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
Current
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 Joshua Principle, Leadership Secrets of Selling
Joshua Peters is a salesman in crisis – after losing a key deal his boss threatens him with the sack and he has doubts concerning his choice of career. His father is a sales veteran who progressed all the way to CEO but with their relationship at an all time low he struggles to help…. Read More
The Key to the C-Suite
With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. These days, it is crucial for sales professionals to understand the financial metrics senior level executives use to make strategic buying decisions and be able to communicate the positive effect their products or services will have on a… 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 Long-Distance Team: Designing Your Team for Everyone’s Success
From the experts who brought you The Long-Distance Leader and The Long-Distance Teammate comes the proven and practical guide for leaders to consciously design teams, define and create their desired culture, and encourage and nurture employee engagement-all from a distance. Team design and culture are often presented as separate concepts when they are in fact… 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
The Only Sales Guide You’ll Ever Need
Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he’d never become the next Mick… Read More
The Perfect Close: The Secret To Closing Sales – The Best Selling Practices & Techniques For Closing The Deal
If you want to discover how to close sales using the absolute best practice (one that’s non-pushy, flexible, natural & easy to learn) then read this book. Author James Muir shares unique insights on how ‘closing the sale’ can be done with a natural, non-pushy sales strategy that breaks the stigma often associated with professional… Read More
The Platinum Rule: Discover the Four Basic Business Personalities and How They Can Lead You to Success
In this entertaining and thought-provoking book, Tony Alessandra and Michael O’Connor argue that the “Golden Rule” is not always the best way to approach people. Rather, they propose the Platinum Rule: “Do unto others as “they’d” like done unto them”. In other words, find out what makes people tick and go from there.
The Presentation Lab: Learn the Formula Behind Powerful Presentations
Based on a proven process from one of the world’s most prominent presentation consultancy and design firms,The Presentation Lab challenges everything you thought you knew about creating and delivering engaging business presentations. Author Simon Morton shares his unique Presentation Optimization methodology and takes readers on a journey of evolution and revolution to discover what makes… Read More
The Right Hire – Attract and Retain the Best People
The cost of the typical bad hire can cost a company up to ten times the person’s annual salary. Given the exceptionally high stakes, organizations need a clear, proven process to follow in this area. All too often, there is no such process. Download a sample chapter here
The Road to Excellence – Kindle Edition
Most leaders are passionate about their business, and if they had better ideas for how to grow their company, they would use them. They really do want to move their company into the top rank … but they have learned first-hand that just wanting that is not enough. They work very, very hard … but… Read More
The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares… Read More
The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
Raise your hand if your company needs more new customers. I suspect your hand is (figuratively) up. This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To… Read More
The Sales Manager’s Guide to Greatness: Ten Essential Strategies for Leading Your Team to the Top
Straightforward advice for taking your sales team to the next level! If your sales team isn’t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager’s Guide… Read More