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bookcategory: Sales

Dr. Kourosh Maddahi

Award-winning cosmetic dentist and best-selling author, Dr. Kourosh Maddahi, reveals the results of over three decades of research into our bodies’ first line of defense; the Microbiome. In The Toxic Overload, the reader is taken through dozens of studies and breakthrough scientific research that debunks the Hygiene Hypothesis and the concept of killing our complex network of good bacteria with the daily use of antibacterial and antimicrobial products, linking them to widespread rises in autoimmune disease and allergies. With a 30 day guide to a strengthened Microbiome and overall healthier body, Dr. Maddahi has laid open a completely new path to hygiene and whole-body wellness.

Shawn Casemore

You’re in big trouble if you rely on having “feet on the street” to generate new sales. Selling in today’s economy has forever changed. Buyers today are more challenging to reach and offer less of their time to anyone in sales. It’s time to rethink how we generate sales to create a sustainable model that produces consistent results.

This book addresses the shifts sales professionals, and their organizations need to make in introducing modern sales strategies. It provides insights and proven strategies for business owners, sales executives, leaders, and professionals — anyone who desires to create a rapid and sustained increase in their sales without investing significant time or money.

In a comprehensive review of the author’s work with global companies, Casemore introduces a model for “Unstoppable Selling” — capturing the strategies and tactics of how top-performing companies have continued to sell more each year, all while increasing the predictability of their sales growth.
This book contains powerful models, tools, and resources, including the Hybrid Sales Funnel, Rocket Fuel Referral Process, and the Market Maximizer. In addition, the book demonstrates how you can quickly establish your Unstoppable Sales Machine regardless of the size or sector of your company.

Andy Miller

 

The first book written on hiring salespeople based upon 85 years of organizational psychology research, data analytics on 2.1 million salespeople and the best practices of top performing sales organizations.

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 research it became clear the hiring process is highly flawed from the beginning. It’s the lack of understanding the actual job, poorly written ads, misplaced ads, ignoring Glassdoor ratings, bias in the process, poor interview skills, misused assessments and lousy onboarding to name a few. It’s no surprise 70% of new hires say the job was misrepresented!

In this book we answer your key questions…

  • What is the most effective hiring process in a tight labor market?
  • How to shorten your hiring process since the best talent is off the market in 2 weeks?
  • What are the best sources for finding candidates?
  • How do companies mess up the process before an ad is placed?
  • What type of ads attract the best sales candidates?
  • Which job boards outperform the rest?
  • How does ignoring Glassdoor hurt your response rate?
  • Which of the 12 selection methods are the most effective?
  • What are the 10 types of interview bias that hurt your efforts for diversity, inclusion and quality selection?
  • Why use assessments in the hiring process?
  • What are the 11 common assessment types and which is right for you?
  • What’s the difference between a behavioral interview and a motivational interview?
  • Why use a structured vs. a traditional interview?

 

Follow our playbook and watch your new salespeople outperform 50% of your sales organization and crush quota their first year!

Jeff Brandeis

No matter what you sell, this fully-illustrated, easy-to-read handbook breaks through the clutter of other sales “techniques” to help you close more deals than ever before, regardless if you’re a novice or pro. Written in an entertaining and conversational style, Done Deal redefines the sales process essential in today’s ever-changing world. Topics include: Gain Access, Determine Needs, The Presentation, Align with Buyer, Done Deal!

C. Lee Smith

In sales, there’s a lot of talk about qualifying the buyer. What’s the lead scoring say? Are they a marketing-qualified lead or a sales-qualified lead? Do they fit our ideal customer profile?

This is exactly BACKWARDS. Instead, you should be talking about how the buyer qualifies (and disqualifies) the seller. What determines who they invite to compete for the business?

Who do they call or email back? And who they share sensitive business information with?

This is the importance of Sales Credibility – the quality all salespeople must have before you can ever “earn trust” and become a “trusted advisor.”

This book reveals how salespeople build (and lose) credibility with the things you say and do every day. You’ll learn the secrets of building your sales credibility, so you can attract higher-value accounts, gain greater access to the real decision-makers, and sell from a position of strength. It also gives you the leverage to avoid dropping your price when budget is hard to come by.

SalesCred(TM) introduces the Hierarchy of Sales Credibility(TM) which is a 5-layer framework that allows you to see where you are on the credibility hierarchy and what you need to do next to get to the next level. The hierarchy is a roadmap which will help you be seen by sales prospects in the most credible light possible.

This book also enlightens sales managers on the new definition of credibility, the role it plays in sales, and how they can improve their team’s credibility for higher performance.

