Award-winning executive, Niraj Kapur, has worked in corporate London for 23 years. From small businesses to a national newspaper to FTSE 100 and FTSE 250 companies, he’s experienced it all and shares his insight, knowledge, big wins and horrible failures. Containing 27 valuable lessons, plus 17 interviews with experts, Everybody Works In Sales combines unique… Read More
Five Steps to Improve Sales Revenue and Build Better Customer Relations
Over the past decade, advances in technology changed the way salespeople attract, nurture and manage prospects and customers. Sales processes became robotic automations, personal connections were digitized and a digital wall was erected between sales and customers. It is time for the wall to come down. Exciting advances in sales enablement technologies and customer relationship… Read More
From Bud to Boss: Secrets to a Successful Transition to Remarkable Leadership
Kevin Eikenberry and Guy Harris designed From Bud to Boss: Secrets to a Successful Transition to Remarkable Leadership to be read and re-read as you make the transition to leadership in your organization. Consider it your handbook for success for your leadership transition. In addition to the great content in the book, you will also have access… Read More
Growth IQ: Master the 10 Paths to Grow Your Business
Tiffani Bova, the Growth and Innovation Evangelist at Salesforce, draws on her expertise as a consultant and practitioner to devise a new framework for business leaders looking to pursue growth. We’re witnessing an age of endless customization, and growth strategy is no exception. There’s no one size fits all strategy; a winning strategy for one… Read More
Heart and Sell: 10 Universal Truths Every Salesperson Needs to Know
Are you making it difficult for your potential customers to buy from you? Today’s buyers are overloaded – overwhelmed by too much information and suffering from decision fatigue. Across industries, customers are delaying purchasing decisions or even choosing to stick with the status quo so they can avoid the dreaded “sales process.” In response, many… Read More
High-Profit Prospecting: 6 Strategies to Speed up Your Prospecting and Close Faster
The sales world is changing fast and trying to find prospects is harder than ever. Too many salespeople in the hunt to find prospects wind up with nothing more than suspects who will never buy. To be successful today you need to be using different strategies that allow you to not only find find… Read More
High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect–and they do it ALL THE TIME. “But how?” you ask, “In the age of the Internet, isn’t cold-calling dead?” Now, in his new book, sales expert Mark Hunter shatters costly prospecting myths and… Read More
How Customers Buy…& Why They Don’t: Mapping and Managing the Buying Journey DNA
Essentially blowing away the threadbare notion that customers buy because of the value they see in an offering, Lewis unveils a profound new business model that rests on his pioneering concept of Outside-In Revenue Generation. He shows that vendors are too often trying to solve the wrong problem because time and time again, customers actually… Read More
How Digital Is Transforming Account-Based Selling
The future of B2B Selling is Customer Engagement. Making it easier for your customer to buy is just as important as improving your sales process. Sales people are struggling with old sales practices which are inwardly focused. The best companies leverage digital technologies to effectively engage more people and more accounts. https://s3.amazonaws.com/TopSales/recordings/2017/How-Digital-is-Transforming-Account-Based-Selling-Bill-Butler.mp4
How to Get a Meeting with Anyone: The Untapped Selling Power of Contact Marketing
The hard part just got easy. You know how to sell—that’s your job, after all—but getting CEOs and VIPs to call you back is the tricky part. You’re in luck: That impossible-to-reach person isn’t so impossible to reach after all. Hall-of-Fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered that he could get past traditional gatekeepers… Read More
How to Sell More, in Less Time, With No Rejection : Using Common Sense Telephone Techniques, Volume 2
How To Sell More, In Less Time, With No Rejection Using Common Sense Telephone Techniques-Volume 2 builds on the ideas and techniques covered in Volume 1 information thousands of sales reps worldwide have used on the phone to get more business, beat call reluctance, and make more money. Regardless of whether you use the phone… Read More
Keep Your Customers: How to Stop Customer Turnover, Improve Retention and Get Lucrative, Long-Term Loyalty
Land your next customer with total confidence you’ll keep them for the long-term. Keep Your Customers shares a fresh perspective on the old problem of customer relations. Ali Cudby shares with business leaders how to set up customer engagement for loyalty with a company culture to support it. … is ideal for business leaders who… Read More
Keeping and Growing Enterprise Accounts
In enterprise selling, closing the first sale is not the end but only the beginning. For enterprise clients are vast ecosystems of expansion and growth opportunity for firms that not only sell effectively but focus keenly on service excellence. Brian Sullivan shares Sandler Enterprise Selling’s point of view and provide insights into key strategies to retain and grow enterprise… Read More
Level Five Selling: The Anatomy Of A Quality Sales Call Revealed!
