On: Ask HN: How to learn to sell?

[abhiyerra]

Sales is three things:

  - Sourcing. Figuring out where your customers' hangout so you can reach them there.
  - Prospecting. Reaching out to your potential customer base.
  - Closing. Going through with a deal including sales collateral, proposals, and contracts.

The entire process should be a system that is tweaked as you execute it. Great books I’ve read are:

  - Ultimate Sales Machine
  - Sales EQ
  - Fanatical prospecting
  - Challenger sale. For the actual closing process
  - The Close.com blog is pretty great.

[grantsch → abhiyerra]

this just isn't true

for b2b it really boils down to the following:

data

distribution/marketing

discovery

closing

data is challenging for most companies

distribution is somewhat challenging and very challenging if your offer sucks

discovery is easy - it's a formula

closing is extremely hard and costly to get someone who can do it by definition