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bookcategory: Showcase

Tom Spitale and Mary Abbazia

A practical guide for inexperienced marketers who have to develop a marketing strategy With technology being built into products of all kinds, many businesses are hiring scientists, engineers, and designers to fulfill strategic marketing and product management roles. The Accidental Marketer is a practical guide for employees who are now responsible for developing strategy. These marketers will be able to immediately and successfully apply the ten tools featured in the book to create powerful plans that increase sales and profits for any product in any industry. Explains how great marketers uncover insights about customers that competitors miss and use new insights to create a range of strategic options for their marketing plans Shows how the best marketers execute their strategies through developing innovative branding and communication plans and value propositions The Accidental Marketer allows any inexperienced marketer to step into a new role and develop an effective strategy.

Dale Carnegie

For more than sixty years the rock-solid, time-tested advice in this book has carried thousands of now famous people up the ladder of success in their business and personal lives.

Now this previously revised and updated bestseller is available in trade paperback for the first time to help you achieve your maximum potential throughout the next century! Learn:

  • Three fundamental techniques in handling people
  • The six ways to make people like you
  • The twelve ways to win people to you way of thinking
  • The nine ways to change people without arousing resentment

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.

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.

Dan Waldschmidt

Everything you think you know about success is wrong! Set Goals. Work Hard. Be Persistent. That’s the typical success advice you can probably repeat in your sleep. The type of advice that doesn’t seem to work for you — or anyone you know, for that matter.
You work your butt off, but at the end of the day, you’re no closer to success than you were yesterday. The ugly truth is that it’s not what you’re doing that is holding you back.
It’s who you are. It’s the baggage between your ears that keeps you from achieving your dreams and goals. That’s why Dan Waldschmidt is changing the conversation about success. It’s why you need to have an EDGY conversation.
EDGY Conversations is a gut-wrenchingly honest, no-holds-barred discussion about what it takes to be success today. It’s based on the stories of 1,000 ordinary people in business, math, politics, sports and science who achieved mind-blowing feats of extraordinary greatness.
EDGY is how ordinary people become extraordinary.

David Sturt

Great work lives inside all of us.

We’ve long been told our ability to succeed depends on our IQ, talent, education level, gender, job title, or when and where we were born. Great Work turns that conventional thinking on its head to reveal that innovation can come from anyone, anywhere.

Especially you.

With insights from the largest-ever study of award-winning work, Great Work reveals five practical skills that will help you ideate, innovate, and deliver work that gets noticed and appreciated.

Great Work is filled with stories of real people in real jobs who did what was asked and then added something extra–a personal touch all their own–to deliver better-than-asked-for results. Their stories will inspire you to write your own page in the book of human progress.