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by fcbrooklyn
4262 days ago
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I'm a dev who has spent many years closing largish deals, and the best thing I've ever read on the subject is "Spin Selling" by Neil Rackham. The focus is on the difference between closing 6 figure deals vs smaller deals and closing deals within organisations as opposed to selling to individuals. http://www.amazon.com/SPIN-Selling-Neil-Rackham/dp/007051113... It's also the only sales book I've read that actually measures the results of its advice, which might make it especially relevant to technical people. |
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