Proven techniques to master the art of the cold call Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it′s also one of the most dreaded for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak′s proven, never–experience–rejection–again system. Now… Read More
Sometimes You Need a 2X4: Practices, Tactics, Creative Ideas and Knowledge That Make Highly Successful Sales Professionals Great (Stuff They Likely Didn’t Cover in Your Sales Training)
Sometimes You Need a 2X4 explores sales practices, knowledge and creative ideas which separate the highly successful from the good and the good from the order takers. This book is purposely short and to the point but filled with solid practices and tactics from veteran sales superstars sure to help you grow in your sales… Read More
Stop Killing Deals
Why do so many companies struggle with sales? Organizations spend billions of dollars on sales training and tools, yet sales effectiveness is on the decline. This book unmasks three deadly assumptions that kill deals and harm sales organizations, then presents a framework for defeating those deadly assumptions and achieving scalable world-class sales performance. Implementing its… Read More
Stop Selling and Start Leading: How to Make Extraordinary Sales Happen
In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint… Read More
Succeed Without Selling: The More You Think About Selling, the Less You Will Sell
Being successful at sales has nothing to do with “selling”. The best salespeople are the ones who are curious, not closing. Succeed Without Selling contains everything a small business owner or sales professional needs to know about what it takes to be successful. From prospecting to discovery to referrals and strategic alliances, it’s all covered…. Read More
Success Principles: 11 Insights That Will Change the Way You Think & Sell
Eleven Insights that will change the way you think and sell. Discover the little known connection between your thoughts and success. Learn why strategies and techniques play a secondary role to one’s attitudes and beliefs, fears and …
Successful Selling When Your World Turns Upside Down
“You can’t use an old map to explore a new world.” Albert Einstein Memo to sales managers everywhere: Your job has changed. Your salespeople are not the same as they were mere months ago. And you now have different customers, too. Welcome to your new career – let’s explore how it’s different from your old… Read More
The 21st Century Ride-Along: How Sales Leaders Can Develop Their Sales Teams In Real-Time Sales Calls – Kindle Edition
Developing and coaching the sales team by sitting in on their sales calls is one of the best ROI opportunities open to any organization, large or small. This book shows managers how to use these “ride-along” sessions—whether in-person or digital—to make the sales team more efficient and productive.
The 40 Best Sales Techniques Ever: Conquer the Leaderboard, Crash President’s Club, and Make More Money
To succeed in sales, you don’t need another rah-rah self-help book or boring sales theories. You need the secrets of a sales professional who’s spent more than 20 years in the trenches and on the front lines of sales. The 40 Best Sales Techniques Ever is filled with the high-powered skills, secrets, and tips that… Read More
The Art of Commercial Conversations – When It’s Your Turn To Make A Difference
The ART of Commercial Conversations – When It’s Your Turn To Make A Difference is for all B2B Salespeople, Sales Leaders and Business Owners. It is for those who have an idea, a product or a service to share with others and who feels the time has come to MAKE A COMMERCIAL DIFFERENCE in this Connection… Read More
The CEO’s Guide to Getting More Out Of the Sales Force
Interest in sales force effectiveness from the CEO office is rising, because the top sales jobs in the United States turn over about every 18 months. The primary cause of this short tenure is the inability of the sales leader to deliver on revenue results. Yet, improving sales force performance can be internally disruptive and… Read More
The Chameleon: Life-Changing Wisdom for Anyone Who has a Personality or Knows Someone Who Does
Guided by an all-knowing chameleon, four unassuming birds play the roles of the personality styles. The insights gained from their interactions and struggles will lift you to new heights of understanding yourself. Let the wisdom of The Chameleon enable you to effortlessly adapt to the people and situations around you. There is no absence of… Read More
The Convenience Revolution: How to Deliver a Customer Service Experience That Disrupts the Competition and Creates Fierce Loyalty
Customers will pay for convenience. And they’ll choose to do more business over time with the people and companies that make their lives more convenient! Whether you’re trying to out-service a competitor or disrupt an entire industry, creating less friction and being more convenient for your customers should be your strategy. When you raise the… Read More
