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Five Ways to Discover What’s Not in The Handbook: Unearthing Your Company’s Unwritten Rules

The Productivity Pro

“The unwritten rule when it comes to salary is this: whoever proposes a number first loses.” ” – Travis Bradberry, American author on emotional intelligence. If you’ve “been around the block” for a while, you may have had to take Total Quality Management (TQM) courses. As it turned out, the department VP considered TQM a total waste of time. He stopped bothering. Watch and learn.

The Email Marketing Super Bowl Handbook

Inside Campaigner

In the spirit of the Super Bowl XLIX, email marketers have a big game of opportunity ahead. Taking a few hints from the 2015 players, the New England Patriots and Seattle Seahawks, Campaigner Email Marketing has pulled together a quick playbook for marketers to achieve success.

“Body of Work” – An interview with Pamela Slim

Bob Burg's Blog

In her newest book, Body of Work — what Robert Sutton has called “THE modern career handbook” — she brings us a step-by-step process for determining the personal legacy we leave at the end of our lives including all the tangible and intangible things we have created. Interviews BODY of WORK career handbook Escape from Cubicle Nation Pamela Slim ” Great question. 2012 Technology Marketers Handbook

Sales Addiction

They’ve just released their 2012 Technology Marketers Handbook. There are always great discussions going on at Aside from the fact that I’m one of the contributors to the report, it’s a good read. Check it out. View this document on Scribd. Content Marketing Marketing content marketing linkedin marketing Marketing Technology Rick Schwartz

What’s The Difference Between A Cold Call and Warm Call?

The Pipeline

Download your copy of the Objection Handling Handbook. Download your copy of the Objection Handling Handbook. By Tibor Shanto – . The simple answer is that one is scheduled, and the other is not. Some may add that in a warm call the recipient may be aware of the person calling and the reason for the call, usually in the form of a referral.

4 Tips to Power Up Prospecting in 2015: #3 Sharpen Your Story!


The Essential Handbook for Prospecting and New Business Development. The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. Simplified.: It was a stellar presentation. So much so that I asked him if I could share his “4 Tips to Power Up Prospecting in 2015” with my audience.

4 Tips to Power up Prospecting in 2015: #2 Commit to It!


The Essential Handbook for Prospecting and New Business Development. The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: Part 2: Tip #2 Commit to It.

A Craft vs A Job

A Sales Guy

I followed the handbook. A craft is something we look to perfect. A craft requires passion. A craft, by definition, requires skill and the constant improvement of that skill. When we embrace our craft, we are more committed to its purpose. We are more inclined to improvement and the execution of the craft. A job is something we do. It’s an activity. How can I do this to perfection?

Success in 2017: 3 Strategies To Increase Performance


Never Good Enough – One CEO I interviewed said this is the first paragraph in his employee handbook, the very first thing he wants each and every one of his team members to read. Happy New Year, and welcome to 2017! For the last few weeks I have been interviewing CEO’s and top level performers about their strategies for success. Specifically, what they are doing to really ignite their own passion for success, as well as fully engage their employees. Now let me back up here, and explain what I mean by “engage.” So how are these CEOs creating a culture where everyone sells?

Wearables in the Enterprise: CIO Implications

Brian Vellmure

Instead of working blindly or inefficiently, it’s not hard to imagine the benefits of virtual handbooks (or other knowledge sources), augmented reality data, and/or the ability to collaborate with a colleague in a shared virtual environment enhancing the proficiency or providing huge efficiency gains. This conundrum may only get more difficult. The Low Hanging Fruit. – Etc.,

The “Work Less, More Success” Guide to Time Management – Step Five

The Productivity Pro

You can get the full details on all six steps in What To Do When There’s Too Much To Do , my brand new handbook for maximizing workplace productivity without running yourself into the ground. Continuing with our series on the Productivity Workflow Formula™ (PWF). Step 5: Close the Loop: REDUCE INEFFIENCIES. Other people may present your most difficult barriers to closing the loop.

