Sales managers and executives work under intense conditions unique to their roles that traditional time management strategies fail to address. Consequently, many leaders believe it’s impossible to develop an effective routine when their time is consumed with phone calls, emails, meetings, texts, internal company challenges, competing priorities, and customer needs constantly demanding their attention. But Own… Read More
People Smart in Business
Imagine… When you encounter difficult people – you know how to adapt to them. Where you meet challenging situations – you have the skills transform them. In times when you face the unknown – you remain fearless. If you dream of all that and more… then People Smart in Business is the book you need…. Read More
Perfect Selling
Linda Richardson is one of the most recognized names in sales, and an innovator who pioneered customer-focused selling. Perfect Selling distills her expertise into quick tips and techniques, providing succinct lessons in structuring and perfecting the key steps of a sales call-in just 20 minutes or less over a five-day period. Meet your sales objective… Read More
Perpetual Hunger: Sales Prospecting Lessons & Strategy
Sales Prospecting is sustenance for any business, where growth is required and account turnover is nothing more than a fact of life. Sales Prospecting is the precursor to consultative selling and sales negotiation. These three sales disciplines are permanently bolted together and reliant on each other. No company owns a piece of business in our 24/7, global… Read More
Race To Amazing: Your Fast Track to Sales Leadership – Kindle Edition
So often, salespeople are promoted to management prematurely. Small and midsize businesses may lack resources or talent to lead a sales team successfully. Large organizations face the daunting task of developing the next generation of millennial sales leaders. There is an urgent need for companies to up-level their sales leadership in order to innovate, create… Read More
Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation
Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. Rainmaking Conversations offers a research-based, field-tested, and practical selling approach… Read More
Rebirth of the Salesman: The World of Sales is Evolving. Are You?
Rebirth of the Salesman explores the unprecedented change and disruption underway in the dollar business-to-business (B2B) sales industry, as new technologies and consumption models emerge and the balance of power shifts from vendors to customers. Chock full of war stories, insights and interviews with industry heavyweights from all sides of the sales spectrum, Rebirth of… Read More
Retail Success in an Online World: How to Compete and Win in the Amazon Era
With all the technological and economic shifts leading to significant change in the world of retailing, it’s important to understand what really works — as well as what really doesn’t — in the current retail selling environment. Surviving and thriving in this market means not just meeting, but exceeding, customer expectations. In this book, you… Read More
Rise of the Revenue Marketer
This book is written for the B2B marketing executive who is responsible for answering the question “What are you going to do about revenue?” This one question begins the transformation of marketing from a cost center to a revenue center, a journey for which most executives are not fully prepared. To describe this transformation, Debbie… Read More
Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want
To win deals at the prices you want, the needed strategy is differentiation. Most executives think marketing is the sole source of differentiation, but sales differentiation presents an untapped opportunity to create meaningful value and stand out from the competition. Sales Differentiation presents 19 easy-to-implement concepts to help salespeople win deals while protecting margin. These concepts… Read More
Sales Enablement: A Master Framework to Engage, Equip, and Empower A World-Class Sales Force
Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step–by–step approaches for implementation alongside expert advice. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal… Read More
Sales Ex Machina: How Artificial Intelligence is Changing the World of Selling
This is the first book to explore how Artificial Intelligence is changing the world of selling! We are about to experience the equivalent of a major tectonic shift where the functional plates of sales, marketing, and technology will shear and, in some cases, smash against one another. Functions that were once the domain of salespeople… Read More
Sales Experience Drive Predictable Revenue
In Salesforce’s State of Sales Report, they note that “Seventy-nine percent of business buyers say it is absolutely critical or very important to interact with a salesperson who is a trusted advisor — not just a sales rep — who adds value to their business.” In this session, learn strategies for creating value based experiences… Read More
Sales Insanity: 20 True Stories of Epic Sales Blunders (and how to avoid them yourself)
Thousands of books have been written about the right things to do in sales. They serve up an endless supply of good ideas that will allegedly lead you to a more successful career. These so-called Best Practices are like vitamins for sales performance – if you indulge them dutifully over time, better results will hopefully… Read More
Sales Leadership: The Essential Leadership Framework to Coach Sales Champions, Inspire Excellence and Exceed Your Business Goals
Imagine a workplace without fear, stress or worry. Instead, you’re acknowledged as a valued, contributing team player who doesn’t sacrifice priorities, values, happiness or your life for your job. Sound ludicrous? Consider this is a reality in many thriving organizations. What if you can successfully coach anyone in 15, 5 or even 60 seconds using… Read More
Sales Management That Works: How to Sell in a World that Never Stops Changing
The rise of e-commerce. Big data. AI. Given these trends (and many others), there’s no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and,… Read More
Sales Presentations for Dummies
Sales Presentations For Dummies rises to the challenge of guiding you through the process of engaging and persuading busy buyers in a world that’s constantly bombarding them with sales pitches. Motivating today’s buyers to pull the trigger on a new deal requires a certain set of skills, and this straightforward text guides you through what… Read More
Sandler Enterprise Selling: Winning, Growing, and Retaining Major Accounts
The comprehensive 6-stage selling program from Sandler Training–“Top 20 Sales Training Company” by Selling Power Magazine Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time…. Read More
Second Stage Entrepreneurship: Ten Proven Strategies for Driving Aggressive Growth
Second Stage Entrepreneurship shows the aspiring entrepreneur how to create significant growth as their company scales its way to the top through the development of organizational structure; from setting up an effective company culture; to structuring an effective sales team; to helping create stand out customer interactions.
Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson
Sales books are ubiquitous, but “Selling Fearlessly: A Master Salesman’s Secrets for the One-Call-Close Salesperson“, although beneficial to all salespeople, specifically targets the one-call-close simple-sale salesperson; addresses all the elements of selling; and spotlights the paralyzing fear factor that 80% of the 16,000,000 salespeople in the United States, who only do 20% of the business,… Read More
Selling From The Heart: How Your Authentic Self Sells You!
Sales have changed in the last 30 years. Gone are the days of manipulative and pushy salespeople who rely on charm to get sales. Selling From The Heart is the new economy where relationships matter and old-school techniques just don’t work anymore. Relationships are what will fuel your sales funnel and allow you to reach your sales… Read More
Selling To The Point: Because The Information Age Demands a New Way to Sell
If you are a salesperson, Selling To The Point can radically improve the way you work. Selling To The Point begins by showing that the whole idea of “selling” something to someone is over, finished, dead. Yes, it might be true that using your old ways, your buyer might eventually purchase something. But have you noticed… Read More
Seven Steps to Success for Sales Managers:A Strategic Guide to Creating a Winning Sales Team Through Collaboration
Master today’s breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond “old school,” “command and control” sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management… Read More
Seven Stories Every Salesperson Must Tell
‘Seven Stories Every Salesperson Must Tell’ takes you on a high-stakes sales journey, using stories to establish rapport and trust, deliver insight, inspire action and close the deal, and in doing so win new friends and collaborators. When you share purposeful stories in your client conversations, you’ll create more new business than you thought possible. Sharing… Read More