Hope is not a Strategy

After reading those economics and behavioral economics books, I ventured into a sales book, Hope is not a Strategy. Its my first time reading sales book. This book is less than 200 pages so I was not expecting to learn the science of sales. I was just curious when I saw this book in the bookstore. My previous manager likes to say “Hope is not a strategy” whenever we start our replies during standup with “I hope( I can finish this task by blah blah)”.

I am less than halfway through this book. I already learned that there different kinds of salesman. There is teller type(level 0). This type of salesman will go through with you the whole product line in their catalogue but does not know anything other than what is written there. 

There is also the farmer. The farmer is in-charge of repeat sales. Those who stays within the account for repeat business. Opposite of the farmer is the hunter. The hunter is the special forces of the sales world. They are like challenges, think fast and their sole purpose is too win accounts. 

Business developers on the other hand develops demand rather than responds to demand. They create opportunities by creating the needs.  

The last type is the Industry Network Consultant. These type of salesmen work on only one industry sometimes on only one account, regardless of their employer. People in that industry know them. They have the connections already. They may change who they work for. But they will still sell on the same industry or organization.

This will not be in my list of favorite books. But this is a good read especially if you want to know some interesting things about sales.