4 out of 4 stars
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"We aren't gurus and we aren't geniuses. We're just two sales guys working hard to stay ahead of the pack who want to share what we've learned."
Rex Biberston and Ryan Reisert provide step-by-step professional guidance in Outbound Sales, No Fluff: Written by Two Millenials Who Have Actually Sold Something This Decade. The authors describe the difference between inbound leads and outbound prospecting and explain why the book focuses on the latter. They emphasize the significance of identifying the problems that the seller's product solves and the value of helping others succeed. Additionally, the book addresses such topics as which companies to target, how to identify and build relationships with prospective buyers, effective cold calling methods, examples of bucketing leads, technology as a tool, and understanding funnel math.
The authors target sales reps and leaders, but the principles that they teach may also apply to a broader audience. As an Etsy artisan and seller, I've read my share of sales books. However, several things stand out about this concise and informative guide, beginning with the title. Although "No Fluff" is an attention-grabbing and accurate description, the subtitle simultaneously hooked and amused me. Likewise, I was intrigued by the authors' promise in the synopsis that the book covered sales fundamentals and could also "be read in less than 45 minutes." A comprehensive glossary of sales terms, hyperlinks referencing technological tools, and the hands-on "Stop & Take Action" sections for each chapter also set the 59-page book apart.
I most like the wealth of practical advice the authors include. For instance, in the fifth chapter, the authors caution readers not to confuse difficult and ineffective actions: "If you don't know how to compose a good email, it doesn't mean that email is suddenly worthless." I also appreciate the authors' pointers on contacting prospective buyers via social media platforms.
The book is exceptionally edited, and the organized format includes an appropriate amount of bold and italicized type that effectively highlights key portions of text. Since many authors misuse typographical emphasis and negate the intended effect, it bears noting.
It is my pleasure to rate Outbound Sales, No Fluff 4 out of 4 stars for its fresh spin on a much-published topic. The authors' conversational writing style makes the guide suitable as an introduction to sales, and the informative glossary further enhances it. I recommend the book to anyone interested in sales, from beginners to more experienced sellers desiring to improve their skills. It contains no profanity.
Outbound Sales No Fluff
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