- January 28, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
I continue to be amazed at the staying power of my 2005 book, Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. 3 publishers have contacted me this year about writing a 10th Anniversary Edition, a revised and updated edition, or a follow-up. Yesterday, Pete Caputa, VP at Hubspot, wrote a really great article about the 3 sales books that are must-reads for salespeople, why, and Baseline Selling was one of the three.
I was speaking to a group of CEO’s in NYC yesterday and when they wanted to know about Sales Process, Solution Selling, Value Selling and The Challenger Sale, the easiest way to explain both was to show the visual of the Baseline Selling sales process and show them how it all fit together. So it got me thinking. While other books come and quickly go, why has Baseline Selling continued to sell, resonate, help, fit and make sense, even as selling as a profession continues to experience dramatic changes?
After giving it some thought, I came up with the following things that differentiate Baseline Selling from all other books:
- It is a complete sales process that can be customized to fit any business, role, vertical, service or product. It has stages, milestones and steps.
- It is also a complete methodology. It has a well-defined approach, a dialog or conversation, that helps salespeople move from stage to stage and milestone to milestone
- It has plenty of examples, stories and sample dialog.
- It identifies and explains how to manage and overcome deficiencies in Sales DNA – weaknesses that interfere with successful selling.
- It is very easy to follow, memorable and easy to apply.
- It is a fast and fun read.
- If you like baseball, it’s even more fun to read.
- It stresses fundamentals and as a result does not lend itself to becoming obsolete.
- It pays tribute to the authors of historically time-tested and effective strategies and tactics and builds on them for the 21st century.
- It was written based on my experiences with companies from more than 200 industries, has examples from many industries and, as a result, it has a much wider appeal than most books on selling.
- Most readers found that laying out the sales process over the baseball diamond and using the base paths as stages was quite helpful.
- Some mentioned that they found the rich bibliography of other sales books very helpful.
The book is rated 5 stars on Amazon and this morning the paperback ranked 8th in Sales.
And the Kindle edition is ranked 14th in Negotiating (I know – don’t ask.)
And this is after 10 years! You can read the reviews there. In addition to the reviews on Amazon, 23 experts added their reviews on BaselineSelling.com. All those people can’t be wrong after all these years…
While we’re talking books, you can also get a free copy of my eBook, 63 Powerful Tips for a Huge Increase in Sales here.