The B2B Selling Guidebook (Paperback) (ISBN-13: 9781672330954)

The B2B Selling Guidebook is a practical, concise, easy to read guide to Business to Business selling, by award winning author, Jim Irving.

One of the "20 best new sales books for 2021" award winners (a worldwide award from bookauthority.org).

Winning Edge Magazine, ISM (Institute of Sales Management). "Irving writes in a clear, down-to-earth style. The book is recommended for anybody looking for ideas on how to increase their knowledge about sales practice without a substantial time commitment."

Catalyst Magazine, CIM (Chartered Institute of Marketing). "Each short, enjoyable chapter takes a sales attribute or discipline, explains it through real-life stories and then delivers insight to the reader."

Discovery Book Reviews Site. "Loved it 4*. It's clear that the author has distilled his career-long learnings into this book because he writes with an authority that can only come from experience."

"His no-frills, straightforward and ethical approach to building a world-class sales organization is something to this day that I not only admire, but also strive to emulate."David Rode. Former Senior Vice President, International Operations, Information Builders Inc. (IBI)

The author has utilised the most important lessons he has learned in a successful career now exceeding 43 years in high end 'Enterprise' sales and sales leadership roles. He sets these lessons out for you to easily understand, without going through the pain he did With examples taken directly from his career; from beginning all the way to corporate executive and CEO roles, the book delivers superb insights into the reality of selling - and business - that can be applied immediately. New to B2B Selling? Or highly experienced and wanting a powerful refresh? Or just interested in the reality of the world of business? Then this is the book for you...

Sell Better - Sell Faster - Sell More

This is a light and simple guide to the most important tools, techniques and approaches to ensure success in B2B selling - and in life. The B2B Selling Guidebook will also be useful to anyone whose work touches on the world of sales - for example, marketing, PR, 'C' Suite executives, procurement, legal, admin and finance professionals. The format is incredibly simple. Each chapter introduces a concept. Real life anecdotes showing the technique, issue or approach are then given. Finally, a short summary on how to best apply that principle is added. The real stories are enlightening, clear and powerful. Adopting these proven tools, techniques, attitude and processes will help you to become more professional and successful.

The author has delivered value in many market sectors, from Finance, to Manufacturing, to Life Sciences, to High-tech and the Professions. He has also worked in over 25 countries. He has successfully sold high value capital goods, enterprise software, services and consulting projects. His experience can help you to improve your performance. Jim has sold by himself - against some of the most powerful companies in the world. He has led small and large teams to success in different fields and he has won multiple sales prizes, recognition and rewards trips. At Silicon Graphics Inc he received their 'Exemplary Leader' award.

Jim is a Fellow of the Chartered Institute of Marketing; a Fellow of The Institute of Sales Management. He has been a visiting lecturer to the Postgraduate Business Schools at two universities. For the last few years he has run his own business, helping many start-ups and early stage companies to accelerate their growth and maximise revenues.

Jim lives in rural Northern Ireland with his wife, Yvonne. Learn more about the book and Jim at www.b2bsellingguidebook.com