In the introduction to his book, Successful Selling: How to Attract, Manage, Close and Keep More Business in a Buyer-Centric World, Matt Heinz describes me perfectly. “As much as I’d love to have time to read more of the sales, marketing and business books stacking up in my office, there aren’t enough hours in the day, or days in the year.”
So why add another book about sales to the pile? This one is truly useful. It’s like a daily kick in the pants. Unlike any other, it is comprised of a collection of ideas from more than 60 books, organized by topic.
It’s the one you pick up when your brain goes dead and you can’t come up with a new idea, can’t see the light at the end of the tunnel, are overwhelmed by the workload, or are frustrated by stuff that won’t move forward.
The first chapter alone was a list of smart ideas for getting more hours out of each day and being more productive. It makes lots of promises. Not only does it deliver, but it delivers the knowledge in a way that it can be quickly and easily absorbed and used.
Why this beats many other marketing and sales books:
- It doesn’t have to be read from front to back. Dealing with a dilemma or barrier right now? Open it up, read a few tips and get guidance for taking a big step forward.
- The value isn’t limited to those in B2B marketing or sales. It covers topics we all deal with every day, such as email overloads and time management.
- It covers a broad spectrum of valuable marketing and sales ideas, such as “Three Ways to Set Up a BIG Sales Month,” “How to Profitably Generate Leads & Sales from Trade Shows,” “How Customer Loyalty is Your Ultimate Competitive Advantage,” and so much more.
One great tip, for example, is “Use the Five Minutes Rule to Get Intimidating Projects Done.” Heinz writes, “When I’m facing a big project or task, I tell myself I’m going to spend five minutes getting it started and that’s it. I’m either going to do just five minutes worth of that task, or just spend five minutes planning how to tackle it. The secret of the Five Minute Rule is that I almost always keep going, blow past the five minutes, and get the task done in far less time than I would have if I kept procrastinating.”
The book is filled with tips like that. The genius of Matt Heinz is that he’s borrowed all the best ideas from the best thinkers and put it in an accessible format. The ideas may not be new, but they are all worth repeating and remembering.