The Marketing Book Podcast: "Performez Vente" by Olivier Guérin

Performez Vente (How to Perform in Sales) by Olivier Cussac, Alexandra David Ardite, and Olivier Guérin

About the Author

Olivier Guerin is the founding principal of Bridge Development, a sales transformation company in France. After graduating from NEOMA Business School he started his career in the field of IT consulting in Paris but after a few years, he switched to the dark side (sales), where he spent 18 years in sales and sales management, after which he founded Bridge Développement.

And, interesting fact – he doesn’t play by anyone’s rules – his first car accident was before he even had a license!

About the Book

Dans un contexte économique concurrentiel, la vente est plus que jamais au cœur du développement des enterprises. Cet ouvrage, écrit par des experts de la vente, apporte des réponses concrètes à tous ceux qui ont quelque chose à vendre, qu’ils soient commerciaux, managers, dirigeants, indépendants, auto-entrepreneurs… Il propose les méthodes, outils et comportements indispensables pour :

acquérir la posture du vendeur efficient et agile;
faire de la prospection une routine gagnante;
conduire les négociations et obtenir des accords gagnant-gagnant;
conclure ses ventes;
garder ses clients et les fidéliser;
manager efficacement une équipe commerciale.

Listen to the Interview…

Links…

Performez en Vente (Amazon)
Bridge Développement
Olivier Guerin (LinkedIn)
Objective Management Group
Dave Kurlan Blog (Kurlan Associates)
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge
The Art and Skill of Sales Psychology: Why Buyers and Sellers Do What They Do by Brad McDonald
Sandler Training Hampton Roads, Virginia
Chad Stenzel (LinkedIn)
Herrmann Brain Dominance Instrument (Wikipedia)
Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball by Dave Kurlan
Questions that Sell: The Powerful Process for Discovering What Your Customer Really Wants by Paul Cherry (Marketing Book Podcast interview)
Jean Fourastié
Marketing 5.0: Technology for Humanity by Philip Kotler, Hermawan Kartajaya and Iwan Setiawan (Marketing Book Podcast interview)
The Referral Engine: Teaching Your Business to Market Itself by John Jantsch (Marketing Book Podcast interview)
New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development by Mike Weinberg (Marketing Book Podcast interview)
How to Win Friends & Influence People by Dale Carnegie
12 leçons de rhétorique pour prendre le pouvoir: Mettez vos idées en discours et votre public en mouvement by Victor Ferry
The Expansion Sale: Four Must-Win Conversations to Keep and Grow Your Customers by Erik Peterson and Tim Riesterer (Marketing Book Podcast interview)
The 33 Strategies of War by Robert Greene

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