Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales.

#ad
HarperCollins Leadership #ad - A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want. Can you handle the truth? can succeeding in sales be as simple as hooking up the latest crm tool or perfecting your social media profiles and waiting for qualified leads to automatically show up in your inbox? Are you having trouble believing what the new self-proclaimed “experts” keep posting on LinkedIn and beginning to question their proclamation that everything in sales has changed?Welcome to the world of sales, where the one constant you can bank on is the noise from so-called experts and thought leaders who want to convince you everything has changed and that you need their latest tools, toys, or tricks to stay even or get ahead of the pack.

Here’s the truth: many of these so-called sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results. The number of “likes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to the typical seller or sales team.

Sales Truth: Debunk the Myths. Apply Powerful Principles. Win More New Sales. #ad - What has worked exceedingly well in sales and sales management for the past couple of decades is still the not so secret to sales success today, and you can discover these accessible, simple truths and best practices that will drive the results you want in this bold new book. Mike weinberg, bestselling author of New Sales.

Simplified. Simplified. Brings sanity back to the sales effectiveness table by sharing proven strategies that he sees working firsthand across sales teams in a myriad of industries around the globe.

#ad



New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development

#ad
AMACOM #ad - You’ll learn how to: identify a strategic list of genuine prospects; draft a compelling, customer focused “sales story”; perfect the proactive telephone call to get face to face with more prospects; use email, voicemail, and social media to your advantage; build rapport; prepare for and structure a winning sales call; stop presenting to and start dialoguing with buyers; and make time in your calendar for business development activities.

Landing on hubspot’s top 20 Sales Books of All Time, New Sales. The easy to follow plan will remove the mystery surrounding prospecting and have you ramping up for new business. Packed with examples and anecdotes, New Sales. With refreshing honesty and some much needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results.

New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development #ad - Simplified. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. New sales simplified The Essential Handbook for Prospecting and New Business Development. Is about overcoming and even preventing buyers’ anti salesperson reflex by establishing trust.

. Simplified.

#ad



Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team

#ad
AMACOM #ad - In most organizations he has been hired as a consultant, he has found that through their attitude and actions, senior executives and sales managers have unknowingly been undermining the performances of their employees. But with how it is being led. In sales Management. In this invaluable resource, high-performance sales culture• conduct productive meetings• put the right people in the right roles• Retain top producers and remediate underperformers• Point salespeople at the proper targets• And much moreBlending blunt, practical advice with funny stories from the field, Weinberg teaches managers how to:• Implement a simple framework for sales leadership• Foster a healthy, Sales Management.

. Delivers the tools every sales manager needs to succeed. Is it lazy and ineffective salespeople? is it outdated methods of client building? Why are these team members not producing as they should? And more often than not, the answers are not what they expected: the issue lies not with the sales team. The solution starts with you! New sales simplified The Essential Handbook for Prospecting and New Business Development.

Sales Management. Simplified.: The Straight Truth About Getting Exceptional Results from Your Sales Team #ad - Simplified. Amacom. But the good news is, that with the right guidance, results can be transformed. Simplified.

#ad



Eat Their Lunch: Winning Customers Away from Your Competition

#ad
Portfolio #ad - Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like:  •  ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. Understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns.

Developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch. Amacom. If you act like a mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner.

Eat Their Lunch: Winning Customers Away from Your Competition #ad - Most salespeople work in mature, overcrowded industries, your offerings perceived often unfairly as commodities. How else can you grow 12 percent a year in an industry that's only growing by 3 percent?It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch.

You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. New sales simplified The Essential Handbook for Prospecting and New Business Development. Growth requires taking market share from your competitors, while they try to do the same to you.

#ad



The Lost Art of Closing: Winning the Ten Commitments That Drive Sales

#ad
Portfolio #ad - Portfolio. For instance, not price, you’ll discover how to:·  Compete on value, by securing a Commitment to Invest early in the process. Ask for a commitment to build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. Anthony iannarino has a different approach geared to the new technological and social realities of our time.

In the lost art of closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. Amacom. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes.

The Lost Art of Closing: Winning the Ten Commitments That Drive Sales #ad - Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The lost art of closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results. New sales simplified The Essential Handbook for Prospecting and New Business Development.

The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Always be closing!” —glengarry glen ross, coaches, 1992 “never be closing!” —a sales book title, and authors talked about closing as the most essential, sales managers, 2017For decades, 2014 “?????” —salespeople everywhere, most difficult phase of selling.

#ad



High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results

#ad
AMACOM #ad - Amacom. Time. However, buyers have evolved, therefore your prospecting needs to as well. Amacom. In high-profit prospecting, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today. Top producers are still prospecting. Search engines and social media have certainly changed how prospecting pipelines for salespeople are built today, but the vitality of the pipeline itself has not.

