides the tools for quick and productive strategy work.

Because today's strategy is no longer what happens every few years behind closed corporate doors. Today's strategy is to continually recalculate the route and to implement price corrections immediately if the market so requires.

The best Strategiebuch far and wide

The first English edition of this innovative strategy book was almost torn out of the hands of the bookstores. Now the German translation is finally here! Strategy has never been presented as clearly as in “Business Model Generation”. Essential business processes have never been so "broken down" into understandable and logical units.

The excellent and richly illustrated design of the book is part of the concept of presenting business models and business processes in such a way that they can serve as a real template for your own strategy work in every department, in every company (no matter how big it is). It is helpful and stimulating to look at the nine essential building blocks of every company from a surprisingly different point of view.

The basis is the "canvas" (screen), a kind of template into which current processes and future scenarios can be easily entered. A structural specification that helps to take a look at previously hidden but essential drivers. Nine for each Shop basic factors take center stage.

A crystal clear analysis of business processes

The representation of the main business drivers in the canvas template will do many a great service. But it only forms the basis of this surprising strategy book. Because in the main part, the analytical sharpness of the model is used to Pattern found in successful business models.

To show how the individual components can be improved. And to see if the current strategy is really the only one possible and right.

The template for your own strategy work

The ever-accelerating technological and social change also requires increased flexibility and vigilance from companies. What is a thriving market today can be a wasteland tomorrow.

This requires entrepreneurs and managers to constantly review and readjust the business model. The book “Business Model Generation”, which emerged from an international, online-based project, is an excellent tool for this. And one of the best strategy books currently around.

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