This book is based on research in the field and written for sales leaders and management who want to dramatically increase their skills along with their odds of exceeding their quota year after year. However, it is equally relevant for sales representatives who seek to master the art of selling, earn top commissions, and enjoy… Read More
Life After The Death of Selling: How to Thrive in the New Era of Sales
It is estimated that almost 1 Million jobs will be eliminated in the traditional role of “sales person” in the next 5 years in the United States. The signs of change are all around us. Buying processes have been altered in very specific and critical ways. The natural implications are that we must change the… Read More
Making Channel Sales Work: Ten Tools to Create a World-Class Third-Party Selling Program
A concise and structured approach to third-party sales management that blends many of the tools and the rigor of Sandler Training with specific guidance for channel managers. Create a World-Class ¬Third-Party Selling Program! Channel sales is selling that takes place by means of any third party. Sales completed through value-added resellers, partners, systems integrators, independent… Read More
Marketing Rebellion: The Most Human Company Wins
Are you overwhelmed by the breathtaking rate of change in the business world? Are confusing consumer trends, the unrelenting pace of technology, and the breakneck speed of digital marketing making you feel irrelevant and lost? Path-finding author Mark Schaefer provides an achievable and realistic framework to help you stay ahead of the curve by re-imagining… Read More
Megadeals
In the B2B world, the people bringing the largest deals to the tables are heroes. That’s because, amongst the world’s biggest B2B companies, 80% of the total revenue comes from as little as 1% of the customer base – or fewer than 100 customers. And a large portion of that 80% comes from megadeals. In… Read More
More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers
“I felt like time was taunting me: ‘Behind again? You’ll never get it all done.’ I worked harder and longer hours, sacrificing my limited personal time to stay ahead of the game. Still, it wasn’t sufficient. My work just kept expanding, demanding more of me. I could never seem to call it a day. In… Read More
Next Level You: How I Transformed My Life with Mindfulness and Meditation
NEXT LEVEL YOU is a combination of personal stories, practices, and research designed to educate, inspire, and energize you to jump-start or deepen your meditation and mindfulness practice. This book will help you navigate the turbulent, information-overloaded world and transform your life from busy and stressed to balanced and energized.
NO MORE COLD CALLING™: The Breakthrough System That Will Leave Your Competition in the Dust
The Only Referral Selling Book You’ll Ever Need Not only is cold calling frustrating to you, it’s annoying to prospects. And worst of all IT DOESN’T WORK. This is a one-of-a-kind sales guide that shows you how to stop wasting time calling people who don’t want to hear from you and boost your close rate to more… Read More
Nonstop Sales Boom: Powerful Strategies to Drive Consistent Growth Year After Year
Do your company’s sales results lurch between highs and lows – with the end of each quarter reduced to a mad scramble to meet quota? For many sales organizations, the pattern is commonplace and unshakeable. Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results – every quarter, from every… Read More
Not Taught: What It Takes to be Successful in the 21st Century that Nobody’s Teaching You
Not Taught shares how the rules of the 20th century and the industrial age no longer work, and that if you want to be successful you must learn the new rules of success. Not Taught punches you in the face with the realities of work today and offers clear strategies on how to be successful in… Read More
Own It: Redefining Responsibility
Success in today’s economy requires every employee to fully engage, take ownership and drive results. The challenge? According to Gallup, employee engagement is at an all-time low and getting worse. Throwing money at the issue doesn’t help—you need culture change. In this powerful, interactive book, you’ll discover: How and why a fully engaged workforce is your… Read More