The Cult of the Customer: Create an Amazing Customer Experience that Turns Satisfied Customers into Customer Evangelists
In today’s competitive business climate, you can’t just satisfy your customers. You have to be better than that, giving them experiences that they won’t forget. Author Shep Hyken has spent thirty years studying great companies and the evangelists they create. In The Cult of the Customer, Hyken shows how to design a strategy that leads… Read More
The Future of Sales Compensation
How will best-in-class sales compensation programs look in the future? Find out in the newest book from ZS. Written by two of the world’s leading sales comp experts, ZS Principals Chad Albrecht and Steve Marley, The Future of Sales Compensation delivers forward-looking insights that can turn you into a sales comp innovator. The book has never-before-seen ideas… Read More
The Future of the Sales Profession: How to survive the big cull and become one of your industry’s most sought after B2B sales professionals
B2B sales is harder than ever before. Product lifecycles are getting shorter, sales cycles are getting longer, there are more competitors entering the market, and buyers are doing most of their research online before they even call you. When you finally get the meeting, buyers only want your best price. Despite all of this, your… Read More
The Hybrid Sales Channel: How to Ignite Growth by Bridging the Gap Between Direct and Indirect Sales
Customers are changing the way they buy. Why aren’t you changing the way you sell? Today’s customers have more buying options than ever before. They don’t care if it’s direct or indirect. They don’t mind if it’s not your preferred sales model. And they don’t like it when you try to tell them how to… Read More
THE INTENTIONAL SALES MANAGER
Until you harness the power of your own purposeful intention as a sales leader, your people will never deliver on their full potential. The Intentional Sales Manager shows how to launch, and sustain, the all-important process of personal and organizational transformation that drives the most successful sales teams.
The Introvert’s Edge: How the Quiet and Shy Can Outsell Anyone
Sales is a skill anyone can learn and master–and introverts are especially good at it once they learn how to leverage their natural strengths.Introverts aren’t comfortable with traditional tactics like aggressively pushing a product or talking over a customer’s objections. That’s the beauty of The Introvert’s Edge it doesn’t focus on the sale itself but on a… Read More
The Introverts Edge to Networking: Work the Room. Leverage Social Media. Develop Powerful Connections
“The introvert’s roadmap to success doesn’t look like that of an extrovert. We’re different and we should embrace that.” YOU’VE BEEN SOLD A LIE. One of the biggest myths that plagues the business world today is that our ability to network depends on having the “gift-of-gab.” This is nonsense. You don’t have to be outgoing… Read More
The Long-Distance Leader: Rules for Remarkable Remote Leadership
As more organizations adopt a remote workforce, the challenges of leading at a distance become more urgent than ever. The cofounders of the Remote Leadership Institute, Kevin Eikenberry and Wayne Turmel, show leaders how to guide their teams by recalling the foundational principles of leadership. The authors’ “Three-O” Model refocuses leaders to think about outcomes,… Read More
The Modern Seller: Sell More And Increase Your Impact In The New Sales Economy
In The Modern Seller, Amy Franko explains the factors behind this challenging new sales economy and its impact on customers, sellers, and leaders. She explains why it demands a modern seller: one who is a recognized differentiator, extends the value of his or her company’s offerings, and is viewed by his or her clients as the… Read More
The New Handshake: Sales Meets Social Media
This book offers an up-to-date and definitive explanation of how to build relationships via social media in the sales process and is a guide to encouraging sales people to embrace these revolutionary techniques. In The New Handshake: Sales Meets Social Media, coauthors Curtis and Giamanco present Sales 2.0, a significant expansion from selling via the traditional… Read More
The No.1 Best Seller: A Unique Insight into the Mind, Strategy and Processes of a Top Salesman
The No.1 Best Seller is a masterclass in professional selling, as seen through the eyes of a top salesman. Reflecting on an exemplary sales career, predominantly spent selling financial technology to the C-Suite and Investment Banking community, Lee Bartlett shares the mindset and methodology that have allowed him to consistently win the largest mandates in… Read More