Darrell Amy

Would you like to grow revenue faster?

Revenue Growth Engine presents a strategy and a model to accelerate growth.

Whether you own a company, lead a sales team, or work in marketing, you share the same goal: revenue growth. In today’s economy, companies need to accelerate revenue growth.

Every company has a Revenue Growth Engine. This is the sum of their sales and marketing efforts. The problem is that most engines are not firing on all cylinders. There may even be important cylinders missing.

The good news is that when your Revenue Growth Engine is performing with all cylinders firing, you accelerate revenue growth!

In this book you will quickly see which parts of your company’s growth engine are not performing. You will discover the law of exponential growth and how to accelerate growth with ideal clients. You will find a big picture model for aligning marketing and sales to drive growth. Then, Darrell walks you step by step through how to improve each component of your growth engine.

Steve Rigby

A Joyous Journey to Sales Success

In a world full of quick fixes and hyper-aggressive focus on systematized sales, S.M.I.L.E. takes readers on a different path: better sales and better living through relationship building. Written for both rookie and veteran real estate agents and salespeople everywhere, this book is the antidote to the frenzied, formulaic, and pressure-driven sales tactics so common in the real estate world and other industries.

”Reading S.M.I.L.E. will not just make you a better salesperson, but a better parent, spouse, friend, and person. The lessons told in this business parable are the foundation for a long and successful career in sales and what is needed to save the integrity of the sales industry today.”
–Harry Roberts, cofounder of Mattress Firm

”Steve Rigby has written a delightful parable with an important message: When it comes to people and profits, think both/and, not either/or. The best salespeople know that a focus on both relationships and results is necessary for success. Read this book, apply Steve’s principles, and get your S.M.I.L.E. on!”
–Ken Blanchard, coauthor of The New One Minute Manager® and Servant Leadership in Action

Mark Hunter

“High-Profit Prospecting” digs deep into the specific techniques sales leaders use to keep their pipeline full of the RIGHT prospects. Consistently closing more sales at top dollar is possible only with prospecting strategies that surpass what your competitors are doing. In his book “High-Profit Prospecting,” Mark Hunter shows you how to do exactly that!

Beverly D. Flaxington

If you’re an entrepreneur, if you own a business, or if you plan to start one-you’re a salesperson, whether you identify as one or not. That can be a scary idea, particularly if you associate the idea of sales with being pushy or aggressive. But the bottom line is that you or someone on your team must sell effectively, in order to take your business to the next level. Sales permeates every aspect of your business, and happens every time you remind a customer why they should do business with you. It involves strategy, focus, and repeatable tactics for success. The Essential Guide to Selling for Entrepreneurs and Small Business Owners are here to help. Veteran coach and consultant Beverly Flaxington shows you that selling is about meeting needs, developing relationships, and leveraging those relationships to build and grow your business. You’ll learn how to sell in a comfortable, professional manner to both meet and exceed your current goals. “Another fantastic guide for those of us on the unique journey of entrepreneurship. What works for me is the step-by-step process. This allows me to see where I am in the process and what I’m missing. Bev is a great coach in person and in print. If you want to move toward success, this book is a must read!” -Dr. Kimberly Besuden

David J.P. Fisher

“If you could cross the late, great, sales coach Zig Ziglar – a master of face-to-face relationship selling and networking – with Gary Vaynerchuk, the digital marketing and social-media pioneer – what you’d get would think and act an awful lot like David J.P. Fisher.”
-Dean Rotbart, Monday Morning Radio

Technology has fundamentally shifted how prospects buy…which means that salespeople have to catch up and change how they sell. You don’t have to surrender your personality and drive to the robot overlords, but it’s critical to leverage all of the tools available. With the right approach, integrating technology into daily sales activities multiplies your ability to engage and provide value.

Learn how to navigate the new Sales Matrix™ and find opportunities by building relationships with a broad cross-section of prospects, clients, and partners. Information has become a commodity and there are new resources that separate the mediocre from the masters: influence and access. The Hyper-Connected world rewards those that can bring together people, insights, and opportunity.

At its core, selling is a human-to-human activity. That won’t change no matter how much technology we add to the mix. Old-school communication tools haven’t gone out of style. Quite the contrary, they’re your most powerful asset. Discover how to become a trusted Sales Sherpa™ for your prospects and integrate yourself into your customer’s buying journey.

David J.P. Fisher (best-selling author of Networking in the 21st Century) shows how the sales professionals that will survive and thrive in the new world can learn to integrate technology into their existing relationships.