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bookcategory: Sales

Lauran Star

Today women are entering the workforce and leadership field at an extensive rate; however, they are struggling to gain a real perspective on how to get ahead, what is expected, how to build strong alliances, and find work/life strategies. This lack of knowledge is creating a “one step forward two steps back” mentality as the tools required to succeed are hushed. This book focuses on how to pivot into your own empowerment. It explores strategies in leadership, communication, networking, moving forward and success while applying these tools to create harmony at home. Throughout the book, quotes from pivotal women talk about their struggles and how they find solutions both at work and at home.

Steven Rosen

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. With little support from the next-line of sales management and a lack of relevant courses and ongoing development you may feel stretched to the limit.
Overworked and under-supported front line sales managers are desperately looking for resources to improve their 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.
Steven Rosen has distilled over 20 years of my sales management, sales executive and sales executive coaching insights into one simple reference guide. He is always amazed at the positive reaction he continually receive when he shares these tips with the sales leaders that he coaches. Once you begin, you will immediately begin to benefit from his experience coaching mediocre managers into “star sales leaders.” You, yourself will become a sales leader to follow.

Andy Paul

Salespeople today face a fast-paced and increasingly crowded marketplace where meaningful product differentiation has all but disappeared. To compete success fully, sellers must set themselves apart in the eyes of buyers. Amp Up Your Sales shows anyone how to become the trusted sales professional who consistently wins new business. Customers are overloaded with information, overwhelmed by options, and short on time – so the salesperson who is always responsive and completely focused on value, is the one who will stand out from the crowd and get the sale. Combining leading-edge research with field experience, the book shows readers how to: maximize the value of their selling; accelerate responsiveness to build trust and credibility; earn valuable selling time with customers; shape the buyer’s vision; integrate persuasive stories into their sales process; and, build lasting relationships through follow-up and customer service. Insightful and practical, the book arms salespeople with a powerful set of strategies they can use to spur buyers to say yes!

Bizcast-for-CSBC-Website

Cindy Goldsberry

There is no magic bullet for sales success…and a focus just on sales skills, lead gen tactics and sales process only sets down a fraction of the groundwork required for achieving the critical success factors to revenue generation. Everyone knows the sales ecosystem has changed dramatically while old sales techniques and playbooks are no longer effective. It’s time sales professionals and organizations adopt a new paradigm for approaching and engaging with their ideal clients. ZFactor Sales Accelerator V2V assists sales professionals to meet buyers where they are, lead their prospects on a benefit-filled journey, and change perception of their role in sales as they experience going from being a Vendor to one of Value Creator – or partner.

“A game-changer book that makes you question what you’re doing and make changes to accelerate your success!” With a focus on the individual contributor, this book focuses on deeply understanding the thinking behind what a difference it makes when one truly creates value for others. Rich with stories, examples and self-coaching materials, this proven thinking methodology inspires sales professionals to become relationally and strategically relevant to their ideal prospects thus increasing the lifetime value of these relationships.

Joanne Black

Over the last decade, the rapid growth of social media, the emergence of the cloud, and a myriad of other technological developments have ushered in what pundits call “Sales 2.0.” But while much about sales has changed, one thing never will: People still buy from people they know, like, and trust.

 Pick Up the Damn Phone! focuses on the intersection of sales, technology, and referrals—the marriage of the old (relationships) with the new (technology). Each of these has its place in sales. In fact, they are interwoven, interdependent, and inextricably connected. In Pick Up the Damn Phone!, Joanne Black explores these connections and explains how to leverage the invaluable sales intelligence that new technologies provide—and how to know when it’s time to put away the toys and have a grown-up conversation.

Daymond John

In Display of Power: How FUBU Changed a World of Fashion, Branding and Lifestyle, Daymond John (Founder and CEO) gets to the heart of his unlikely run to the top of the fashion world, and shines compelling light on what it takes to succeed-from the dizzying street corners of his old neighborhood to the dazzling corner offices of corporate America-and what it takes to harness and display the power that resides in us all.

Jack Daly

HYPER SALES GROWTH — Jack Daly’s street-proven systems & processes. How to grow quickly & profitability.

