Recommended Reading: Selling to the VP of NO


By kenrearley / / We’re not one to push products, or more specifically books. That’s Oprah’s job. But this is a book that’s seriously relevant and useful to those of us working hard to sell creative to clients who are afraid to buy or may think they don’t need what you have to offer. Penned by XPLANE’s founder and St. Louisan David Gray, XSelling to the VP of NO makes the art of selling something that can be digested and understood in about 30 minutes. With entertainingly descriptive illustrations on each page, Gray explains how to take the bald and grumpy VP of NO out of his comfort zone and into his happy place where he transforms into the “VP of GO.” Some other valuable insights offered are how to identify and address pain points, knowing the difference between features and benefits, and how to properly close a deal. While the book is nearly 10 years old, making this feel like an overdue book report, the methodology and advice is just as relevant today, if not more so to those attempting to sell digital and social. Gray also wrote the newer Gamestorming book, which is described as “…a playbook for people who want to design the future, to change the world, to make, break and innovate.” You can pick up either or both from XPLANE’s online bookstore. Already read Selling to the VP of NO? What’d you think?