Summarized into 8 pages with COMPLIMENTARY Audio MP3
Exceptional Selling
Jeff Thull
You may have the world’s greatest solution, but if you can’t communicate with relevancy, develop credibility and respect, and build clarity for your customers, your potential will be severely constrained. Leading-edge strategist Jeff Thull shows readers how to create a different kind of relationship with the customer and use powerful diagnostic principles to reframe the typical sales conversation.
Summarized into 8 pages with COMPLIMENTARY Audio MP3
Making the Number
Greg Alexander, Aaron Bartels, Mike Drapeau
Comparing a sales force to those of relevant peers leads to many opportunities to improve performance. Making the Number will show you and your sales team how to crush the competition. The authors take readers through their five-step methodology, showing how to select metrics; gather, compute, and compare external and internal data; and then actually use the data. Whether you are a sales rep, a manager, or a CEO, this book will show you a better way to make your number.
Summarized into 8 pages with COMPLIMENTARY Audio MP3
The Perfect SalesForce
Derek Gatehouse
Despite billions spent every year on personality profiling, sales training, motivation experts, coaches and incentives, there's never been a proven formula for building a sales force of top performers. Author Derek Gatehouse argues that sales is about people, not a process. The Perfect SalesForce is a return to people -- different types of people who excel naturally in different types of sales jobs.
Summarized into 8 pages with COMPLIMENTARY Audio MP3
The Ultimate Sales Machine
Chet Holmes
In the cut throat sales world a number of managers leap from one strategic trend to the next, becoming bogged down during the process instead of rising to the top. According to Chet Holmes –– known as “America’s greatest business growth expert” –– that doesn’t have to be the case if you take the time and focus. Holmes provides 12 key strategies to turn any business into what he deems “the ultimate sales machine.”
Summarized into 8 pages with COMPLIMENTARY Audio MP3
The Giants of Sales
Tom Sant
Sales theories come and sales theories go, but nothing beats learning from the original masters. The Giants of Sales introduces readers to the techniques developed by four legendary sales giants – Dale Carnegie, John Patterson, Elmer Wheeler and Joe Girard – and offers concrete examples of how they still work in the 21st century.
Summarized into 8 pages with COMPLIMENTARY Audio MP3
Bag the Elephant!
Steve Kaplan
If you are the owner of a small or medium-sized business, Bag the Elephant! will show you how to find the big company (or “Elephant”) that is right for your business and business needs, navigate your way through huge companies, identify and secure internal champions, build strong alliances, and position your selling approach for maximum effectiveness. Are you afraid that your company’s culture won’t be a good match for an Elephant’s culture? Business expert Steve Kaplan explains how to align them to get the most out of your relationship.
Summarized into 8 pages with COMPLIMENTARY Audio MP3
The Prime Solution
Jeff Thull
According to sales expert Jeff Thull, to succeed in value creation, you must have technical expertise in service and support, you must know how to sell your wares to needy customers, and you must be able to position your company as a “sole source” to customers over time. These are the essential tenets of The Prime Solution: a detailed explanation of how businesses can close the value gap that separates the value that is promised to customers from the actual value achieved.
Summarized into 8 pages with COMPLIMENTARY Audio MP3
The Dollarization Discipline
Jeffrey J. Fox, Richard C. Gregory
In The Dollarization Discipline, marketing guru Jeffrey J. Fox and management consultant Richard C. Gregory describe how organizations can measure and explain the financial impact of noncost benefits, including increased market share, increased sales volume, and increased pricing power. The authors explain that “dollarization” should be a discipline that businesses apply across a broad set of sales, marketing and management activities, forcing organizations to be customer-focused and customer-driven. Throughout The Dollarization Discipline, the authors describe how the difficult task of dollarization can be put into practice.
Summarized into 8 pages with COMPLIMENTARY Audio MP3
CustomerCentric Selling
Michael T. Bosworth, John R. Holland
Even if you are the best salesperson in your company, you could be even better. Forget everything you think you know about selling products to buyers — the rules are changing, and it’s about time. In , sales experts Michael T. Bosworth and John R. Holland lay out a new approach to sales, one in which salespeople stop forcing products on buyers and start listening to their goals, problems and needs. Stop giving your “expert” opinion on why a buyer should snap up your products, and start engaging decision makers in business conversations that yield results.
Summarized into 8 pages with COMPLIMENTARY Audio MP3
Mastering the Complex Sale
Jeff Thull
Thull presents a rigorous process for successfully completing the complex sale built around four phases: discovering the prime customer; diagnosing the complex problem; designing the complex solution; and delivering on the prime promise. A diagnostic approach, Thull argues, is the key to differentiating yourself from your competitors.
Summarized into 8 pages with COMPLIMENTARY Audio MP3
Sales Management
Robert J. Calvin
This summary offers a primer on creating and managing today’s sales force. Calvin covers everything from hiring and training to structure your sales force according to your company’s channel needs.
Summarized into 8 pages with COMPLIMENTARY Audio MP3
Secrets of Question Based Selling™
Thomas A. Freese
What salespeople ask and how they ask it is more important than anything they might say. Veteran sales trainer Freese offers a questions-based method that will help salespeople generate leads and close sales. The first step: using questions to make prospects curious about your service and product — and ready to listen to what you have to say.
Summarized into 8 pages with COMPLIMENTARY Audio MP3
SNAP Selling
Jill Konrath
In SNAP Selling, Jill Konrath alerts us to the fact that we are on the edge of a new age in selling — it’s no longer a numbers game. Today, you actually will be more successful if you make fewer calls, meetings and presentations. Konrath offers four SNAP rules to win more sales, and she teaches us that sales is an outcome not a goal.
