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booktag: sales

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.

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.

Kaihan Krippendorff

A Fast Company blogger and former McKinsey consultant profiles the next generation business strategists: the “Outthinkers” “Outthinkers” are entrepreneurs and corporate leaders with a new playbook. They see opportunities others ignore, challenge dogma others accept as truth, rally resources others cannot influence, and unleash new strategies that disrupt their markets. Outthink the Competition proves that business competition is undergoing a fundamental paradigm shift and that during such revolutions, outthinkers beat traditionalists. Outthink the Competition presents stories of breakthrough companies like Apple, Google, Vistaprint, and Rosetta Stone whose stunning performances defy traditional explanation and will inspire readers to outthink the competition. Core concepts in the book include: Discover the Eight Dimensions of Disruption Learn to play by the Outthinker Playbook Develop the Five Habits of the Outthinker Implement the Outthinker Process It’s time to buck tradition in order to stay ahead. Outthink the competition and uncover opportunities hiding in plain sight.

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.