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Top Sales Library - a resource of all things sales

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21.5 Unbreakable Rules of Selling

23 September 2013 by jaqs@tsw

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 go nowhere. If you align your thinking and actions with these powerful laws of selling, you will be more effective and efficient. You will encounter less friction, require less energy, and get bigger results faster.

These 21.5 Laws are the rock foundation of selling. They may be invisible but they are undeniable — and unbreakable.

Filed Under: Book, General Sales, Sales

42 Rules to Increase Sales Effectiveness

10 February 2014 by jaqs@tsw

“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 language and tools of selling in today’s market.”

Filed Under: Book, Sales

52 Sales Management Tips: The Sales Managers’ Success Guide

17 March 2014 by Jacqueline Male

52 Sales Management Tips is written for sales managers who struggle within a corporate environment that doesn’t always support them or their development needs. Whether you are a sales executive, senior sales leader or a new, experienced or aspiring sales manager I’m confident you will find this book to be a valuable guide to consult whenever you are experiencing problems. Front line sales managers are facing unprecedented change. Managers are dealing with increased demands to do more with less and are still expected to drive sales performance.

This book was written for sales managers who understand the need to develop themselves. They have figured out that they must take charge of their own success.

Filed Under: Book, Sales Management

A Mind for Sales: Daily Habits and Practical Strategies for Sales Success

9 March 2020 by Jacqueline Male

Everybody knows the world of sales can be tough, and it’s easy to get discouraged when the rejections start piling up, and your customers stop picking up the phone. The wrong thought patterns can start to set in, and pretty soon you aren’t making your quota and are looking through job listings on your lunch break, waiting for the axe to fall.

Mark Hunter’s own start in sales was inauspicious, to say the least. He was fired from his first two stints before he began to learn the lessons that he covers in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as when your customers call you for advice, thanking you for improving their business, and …

Filed Under: Communication Skills, General Sales, Sales

Act Like a Sales Pro

20 January 2014 by Jacqueline Male

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 and inspire clients and win more sales than you dreamed possible! Act Like a Sales Pro shows you how acting and improv skills can enhance your own selling style, make you stand out in an increasingly competitive marketplace, and create a memorable buying experience. Easy-to-follow steps, exercises, and real-world coaching sessions help you move confidently from cold-calling to closing by applying techniques that have produced some of Hollywood’s most compelling stars.

Filed Under: Book, Presentations

Adapt or Fail: Process with Power

4 April 2016 by Jacqueline Male

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 buying process, and most importantly–close the sale. As Nick writes about deals closed in the past, ”Many of these projects failed because of the buyer’s lack of a deep understanding of their issues.” Adapt or Fail ensures your customers will make the right decision, every time!

Filed Under: Book, Sales Process

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

11 June 2014 by jaqs@tsw

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 totally dependent on their ability to get up to speed quickly.

Sales guru Jill Konrath offers both new and experienced salespeople a plan for rapidly absorbing new information and mastering new skills by becoming agile sellers. Readers will learn the mindsets, learning strategies and habits that they can use in crazy-busy times to start strong and stay nimble.

Filed Under: Book, General Sales, Sales Training

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

1 February 2016 by Jacqueline Male

“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 your go-to-market initiatives with strategic goals. Cespedes offers a road map to articulate strategy in ways that people in the field can understand and that will fuel the behaviors required for profitable growth. Without that alignment, leaders will press for better execution when they need a better strategy, or change strategic direction with great cost and turmoil when they should focus on the basics of sales execution. With thoughtful, clear, and engaging examples, Aligning Strategy and Sales provides a framework for diagnosing and managing the core levers available for effective selling in any organization.

Filed Under: Book, Sales Strategy

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

31 March 2014 by jaqs@tsw

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 last two decades have had very little impact on most of the sales population-less than 75 per cent of all salespeople, to be exact. Why? Because of the complexity, learning curve and difficulty in applying the concepts in these systems.

You can find the audio version HERE

Filed Under: Book, Sales

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

7 December 2020 by Jacqueline Male

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 his motto “Always Be Amazing!” an everyday lifestyle and shows how you too can become exceptional in business and in life. Drawing on the routines of incredible people, Shep demonstrates simple practices that can elevate …

Filed Under: Book, Customer Experience, Customer Satisfaction

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

2 June 2017 by Jacqueline Male

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. And it is a skill that can be learned.

Featuring self-assessment tools, hands-on exercises, and case studies showing Shore’s methods in action, Be Bold and Win the Sale is an indispensable resource for any sales professional.

Filed Under: Book, General Sales

Beat The Bots: How Your Humanity Can Future-Proof Your Tech Sales Career

17 February 2020 by Jacqueline Male

As a salesperson, you need confidence and passion to win. But as buyers and robots continue to gain power, it’s easy to feel beaten down in a world where customers no longer seem to need you. As deals fall through and commissions dwindle, you feel desperation begin to sink in. Blow after blow, you wonder: Am I going to lose the career I love—to a robot?