Book Review: Strategic Sales Presentations, by Jack Malcolm

Sales and Management Blog

Malcolm’s book is a clear and precise handbook on crafting a strong, persuasive, effective presentation. No matter what you sell, where you sell, or how you sell, you are a presenter. It makes no difference if you are presenting to an individual or a group, a guy buying a lawnmower or a company awarding a multimillion dollar contract, you must make a presentation of some kind.

Super Teams, a book review

Your Sales Management Guru

For those organizations that need to build a better culture of performance and desire better collaboration I would highly recommend this handbook for success. Super Teams. Using the Principles of RESPECT to Unleash Explosive Business Performance. Written by Paul Marciano & Clinton Wingrove. Published by McGraw Hill. For a management book, this is an excellent page turner. Empowerment.

HowTo Deliver a TED Talk

Your Sales Management Guru

This is a handbook for a speaker at any level; you will find yourself folding over corners as he takes you through TED talk outlines of various individuals. It is the handbook to have! How to Deliver a TED Talk. Secrets of the World’s Most Inspiring Presentations. How to Deliver a TED Talk by Jeremey Donovan, published by McGraw Hill, is a great read. o Choosing an Idea. Books

Time – To Let Go

The Pipeline

If you have read the Objection Handling Handbook , you know the first objection is a conditioned response, and by the time you get to the third one, the fate of the call is usually sealed, at times it takes four. By Tibor Shanto – . Let’s be clear, no white flags here, just a reminder that the most crucial thing to control in a winning sales career is time.

Handling Price Objections (#video)

The Pipeline

And don’t forget to download the companion Objection Handling Handbook. By Tibor Shanto – The video below is the third in a series of videos on Objections, and Objection Handling I did for BizTV , this one dealing with price objections. One of the most common objections sales people face is the price objection, especially late in the sale. What’s in Your Pipeline?

"New Sales. Simplified." A Must-Read!


The Essential Handbook for Prospecting and New Business Development. Several weeks ago I sat in on the 2015 Virtual Sales Kickoff hosted by S. Anthony Iannarino and Jeb Blount. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Simplified.: Great! Mike’s style is no-nonsense.

3 Auto-Responders Every Retailer Should Consider

Vertical Response

As Robert Spector, customer service guru and author of The Nordstrom Way to Customer Service Excellence: The Handbook For Becoming the “Nordstrom” of Your Industry , says “Don’t reinvent the wheel. Delivering a relevant buyer experience is virtually impossible to manage without the right blend of touch points and messages. Surprise and Delight. Be honest and sincere.

Guest Article: “Beware of Who’s Preaching that Prospecting No Longer Works to Develop New Business,” by Mike Weinberg

Sales and Management Blog

Simplified: The Essential Handbook for Prospecting and New Business Development. Beware of Who’s Preaching that Prospecting No Longer Works to Develop New Business. by Mike Weinberg. There is a lot of noise and confusion about prospecting in the sales world. It’s always been hard to get salespeople to prospect for new business — even when proactively pursuing strategic target accounts was widely accepted as a valid method for acquiring new customers. Today, the false teachers, many from the Sales 2.0 Be on guard when you hear people preaching that prospecting no longer works. group.

Go To Guide To Get A Handle on Google+ From Guy Kawasaki

Fill the Funnel

This is truly a handbook for Google+ but offers much more than a dry list of how to’s.I If you have been watching Google+ from the sidelines, or just dabbling a bit, I encourage you to take advantage of this opportunity to to grab a FREE download of What the Plus! Google+ for the Rest of Us by + Guy Kawasaki. Just click on the book cover to the left. Seriously. Just buy it.

Managing Prospecting Objections (#video)

The Pipeline

In the video it references a link to download the Objection Handling Handbook, just in case you missed it above, it is: [link]. By Tibor Shanto – This is the second in a series of video prepared for BizTV dealing with objections, the first was an overview of sales objections ; this one specifically those you encounter while prospecting. link]. Tibor Shanto.

