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Reading list recommendations

Feb 26, 2005 1:57 pm

Reading list recommendations

Mark Buckshon

Could you share the name of your most influential sales/marketing books and articles -- the ones that reshaped or drastically influenced the way you do things?
My most influential reading came from the late Walt Hailey in Hunt, Texas. "Breaking the 'No' Barrier" outlined his concept of supplier-based referral marketing, and had profound impact on the way we sell our services. Simply put, his argument is that your best source of sales referrals are from the existing clients of the people you want to reach. These referrals carry 'clout' because they are linked to the prospect's current and real source of income. (The book is very easy to read.)
We developed Hailey's concepts within our own framework and built a viable business. However, I know quite well there are other powerful methodologies and ideas out there, and will truly appreciate your insights.

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