I am a SM hoping to make Principal. One of my development areas where I believe I can do better is Relationship Management and Sales. Any advice on courses, books, etc. to help improve?

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I’m in delivery now, but started out in sales. VMware made us all read this book called the challenger sale, so maybe start there. We also had Dale Carnegie lectures and stuff all the time.

Honestly the most success I ever had was just patience. Especially at the MD/Pr/P levels, your sales will be very different than an account executive as your models are different. Just take the time to learn about your clients (family, interests, hobbies, top of mind things to them etc).

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Appreciate the insight!

F

No books. Sales is an art, need to experience it firsthand. Learn how to pivot in real-time situations.

I agree but everyone started somewhere. My background is in Tech and willing to put in the work. Looking for insights from those in the field and killing it.

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