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What salespeople must do to prosper in the future
By Marc Miller & Jason Sinkovitz

Kind of ironic that a sales-based magazine would recommend a book called “Selling is Dead”. Despite the title, Marc Miller and Jason Sinkovitz’s book is not about the death of sales. It’s actually about the rebirth that salespeople must undertake to prosper in the future.

Sales is transforming significantly, and many sales teams are now underperforming. In fact, the cost of salespeople has risen beyond their productivity levels. If selling isn’t exactly dead, it’s broken. The authors say the main reason is that sellers are generally unable to cope with the quickening pace of innovation. However, this book will explain how the best sellers will be able to sell new applications, or divergent offerings and achieve remarkable results.

CANVAS highly recommends this book because it seems to share the respect we have for salespeople and promotes a vision that we support. The best salespeople will be able to analyze stages, as defined by Miller and Sinkovitz, and apply best practice skills in order to support their customer’s goals and attain “top tier” performance. According to one reader, “Selling is Dead” is one of 10 best books on sales effectiveness published in the United States in the past 20 years.

You can find “Selling is Dead” in your favorite bookstore.