Top Sales Library - a resource of all things sales

Jacqueline Male

2017 – The Beginning of The Era of Marketing & Sales Accountability

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In the Era of Accountability, marketing accounts for lead quality, accepts responsibility for leads, taking them back to nurture when needed and discloses results in a transparent way, measuring revenue impact of leads. sales accounts for follow-up activity accepts responsibility for working all leads to the finish, win or lose and discloses results in a transparent… Read More

Account Based Selling: Stop Selling & Start Guiding

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While B2B Marketing has become more digital, B2B Sales has been left behind. Today’s customers are demanding more than phone calls and emails. Successful sales teams are balancing traditional consultative methods with new and innovative digital experiences. Presented by: Bill Butler, Co-founder and CEO, Journey Sales & Mike Lewis, Chief Revenue & Marketing Officer, YourEncore… Read More

Act Like a Sales Pro

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Act Like a Sales Pro was a finalist for TOP SALES AND MARKETING BOOK OF 2011 and featured on the cover of Ken Blanchard’s Sales and Service Excellence Magazine and Julie Hansen’s articles have appeared across the globe. Acting is the ultimate form of persuasion. Now you can learn the methods that great actors use to engage… Read More

Adapt or Fail: Process with Power

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Today’s millennial is tomorrow’s buyer. Millennial customers are more informed and skeptical, and their way of buying is completely different than Gen X’ers and Baby Boomers. This means that sellers must adapt–or risk being left behind. Adapt or Fail is the single guide that can help you better understand your customer, have more confidence throughout the… Read More

Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling

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“The best sales book of the year” — strategy+business magazine That gap between your company’s sales efforts and strategy? It’s real–and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book. In Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes equips you to link… Read More

Be Amazing or Go Home: Seven Customer Service Habits that Create Confidence with Everyone

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Want to amaze your customers, impress the people you work with, and outshine your competition? Going from average to amazing isn’t an out-of-reach goal. In fact, amazement is a habit that anyone can master—and Shep Hyken knows the tricks to making it your own. In Be Amazing or Go Home, Shep shares the secrets behind making… Read More

Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance

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The most common challenge every sales professional must overcome is not indecisive customers, inferior products, or innovative competitors. It’s the discomfort you feel when initiating calls, dealing with difficult customers, and asking for the sale. Sales expert Jeff Shore argues that boldness is required to embrace this discomfort and leverage it to land the sale…. Read More

Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World

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The average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation. Featuring instructional case studies from companies including Hilton Worldwide, Merck, and Siemens,… Read More

Blind Spots – and How to Avoid Them

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The latest TSW webinar has been released. Jonathan Farrington hosts David Mattson, CEO of Sandler Training and they are discussing the “blind spots” which are preventing most companies from achieving optimum performance levels. https://s3.amazonaws.com/TopSales/recordings/2017/webinar/Webinar-David-Mattson-Blind-Spots-And-How-to-Avoid-Them.mp4  

Changing the Sales Conversation: Connect, Collaborate, and Close

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In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying-and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies. It is time to change the… Read More

Collaborative Selling

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There are really only two ways to sell anything. One is a struggle most of the time. Let’s call this one “Hard Selling”. The other seems pretty effortless. I call this one “Collaborative Selling”. I must admit that both will get you some business. However, “Hard Selling” is always uphill battle. “Collaborative Selling,” on the… Read More

Combo Prospecting: The Powerful One-Two Punch That Fills Your Pipeline and Wins Sales

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Unleash a killer combination of old and new sales strategies. How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? Old-school prospecting tactics or new-school techniques alone won’t provide the answers. But Combo Prospecting will…by showing how to combine time-tested sales processes with cutting-edge social… Read More

Content Marketing for Sales: What, How & When to Increase Prospect Velocity to Close

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Get proven, real-world advice on a sales-centric content strategy that accelerates prospect interest, attention, engagement and conversion. Includes audience and buying stage segmentation, content curation, nurturing, personal brand management and more. https://s3.amazonaws.com/TopSales/recordings/2017/Content-Marketing-for-Sales-What-How-When-To-Increase-Prospect-Velocity-to-Close-Matt-Heinz.mp4  

Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance

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Cracking the Sales Management Code is a ground-breaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the critical activities and metrics that drive business results. It is… Read More

Create Togetherness: Transform Sales and Marketing to Exceed Modern Buyers’ Expectations and Increase Revenue

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Create Togetherness encourages B2B leaders to examine the relationship between sales and marketing and head toward alignment. The misalignment of these two departments has resulted in companies falling behind their competitors by failing to acknowledge a structural flaw responsible for a significant loss in revenue. For companies wanting to accelerate revenue growth and advance in the… Read More

Customerized Selling – Learn How Customers Want You To Sell

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Most vendors carefully research what customers expect of their products and services, but few, if any, ask customers what they expect of their salespeople. That’s a mistake. Based on extensive research of customer and vendor organisations, this book uncovers a number of glaring gaps between customer expectations of salespeople and vendor performance. Moreover, it shows a… Read More

Digital Sales Transformation In a Customer First World

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Digital Sales Transformation is about selling in a digitally transformed world. It changes how you sell and engage with your customer. Defining a Digital Sales Transformation blueprint to guide sales organizations to respond to this disruption as they struggle to catch up to their more digitally advanced customers is this book’s core theme. Digital Sales Transformation… Read More

Do You Mean Business? Technical/Non-Technical Collaboration, Business Development and You

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In Do YOU Mean Business? Technical/Non-Technical Collaboration, Business Development and YOU, Babette Ten Haken, consultant and founder of the renowned blog, Sales Aerobics for Engineers®, shows you how to: Liberate yourself from the status quo of discipline-driven mindsets Develop the ability to simultaneously translate technical as well as non-technical information to colleagues and customers Understand… Read More

Emotional Intelligence for Sales Leadership: The Secret to Building High-Performance Sales Teams

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Develop the critical soft skills required for high-performance sales… Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Learn how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on… Read More

Enablement Mastery: Grow Your Business Faster by Aligning Your People, Processes, and Priorities

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In Enablement Mastery, author Elay Cohen gives you his proven, straightforward, and effective method for aligning people, processes, and priorities with relevant learning, coaching, and communications. This book will show you how to build organizational value and multiply revenue outcomes by enabling your employees and partners to be the best they can be. Geared toward… Read More