Dive into three critical areas:

  1. Building a winning culture in your business. The thrust here is creating an environment in your business where your employees don’t begrudgingly come into work, but rather are excited to be working at your company. You can smell a culture. Spend 30 minutes or less at a company and you can describe the culture. It may be difficult to identify your own culture because you have become so much a part of it. However, every organization has one, and it’s vital to identify the key factors in yours and intentionally manage that culture. Those businesses which create such an environment, enjoy a competitive, sustainable advantage.
  2. Sales Management. The emphasis here is on recruiting top performers, coaching, training and building a high performance sales team. A Sales Manager’s job is not to grow sales, but to grow salespeople, in quantity and quality. They in turn will grow your sales. Key to the growing of a company’s revenues are two foundations: 1) the concept of leverage, whereby we can generate more business with less work and 2)systems & processes, built on a foundation of what’s been proven to work in the marketplace by top performers (best practices). The sad note is that sports teams (pro, college, high school) are generally run better than most sales organizations. Think of it in the context of Recruiting, Training, Practice, Systems of Measurement and game day Preparation.
  3. Sales. Here are the systems and processes that top performing sales professionals are using to separate themselves from the rest. Winning new customers, growing the ones they have, and differentiating themselves from the competition. The selling landscape is vastly different from that of just five years ago today. Access to information by the prospect and customer is readily available without a sales person. Today the salesperson must go deeper into the customer’s business, as well as a trusting relationship. When combined with sales techniques proven to build and nurture relationship selling, you are rewarded with repeat, longer term clients.

Robert Cialdini

Influence: Science and Practice is an examination of the psychology of compliance (i.e. uncovering which factors cause a person to say “yes” to another’s request).

Written in a narrative style combined with scholarly research, Cialdini combines evidence from experimental work with the techniques and strategies he gathered while working as a salesperson, fundraiser, advertiser, and in other positions inside organizations that commonly use compliance tactics to get us to say “yes.” Widely used in classes, as well as sold to people operating successfully in the business world, the eagerly awaited revision of Influence reminds the reader of the power of persuasion.

Cialdini organizes compliance techniques into six categories based on psychological principles that direct human behavior: reciprocation, consistency, social proof, liking, authority, and scarcity.

Steven Overman

A generation of people around the world, from Boston to Bangkok, from New York to New Delhi, are making everyday choices in ways that defy traditional logic. They are judging where and how their clothes were made, not just how they fit. They are thinking global but buying local. They are spending their money and their time, forming loyalties, casting votes and even enjoying entertainment based increasingly upon their desire to make a positive impact on others and the world around them. This new generation believes they can and must make the world better, and they expect business and government to get with the program.

The implications of the Conscience Economy are not “soft.” Ignore it, and your consumer or voter base will rebel, using a host of free tools and cheap connectivity to spread their rejection to peers around the world in real time. Leverage it, and Conscience Culture is a wellspring of financial upside. The Conscience Economy is the must-read guide to this unprecedented shift in human motivation and behavior. Author Steven Overman provides context, inspiration and some basic tools to help readers reframe how they evolve and grow whatever it is they lead—whether it’s a community, a business, a product, or a marketing campaign. From the boardroom to the startup loft, from the State Department to the pulsing marketplaces of the developing world, The Conscience Economy will help international leaders, influencers, investors and decision-makers to manage, innovate and thrive in a new world where “doing good” matters as much as “doing well.”

Tom Hopkins

This is a complete and practical guide which highlights the authors’ new strategic approaches to selling when the buyer initially declines or is resistant on a sales opportunity. Hopkins and Katt explain that most sales reps take a traditional linear approach to selling, but that the trick in closing is in taking a more creative and circular approach. That’s the key.

It all starts with how the buyer initially says, “No.” Too many sales reps don’t pay close attention as to how that’s presented. Hopkins and Katt point out that “no” may suggest all sorts of other options — avenues that can eventually lead to the buyer actually saying yes.

The authors introduce a novel concept called the Circle of Persuasion which offers sales reps a new approach in this potentially tricky process. Along the way, WHEN BUYERS SAY NO details prescriptive steps and even sample dialogues that will instruct and guide sales professionals on how to best cultivate buyer-seller relationships.

There’s particular emphasis on how to establish the kind of rapport that ultimately leads to a successful close.