The definitive resource for effective sales leadership, based on the proven principles of the Sandler Selling System. Here’s a mystery. We have a common language and a common process for every single department in the organization … except Sales. Everyone in Accounting talks the same language. In Marketing, there’s a very analytical process by which… Read More
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The Science of Closing the Sale: By Winning Relationships
In 30 years of sales coaching, one thing has been consistently clear – fostering deep relationships is the key to closing the sale and keeping long-term accounts. When you lose a deal or account, it’s usually because your competitors had better relationships. A relationship by itself is not enough, you still need a product or… Read More
The Science of Hiring Quota Busting Sales Teams
The purpose of this book is to help companies hire stronger salespeople. Research shows there is the huge gap between what science knows and what businesses do! The research is not something you can easily find on the internet or in any of the human resources or sales management journals. During our two years of… Read More
The Science of Selling: Proven Strategies to Make Your Pitch, Influence Decisions, and Close the Deal
Did you know that nearly half of salespeople fail to meet their quotas every year? Or that many of the most common sales behaviors drive down sales performance? In today’s fiercely competitive marketplace you can’t afford to lose sales that should be yours. But with so much conflicting advice from self-proclaimed “gurus,” how do you… Read More
The Self-Motivation Handbook
Do what needs to be done… Even when you don’t feel like doing it. From the author of the international best-seller The Acorn Principle, comes the newest book on motivating yourself to reach the highest levels of success.
The Success Cadence
Is there a strategy you can count on to deliver rapid, “hockey stick” growth to your company? The answer, according to David Mattson, CEO and President of the global organization Sandler Training, and Tom Schodorf and Bart Fanelli, veterans of the high-tech sales wars, is “yes.” Aggressive growth depends on a critical strategic decision: the… Read More
The Tall Lady With the Iceberg: The Power of Metaphor to Sell, Persuade & Explain Anything to Anyone
As the world becomes a noisier and busier place where people would rather tune you out than tune you in, communicating creatively is vital to success everywhere you are – in the office, in the Boardroom, on an interview, at a PTA meeting or on a Presidential campaign trail. 7 Signs You Need A Metaphor… Read More
The Three Value Conversations: How to Create, Elevate, and Capture Customer Value at Every Stage of the Long-Lead Sale
The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle The most successful salespeople understand that they are fundamentally storytellers. The reality is that to succeed in sales, you need to master the art of customer conversation. The best story told in the best way will… Read More
The TOP Sales Leader Playbook: How to Win 5X Deals Repeatedly
This invaluable Playbook was designed for modern sales leaders who want to win big. Based on extensive research and interviews with 41 Sales VPs from various industries, it contains 16 key ‘Plays’ to exponentially grow revenues and drive leadership success. It offers valuable insights and practical how-to’s from 16 recognized thought leaders as sideline coach… Read More
The Truth About Leads
The Truth About Leads is a practical, easy-to-read book shedding light on the secrets that help you focus your B2B lead-generation efforts, align your sales and marketing organizations and drive revenue. Written by prospect development expert and PointClear founder and CEO Dan McDade, The Truth About Leads debunks traditional thinking while uncovering the truths that… Read More
The Unapologetic Saleswoman: Breaking the Barriers, Beating the Odds (Kindle Edition)
Many women have been socialized to believe that being “good” involves being told by others what to do and what not do, going along with these requests, and apologizing and conceding when there is a conflict or disagreement. These learned scripts don’t go away when we find ourselves in front of a buyer; in fact,… Read More
The Wentworth Prospect: A novel guide to success in B2B sales
The Wentworth Prospect takes a deep dive into the high-stakes world of complex business-to-business selling. The story follows the fortunes of Sue Novak, a fledgling sales consultant, as she struggles to land the deal of her career. Her path to success is strewn with adversaries, corporate intrigue, power-plays and hidden agendas. Sue feels out of her… Read More
Uncommon Sense: Shift Your Thinking. Take New Action. Boost Your Sales
You’re a talented sales professional, but you face big hairy sales challenges every day and you just can’t seem to get anywhere. Uncommon Sense shows you how to shift your thinking and behavior to stand out from the pack and achieve bigger, better sales, faster. It’s time to dispense with the common nonsense of dusty… Read More
Using Technology To Sell
Using Technology to Sell: Tactics to Ratchet Up Results shows salespeople and sales managers the most effective ways to leverage a variety of technologies to increase sales and gain more customers. Topics include making the most of cloud-based customer relationship management software, putting social media to the best use, presenting on three continents simultaneously through advanced video conferencing, using advanced… Read More
Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely
Do you want to connect with buyers and win more sales in the new world of virtual selling? Do you want to learn how to develop strong relationships with buyers virtually, lead masterful virtual sales conversations, and become a top performing seller in this new environment? Recent world events have flipped sales on its head… Read More
Whale Hunting With Global Accounts: Four Critical Sales Strategies to Win Global Customers
Nothing grows your bottom line faster than new business with your global sales accounts, yet companies like yours are leaving billions on the table. There’s a tidal wave of offshore expansion, and if you’re not ready to grow globally with your customers, even your domestic business is at risk. In Whale Hunting with Global Accounts, Barbara… Read More
Whale Hunting: How to Land Big Sales and Transform Your Company
Using the ancient Inuit whale hunt as a metaphor for big sales, Whale Hunting gives you a clear nine-phase model for successfully finding, landing, and harvesting whale-sized sales accounts-the kind of sales that transform your business. Here, you’ll learn how to turn the dangerous endeavor of selling to large companies and big contracts into a… Read More
What’s in the C.A.R.D.S.?: 5 Post-Pandemic Sales Strategies: 5 Proven Strategies to Connect With Clients for Sales Success
As the economy continues to recover from the pandemic, modern consumers expect more out of their salespeople. Everything we knew about clients and consumer behavior in 2020 has changed, and in order to drive success in a post-pandemic economy, our approach must change as well. In 2021 and beyond, leading with empathy is the key… Read More
Who Comes Next? Leadership Succession Planning Made Easy
Every organization needs a plan for leadership succession, but few leaders know how to start the process. WHO COMES NEXT? solves that problem and easily guides you through the steps of creating and implementing a viable succession plan. This essential guidebook simplifies the process and gives you the tools you need to build and activate… Read More
Your Roadmap to Achieving Sales Success
Your Roadmap to Achieving Sales Success is a practical, no-nonsense guide for anyone looking to forge a successful career in B2B sales. It purposefully doesn’t deliver any new, ground-breaking revelations about selling. Instead it delivers good, common sense insights into B2B selling and provides the reader with a solid foundation on what is required to enjoy… Read More
Your Sales Management Guru’s Guide To: Slammed! For the First Time Sales Manager
This is the fourth book in the Sales Management Guru series and was designed with the same philosophy as the first three books-that Sales Leaders don’t have a lot of time and they have a lot of challenges. This is especially true of the first time sales manager, in many of my consulting projects or… Read More
Your Sales Management Guru’s Guide to. . . Leading High-Performance Sales Teams
In Your Sales Management Guru’s Guide series, sales management expert Ken Thoreson teaches sales leaders the essentials for leading and developing high-performance sales teams. In this book you’ll gain skills and techniques for leading and managing your sales team to the next level. There are 39 chapters literally jammed with hundreds of proven ideas that… Read More