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bookcategory: Sales

Paul Jankowski

Speak American Too: Your Guide to Building Powerful Brands in the New Heartland is the definitive field manual to marketing in the New Heartland, one of the nation’s largest and most powerful cultural segments representing nearly 60% of U.S. consumers.

This book combines new research findings from the first ever New Heartland Consumer Research Study, along with case study examples to familiarize you with the New Heartland consumer, and provides guidance on the principal channels of access through which we can be reached and influenced. Learn how the Core Values of Faith (not religion), Community and Family impact buying behavior and create a unique brand filter in the New Heartland. Discover the five key points of access that brands have the best opportunities to engage the New Heartland consumer: Music, Food, Sports, Outdoors and Social Media.

Finally, by examining current tools and strategies employed by brands today, you will be able to understand how to leverage these devices when designing your own New Heartland brand campaign, and read plenty of case studies that show just where brands went right or wrong.

This book gives every marketer the practical tools and know-how to make sure your brand campaign can Speak American, connect with New Heartlander core values, and be relevant in the places and spaces they live.

Speak American Too: Your Guide to Building Sustainable Brands in the New Heartland is not only a guide to understanding this culture, but a blueprint for brands to use in designing their effective New Heartland campaigns.

Colleen Francis

Put an end to boom and bust sales cycles – once and for all!

Do your company’s sales results lurch between highs and lows – with the end of each quarter reduced to a mad scramble to meet quota? For many sales organizations, the pattern is commonplace and unshakeable. Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results – every quarter, from every member of the team.

The secret is to broaden the focus from merely closing deals to actively nurturing the four critical stages of client engagement: Attraction: Fill the funnel with lucrative prospects; Participation: Turn them into customers faster; Growth: Invest in valued clients; and Leverage: Turn customers into referral generators.

When companies concentrate on only one or two of these areas, their results become erratic. With the field-tested strategies in Nonstop Sales Boom, readers will learn how to systematically attract a regular flow of prospects and move them smoothly through the pipeline.

Packed with enlightening examples of sales disasters and standouts, this practical guide brings balance to the selling process, reliability to revenues, and booming sales all year long.

Lee B. Salz

It’s the revolving door on sales teams. Executives hire who they believe to be great salespeople, but the results never come – and the salespeople are let go. This perpetual cycle eradicates profits, makes revenue targets pipe dreams, and has sales leaders pulling out their hair in frustration.

Despite these issues, executives continue to try to “hire great salespeople.” That three-word expression is exactly what “Hire Right, Higher Profits” is all about. Sales management strategist, Lee Salz shows you how to stop the vicious cycle by treating hiring decisions as you would any other investment.

He begins the book by challenging readers with the $25,000 Revenue Test which most executives fail. Then, he hits readers between the eyes with the statement “there are no great salespeople” and offers proof of it! He also cautions those executives – who view the competition as their primary sales talent source – of its risks.

But Salz doesn’t stop there! He challenges executives to shift their perspective from hiring salespeople to investing in revenue. Each salesperson represents a revenue investment made by the company with the core objective of receiving a fast, high return on it – no different than when companies invest in sales strategies, tactics, and ideas to grow revenue.

“Hire Right, Higher Profits” teaches executives how to determine what type of revenue investment is needed, evaluate revenue investment candidates and get a fast, high return on the investment made in their new salespeople. In this widely-acclaimed book, you learn how to:

  • Shift your executive team’s perspective from hiring salespeople to investing in revenue
  • Identify the factors that affect revenue investment performance – the causes of salesperson success and failure in the role
  • Scrutinize a salesperson’s resume to get to the truth
  • Assemble a screening program to adeptly evaluate investment candidates so you select the right ones
  • Avoid the common mistakes executives make when they recruit salespeople from the competition
  • Protect the revenue investment through structured sales onboarding and enablement
  • Design sales onboarding curriculum to get a fast, high return on the new revenue investments
  • Assess revenue investment performance both during and post-onboarding

 

“Hire Right, Higher Profits” is a step-by-step, practical guide teaching you how to implement the revenue investment concept in your company – impacting both the top and bottom lines. It’s a fun, educational read that is chock-full of stories as you learn how to build a world-class sales force. The methodology presented in the book can be implemented in any company, in any industry, of any size. The book is not based on scientific studies, but rather on real-world, field-tested sales management practices that Lee Salz has developed and used for over twenty years. Whether you are a seasoned executive or new sales manager, this book has everything you need to hire right.

Bob Urichuck

Sales is the lifeline to your bottom line.  Without sales, there are no transactions, without transactions there is no revenue, without revenue organizations would not exist, and no one would have a job.  The world revolves around sales.  However, the profession can soon become extinct, as we can buy everything we need over the internet, unless salespeople change and bring more value to the buyer.

Today’s new economy of buyers requires salespeople to be “Buyer Focused” not self-centered, brand-, product- or service-focused as in the past.  Today, it is all about the buyer – their needs, desires and budget, not yours.  That is where the “Buyer Focused” Velocity Selling System comes into play.

Stop chasing buyers and learn how to attract, engage and empower buyers to buy, from you.  Attract by positioning yourself as an expert in your market, engage by building rapport and asking questions, and empower by allowing for buyer ownership of ideas and solutions.

Buyers have a system that they follow when buying; they are in full control of the process.  Salespeople think they are in control, but in reality they are out of control as they are the ones being rejected.  Is it not the sales professional’s job to qualify the buyer and reject them if they are not qualified, while maintaining the relationship for future business?

Competencies are developed through behavior – practice, but are driven by a desire to be competent in something – that comes from Attitude, the foundation of all successful people.  The structure for the book is as simple as A, B, C, D = Attitude, Behavior, Competencies and Discipline – respecting a commitment to the most important person in the world and doing what you have to do, even when you don’t want to do it.