Anita Nielsen shows you how to get up off the mat and come out swinging. You don’t need another impractical system or framework that can easily be copied by any other sales professional. Everything you need to regain your confidence and win in this new sales landscape is already in you, waiting to be …

Filed Under: Book, Sales Trends, Self-Improvement

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

24 March 2016 by Jacqueline Male

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, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, “Beyond the Sales Process” reveals 12 essential strategies, including: Research your customer – Build a vision with them for their own success – Understand your customers’ drivers, objectives, and challenges – Effectively position and differentiate – Create and realize value together – Leverage your results to forge lasting–and mutually beneficial–relationships Reinforced by research from Aberdeen Group, SAMA, ITSMA, and other experts, this book will help you to grow with your customers–and take your sales performance to a whole new level.

Filed Under: Book, Sales Process

Business Without the Bullsh*t

24 February 2014 by jaqs@tsw

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 in the business world.

Filed Under: Book, Sales

Changing the Sales Conversation: Connect, Collaborate, and Close

21 April 2014 by Jacqueline Male

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 conversation.

Clients today are focused on business outcomes. They are interested in reducing risk. They turn to peers and social networks to self-educate before turning to salespeople. To engage them you must demonstrate that you know their world and that you are prepared with insights and ideas to add to what they already know.

Filed Under: Book, Relationship Selling

Coaching Sales People into Champions

6 May 2013 by jaqs@tsw

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 anyone in any situation.

You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution.

Filed Under: Book, Sales Coaching, Sales Management

Collaborative Selling

15 June 2014 by Jacqueline Male

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 other hand, guarantees you huge rewards, an endless flow of ready-to-buy prospects, and creates an environment for you to have incredible fun doing it. Before we go any further we have to clarify which method you have been using. Here’s a simple test that should give you a clue if you’re not already sure…

Filed Under: Book, Relationship Selling, Sales, Sales Closing

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

15 December 2017 by Jacqueline Male

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 media strategies and clever technology hacks. The book reveals today’s new breed of Chief Executive Buyers, the channels they use, the value narrative you need, and the mix of methods that works.

Filed Under: Book, Sales Prospecting, Sales Strategy

Conversations That Sell

7 April 2014 by jaqs@tsw

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 buyer’s attention and secure business. 

Based on the author’s five-step sales system, What’s in It for Them (WIIFT) – Wait, Initiate, Investigate, Facilitate, Then Consolidate – the book shows readers …

Filed Under: Book, Relationship Selling, Sales

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

4 October 2015 by Jacqueline Male

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 not a book on organizational leadership, nor is it a book on interpersonal coaching.  It is a book on how to effectively manage a sales force.

Neil Rackham (bestselling author of SPIN Selling) states in his foreword, “There’s an acute shortage of good books on the specifics of sales management.  Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.”

Now in Audio Format

Filed Under: Book, Sales Management

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

28 October 2019 by Jacqueline Male

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 B2B marketplace, Jeff Davis, a sales and marketing alignment expert offers a step-by-step guide for sales and marketing to join forces, thereby creating a partnership between the two to meet the new demands of the modern buyer.

Digital disruption has spurred B2B leaders to rethink the silo mentality that has been responsible for the dysfunctional relationship between sales and marketing. When alignment transformation is …

Filed Under: Book, General Sales, Sales Culture

Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance

21 September 2018 by Jacqueline Male

Those who do it right prove time and time again that sales coaching works. If you’re one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands.

Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job. It all comes down to three critical points that the vast majority of sales managers today are missing…

Filed Under: Book, Sales Coaching

Customerized Selling – Learn How Customers Want You To Sell

23 April 2016 by Jacqueline Male

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 considerable discrepancy between the capabilities that vendors think are important and those that customers actually want. Focusing on the latter, the book suggests ways to professionalise how you sell by incorporating customer expectations of salespeople into all aspects of sales engagements.

Customerized Selling targets all those involved in selling products or services in a business-to-business environment. The book is essential reading if you want to make your sales process a competitive advantage and stand out by selling in the way customers want.

Filed Under: Book, Customer Experience, Sales Process, Self-Improvement

Digital Sales Transformation In a Customer First World

17 November 2017 by Jacqueline Male

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 in a Customer First World will be your constant companion as you execute your Digital Sales Transformation strategy. At over 500 pages, it is packed with actionable knowledge as a blueprint for your journey. It guides you to define your Ideal Customer Profile, to Understand the Customer’s Business, to Build, Elevate and Expand Relationships, and how to Create and Communicate Value.

Filed Under: Book, Sales Tools, Sales Trends

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