Top Sales Library - a resource of all things sales

Current

21.5 Unbreakable Rules of Selling

by

There are universal laws of selling that determine whether you succeed, or don’t succeed — whether you earn enough to enjoy the lifestyle you want or struggle to make ends meet. When you align the wind with your sails, you move effortlessly across the water. When your sails are out of alignment, you flounder and… Read More

42 Rules to Increase Sales Effectiveness

by

“We all sell everyday. Sales professionals consciously look for ways to hone their skills. Some of you may not be aware that the disciplines and fundamentals of sales can impact your own personal effectiveness. Whether your are a professional enterprise salesperson, CEO, consultant, venture capitalist, engineer, teacher, student or aspiring up-and-comer, you should know the… Read More

Act Like a Sales Pro

by

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

by

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

Agile Selling: Get Up to Speed Quickly in Today’s Ever-Changing Sales World

by

Sales expert Jill Konrath offers powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. This rapid change is often overwhelming, and sellers face an intense pressure from their bosses to deliver immediate results. Their livelihoods are… Read More

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

by

“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

Baseline Selling: How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball

by

Baseline Selling – How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today’s sales “experts” with an elegant and very effective simplicity. Studies have shown that the selling techniques of the… Read More

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

by

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

by

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

by

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

Business Without the Bullsh*t

by

In BUSINESS WITHOUT THE BULLSH*T, James explains how to clear the clutter from your work life so you can achieve real and lasting success. Full of the bluntest secrets from the most successful workers, BUSINESS WITHOUT THE BULLSH*T gives you the essence of what you need to know to achieve a successful and meaningful career… Read More

Changing the Sales Conversation: Connect, Collaborate, and Close

by

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

Coaching Sales People into Champions

by

Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach… Read More

Collaborative Selling

by

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

by

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

Conversations That Sell

by

Today’s buyers want more from sales professionals than a simple consultation… What they’re hungry for are meaningful, collaborative conversations built on mutual value and trust, that result in a Win3 …where they, the seller, and the organization, achieve a winning outcome. “Conversations That Sell” introduces sales professionals to the collaborative conversation skills they need to capture the… Read More

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

by

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

by

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

by

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

by

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