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booktag: sales

Steve Napolitan

Get the proven 3-step process to attract more leads, gain more clients and, most importantly, increase revenue.  This book will show you how the proper art of selling, done with care and appreciation–leads to greater personal and business fulfillment.

No matter what area of business you are in, this will enhance your ability to influence results across all facets of your business; sales, negotiation, leadership, and/or joint business ventures. In this book, you will learn:

  • How to simplify marketing, while maximizing your effort.
  • How to build your business with the right message, so that you capture your perfect client.
  • How to share your business, so you can consistently attract clients.

Chuck Reaves, CSP, CPAE, CSO

What every Chief Sales Officer needs to know about the advanced and changing world of sales. In this allegorical book, the reader learns how sales is now embracing Kaizen for Sales, Real Sales Automation, Supply Chain Selling, sales analytics and a host of other sales concepts. A Leader’s Guide and Student Handbooks are available to facilitate in-house sales development.

Deb Calvert

Make every sales call count and be the ONE seller buyers want to talk to! With DISCOVER Questions™ , you will be able to differentiate yourself from the pack, create value for your buyers and connect in ways you never knew were possible. The research (20+ years with sellers like you!) and anecdotes from actual sales calls will show you exactly how to become more effective in all stages of your sales process. You will advance the sale more efficiently when you use DISCOVER Questions™ and the sales approach described in this book.

Mark Hunter

High-Profit Selling: Win The Sale Without Compromising on Price

Too many sales professionals rely upon discounts to close sales, but there is a better way to build profit.  In Mark Hunter’s book High-Profit Selling, he shows how to avoid making costly concessions.  He outlines proven strategies to help salespeople identify the right prospects, better communicate value, and close more effectively.  It is possible to win the sale without compromising on price, and this book shows you how!

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

David Newman

As a small-business owner or solopreneur, you wear many hats–perhaps the most important of which is marketer.

But these days, with so many new ways to reach customers and clients — and only so much time in the day — it’s hard to know where to start. Should you be using social media? Email? Blogs? Video? SEO?

Small business marketing doesn’t have to be a mystery. It’s just a series of simple decisions (and the action steps to implement those decisions) that will help you regain the clarity, confidence, and control you need to succeed.

Do It! Marketing is a quick read and an encouraging kick in the pants that will reignite your marketing mojo. The underlying premise is that “only action creates results.”

Packed with do-this-now ideas to attract, engage, and win more customers and clients, this no-nonsense book reveals how to:

  • – Avoid blah, blah, blah marketing
  • – Use magnetic marketing strategies that pull (not push) qualified prospects into your world
  • – Get noticed using the power of 3PR
  • – Position yourself as the go-to expert in your field
  • – Become the obvious choice by building your Thought Leadership Platform
  • – Do social media right
  • – Zero in on your customers’ pain/gain factors
  • – Learn to speak prospect language about prospect problems
  • – Generate a steady stream of referrals
  • – Identify and focus on high-payoff marketing activities
  • – Gain clarity, confidence and control so you sell more – more easily and more often
  • – Cultivate and leverage enthusiastic advocates
  • – And more

Energetic, inspiring, and filled with concrete strategies, tactics, templates, and tools, Do It! Marketing shows you how to stop “marketing by accident” and start outsmarting, out-positioning, and out-executing the competition.

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.

Christopher Brown

BECOME THE ENVY OF YOUR INDUSTRY WITH A CUSTOMER-CENTRIC CULTURE 

For the first time, this groundbreaking guide unlocks the secrets used by Amazon, Virgin, Apple, Starbucks, and salesforce.com. It creates a guide for success based on three years of scientific study drawing insights from more than 100 businesses to identify seven key factors. When implemented together these factors have been proven to drive superior business performance. Customer culture is as fundamental to business performance as breathing is to living. It is the life force of your business. This applies no matter what your industry sector.

And with the evidence-based methods in this book, you can replicate their success in your business!

The Customer Culture Imperative reveals the key disciplines of customer culture that consistently predict enhanced, sustainable business results. Each one is linked to a particular strategy and drives predictable and measurable improvements in one or more business performance factors–from innovation and customer satisfaction to growth in sales and profits to higher rates of new-product success. It gives you the tools to:

  • – Inspire everyone in the company to embrace a customer-centric culture
  • – Unify efforts across units by creating a “common language” for change
  • – Collect and measure data from your efforts and benchmark your progress
  • – Make change long term so you leave a legacy of an enduring business

 

Creating a customer-centric company takes more than making an investment in the customer service department and systems. It’s about building a culture in which the customer is at the heart of all decisions made within every function and unit. What’s best for the customer is what’s best for business. Make that a part of the DNA of your organization, and you will lead your company to unprecedented success. Guaranteed.

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.