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booktag: sales

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.

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!

Julie Cottineau

Julie Cottineau is the Author of the Best-selling book “TWIST: How Fresh Perspectives Build Breakthrough Brands” (Panoma Press, 2016). She is the Founder and CEO of BrandTwist, a branding consultancy, and Brand School – the premier branding program for entrepreneurs, nonprofits and small businesses. Her TWIST approach applies best practices from across brand sectors and leverages them for innovative and impactful solutions. Prior to starting her own company, Julie honed her branding chops as the VP of Brand for Richard Branson’s Virgin company and at Interbrand and Grey global.

While at Interbrand, Julie served as the Executive Director of Consumer Branding as well as the Director of Naming and Verbal Identity. Key name creation and naming architecture brand work includes: American Heart Association, Orbitz, Subaru Tribeca, Stoli Elit, Heinz EZ Squirt ketchup, multiple Virgin brands, and Verizon.

She has been an adjunct professor of marketing at both Cornell and Columbia and often speaks about corporate and personal branding in top business media such as Entrepreneur Magazine and CNN. Her own life has been filled with magical TWISTS which have taken her from New York to Paris, and back again. She now lives in the Hudson Valley with her French husband and two wonderful children.

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.

Evan Sanchez

Lack of sales results and performance gaps are typically addressed with more skills training, more product or service knowledge, and perhaps the latest customer relationship management (CRM) system. While these are important, it is not enough. If it was, we would not see such a wide gap between the top performers and the core. Sixty percent of all sales are made by the top 10% in sales. Evan Sanchez delivers the winning mindsets, insights and solutions he uses to raise performance at some of the most successful companies in the world. The book’s modular format allows readers to grab quick insights to springboard performance. Readers will benefit from the many tools, assessments, and coaching tips for direct application. The winning mindset will provide transformational steps to develop and sustain high levels of confidence and ambition through positive beliefs, attitudes, and behaviors. Evan Sanchez teaches company leaders, sales representatives and even non-sales oriented professionals how to thrive in business as they build the mindset for success in life and in business. Sell like a Champ will soon be a must-read for high-performance individuals and teams and put the smack down on sales chumps!

Stu Heinecke

Sales and marketing teams are told to fill the funnel, increase revenues, and move the needle on market share—then left to their own devices to penetrate their assigned accounts and prospects.  It’s a gap in many companies’ go-to-market strategies that is easily filled with “Contact Marketing,” a concept introduced by Stu Heinecke, best-selling author of How to Get a Meeting with Anyone.  In the book, Heinecke details twenty categories of Contact Marketing campaign types that have generated response rates as high as 100% and ROI figures in the tens, even hundreds of thousands of percent.  Heinecke, a hall of fame-nominated marketer and one of The Wall Street Journal cartoonists, has used his cartoons for years to break through to presidents, prime ministers, celebrities and countless C-level executives and top decision makers.  Others have used pigeons, social media, research, swords, personalized videos, contact letters run as full-page ads in The Wall Street Journal, media exposure and so much more.  Thousands have reported great leaps in sales productivity from reading How to Get a Meeting with Anyone.  Now it’s your turn to join the movement and expand your scale.

Jamie Crosbie

At Last, a book for sales managers built on real world sales experience. This book offers a fresh, up to date perspective on sales organization fundamentals.

Whether you are a sales manager or an up-and-coming sales rep, this book offers practical advice on sales organization, relational selling and authentic leadership that works.

This book can help you learn how to:

  • Creating client and sales organization win-wins
  • Properly structure to create an exceptional sales team
  • Increase your closing rate while boosting client satisfaction
  • Improve sales and build long-term success
  • Keep your sales reps motivated and happy

Dave Kurlan

Baseline Selling – How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today’s sales “experts” with an elegant and very effective simplicity. Studies have shown that the selling techniques of the last two decades have had very little impact on most of the sales population-less than 75 percent of all salespeople, to be exact. Why? Because of the complexity, learning curve and difficulty in applying the concepts in these systems. In response to the urgent need for a flexible, innovative process that will enable people to grasp the essential skills necessary to close a sale in any situation, Baseline Selling reemphasizes the fundamentals of selling in a fresh, memorable way that modern sales professionals can relate to and utilize, and above all, one that complements and enriches advanced sales methodologies. Salespeople who read this book and put its wisdom to work will succeed at acquiring more opportunities as they learn to get appointments more easily. They will excel at creating opportunities with prospects who are “not interested”. They’ll sell at higher margins by using the “Rule of Ratios”. Their closing percentages will improve dramatically as they implement the simple Inoffensive Close”. Salespeople selling commodities, struggling to differentiate themselves, will love “Commodity Busters” and every salesperson will be able to shorten their sell cycle by “Taking a Lead”. Quite simply, Baseline Selling introduces a way for salespeople to visualize and touch all the “sales bases” without over-complicating the process.