Merging new strategies with proven practices that unfortunately many have given up much to their demise, this must-have resource for salespeople in every industry will help you:• Find better leads and qualify them quickly• Trade cold calling for informed calling• Tailor your timing and message• Leave a great voicemail and craft a compelling email• Use social media effectively• Leverage referrals• Get past gatekeepers and open new doors• And moreFor the salesperson, prospecting is still king.

High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results #ad - The. Even today, the key to success for every salesperson is his pipeline of prospects. Portfolio. All. Take back control of your pipeline for success! New sales simplified The Essential Handbook for Prospecting and New Business Development.

#ad



The Only Sales Guide You'll Ever Need

#ad
Portfolio #ad - Amacom. New sales simplified The Essential Handbook for Prospecting and New Business Development. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, regardless of industry or organization, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, share: a mind-set of powerful beliefs and a skill-set of key actions, including.

. Self-discipline: How to keep your commitments to yourself and others. Accountability: How to own the outcomes you sell. Competitiveness: How to embrace competition rather than let it intimidate you. Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. Storytelling: how to create deeper relationships by presenting a story in which the client is the hero and you're their guide.

The Only Sales Guide You'll Ever Need #ad - Diagnosing: how to look below the surface to figure out someone else's real challenges and needs. Once you learn iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, this is the book you'll turn to again and again for proven wisdom, or individual consumers, small companies, strategies, and tips that really work.

#ad



Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

#ad
Wiley #ad - This book reveals the secrets, techniques, and tips of top earners. Amacom. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. You’ll learn: why the 30-day rule is critical for keeping the pipeline full why understanding the law of replacement is the key to avoiding sales slumps how to leverage the law of familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.

. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. Portfolio. Step by step, jeb blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling #ad - Wiley. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast.

#ad



Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want

#ad
AMACOM #ad - This groundbreaking book teaches you how to develop those strategies. In sales differentiation, sales management strategist, Lee B. While the easy answer is to lower the price, the company sacrifices margin--oftentimes unnecessarily. To win deals at the prices you want, the strategy needed is differentiation.

Divided into two sections, the "what you sell" chapters help salespeople: Recognize that the expression "we are the best" causes differentiation to backfire. Whether you've been selling for twenty years or are new to sales, the tools you learn in Sales Differentiation will help you knock-out the competition, build profitable new relationships, and win deals at the prices you want.

Sales Differentiation: 19 Powerful Strategies to Win More Deals at the Prices You Want #ad - This section helps salespeople: Develop strategies to engage buyers and turn buyer objections into sales differentiation opportunities. Amacom. Understand what their true differentiators are and how to effectively position them with buyers. Leverage the irrefutable, most powerful differentiator. Themselves. Find differentiators in every nook and cranny of the company using the six components of the "Sales Differentiation Universe.

#ad



Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No

#ad
Wiley #ad - Instead, you’ll learn a new psychology for turning-around objections and proven techniques that work with today’s more informed, in control, and skeptical buyers. Inside the pages of objections, you’ll gain deep insight into: how to get past the natural human fear of no and become rejection proof the science of resistance and why buyers throw out objections human influence frameworks that turn you into a master persuader The key to avoiding embarrassing red herrings that derail sales calls How to leverage the “Magical Quarter of a Second” to instantly gain control of your emotions when you get hit with difficult objections Proven objection turn-around frameworks that give you confidence and control in virtually every sales situation How to easily skip past reflex responses on cold calls and when prospecting How to move past brush-offs to get to the next step, increase pipeline velocity, and shorten the sales cycle The 5 Step Process for Turning Around Buying Commitment Objections and closing the sale Rapid Negotiation techniques that deliver better terms and higher prices As you dive into these powerful insights, and with each new chapter, you’ll gain greater and greater confidence in your ability to face and effectively handle objections in any selling situation.

Context matters. Except for objections. Prospects, products, companies, industries, territories, and sales processes are all different. There is little black and white in the sales profession. B2b is different than B2C. Amacom.

#ad



Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

#ad
Wiley #ad - Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. The new psychology of Selling The sales profession is in the midst of a perfect storm. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.

These top earners are acutely aware that the experience of buying from them is far more important than products, features, prices, and solutions. Amacom. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level.

Jeb blount makes a compelling case that sales specific emotional intelligence Sales EQ is more essential to success than education, or raw IQ; and, skills, industry awareness, product knowledge, experience, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace.

Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal #ad - Amacom. In sales eq, techniques, jeb blount takes you on an unprecedented journey into the behaviors, and secrets of the highest earning salespeople in every industry and field. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge, ” “help, ” “teach, ” give “insight, ” or sell “value.

#ad