Make every sales call count and be the ONE seller buyers want to talk to! With DISCOVER Questions™ , you will be able to differentiate yourself from the pack, create value for your buyers and connect is ways you never knew were possible. The research (over 15 years of it with sellers like you!) and… Read More
Current
Do You Mean Business? Technical/Non-Technical Collaboration, Business Development and You
In Do YOU Mean Business? Technical/Non-Technical Collaboration, Business Development and YOU, Babette Ten Haken, consultant and founder of the renowned blog, Sales Aerobics for Engineers®, shows you how to: Liberate yourself from the status quo of discipline-driven mindsets Develop the ability to simultaneously translate technical as well as non-technical information to colleagues and customers Understand… Read More
Emotional Intelligence for Sales Leadership: The Secret to Building High-Performance Sales Teams
Develop the critical soft skills required for high-performance sales… Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Learn how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on… Read More
Emotional Intelligence for Sales Success: Connect with Customers and Get Results
Even skilled salespeople buckle in tough selling situations–getting defensive with prospects who challenge them on price or too quickly caving to discount pressure. Those are examples of the fight-or-flight response–something salespeople learn to avoid when they build their emotional intelligence. Studies have shown that emotional intelligence (EI) is a strong indicator of success. In “Emotional… Read More
Enablement Mastery: Grow Your Business Faster by Aligning Your People, Processes, and Priorities
In Enablement Mastery, author Elay Cohen gives you his proven, straightforward, and effective method for aligning people, processes, and priorities with relevant learning, coaching, and communications. This book will show you how to build organizational value and multiply revenue outcomes by enabling your employees and partners to be the best they can be. Geared toward… Read More
Everybody Works In Sales: Here’s What You Need To Know To Achieve Success In Your Career
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
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: 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 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
I’ll Be Back: How to Get Customers to Come Back Again & Again
How do you build a business that thrives during good times and bad? Is there a strategy that can set up your company up for success, no matter what curveballs the world may throw your way? There is: Turn customers into repeat customers, and turn repeat customers into loyal customers. Renowned customer service and experience… Read More
Insight Selling: Surprising Research on What Sales Winners Do Differently
What do winners of major sales do differently than the sellers who almost win, but who ultimately come in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented $3.1 billion in annual purchasing… 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
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
Look Me In the Eye: Using Video to Build Relationships with Customers, Partners and Teams
Many relationships never progress past “you’re on mute.” Why? Essential qualities you may easily convey in person, like trust, empathy, and authenticity, get lost on video. Actor and virtual communications expert Julie Hansen shares eye-opening—and often counter-intuitive—techniques to adapt to the camera’s constraints and communicate with greater influence, credibility, and engagement. Whether you’re a salesperson, a business… 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.