A Reactive and Bad Way to Deal with Objections (#video)

The Pipeline

Then download the Objection Handling Handbook. By Tibor Shanto – There are times when an objection is not what it seems, but by treating it as an objection we could inadvertently create a scenario and situation that is risky when it didn’t have to be. Take a look at what I mean. What’s in Your Pipeline. Tibor Shanto. Sales Success Tibor Shanto

4 Tips to Power Up Prospecting in 2015: #4 Use the Telephone!


The Essential Handbook for Prospecting and New Business Development became a #1 Amazon Best-Seller and spent a full year as the Top-Rated book in its category. Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. Part 1: Tip #1 Believe it Works. Part 2: Tip #2 Commit to It.

Sales Mgmt: Do your team know how to prospect?

Your Sales Management Guru

Last week I was fortunate to read: The Sales Winner’s Handbook by Wendy Weiss, “The Queen of Cold Calling”. Sales Managers: Does Your Team Know How to Prospect? It seems that every client I have worked with over the past 14 years has had a challenge in creating enough leads driven through their sales teams. Does that sound familiar? Introductory Appointment Setting Scripts. Books

Connecting the Dots between Sales Strategy & Execution

Sales Benchmark Index

Deliver a coaching handbook to your managers. 50% of solving a problem is defining it correctly. If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. A few recent examples: Selling to the C Suite. The Death of Event-Based Training. Increasing New Hire Productivity. Each of these articles focuses on your sales reps. Rep Focus Isn’t Enough. Pipeline reviews.

Growing Revenue: A 3 Step Framework for Acquiring New Business

Smart Selling Tools

boldly proclaims that the book is “the essential handbook for prospecting and new business development” and it doesn’t disappoint. Growing Revenue: A 3 Step Framework for Acquiring New Business. Do you want to grow revenue? Then you’ll need to close new business. Up-selling or cross-selling, i.e. selling more to your current clients. In his hot-off-the press book , “New Sales. Simplified.”

They’re Not Interested – What Now?

The Pipeline

Want to handle objections better, grab our Objection Handling Handbook now, normally $12.97, free by clicking here. By Tibor Shanto – . No one likes objections, the number one reason for sales people hating cold calling is the cold reality of the objections. About 80% of the time, 80% people we are calling will go to one of these five objections. Join Now!

Delivery Over Messaging In Prospecting Calls

The Pipeline

Now, if you want to better manage their objectives download the Objective Handling Handbook, normally $12.97, free today. By Tibor Shanto – . When it comes to effective prospecting there is usually a complete imbalance between two critical components of an effective message. Effective here means leading to initial engagement. So you have to make it about them.

AGILE Selling

Your Sales Management Guru

This is the perfect handbook that every salesperson should read and include in their personal library. AGILE Selling. By Jill Konrath. I agree with Jill, this book should be a NY Times best seller. What makes this book worthwhile are the 63 chapters produced in bite site nuggets. Just a few of the chapters, where I folded over the edges: • Transform Sales Problems. Sink into Stories. Books

Book Review: New Sales. Simplified., by Mike Weinberg

Sales and Management Blog

The Essential Handbook for Prospecting and Business Development (AMACOM: 2013) makes very apparent, selling has never been and is still today not a highly complicated activity. How complicated is selling? Well, if you hop over to Amazon and search “sales books” you’ll get over 335,000 results. Based on that one must assume that selling is one hell of a complicated thing to do, right? offer?

Buy My Crap – Please!

The Pipeline

Objection Handling Handbook. By Tibor Shanto – . Many sellers forget just how many sales situations buyers are involved with, most sellers have tunnel vision in the way they view the world, a very narrow tunnel, just big enough for their product to go through. Those words are just the tip of the iceberg. Grab A Free Copy Of Our. To borrow from Lyndon B.

Conditions Are Not Objections (#video)

The Pipeline

Take a look, then download the Objection Handling Handbook , and let me know your thought. By Tibor Shanto – In the heat of a sale, it is sometimes easy to confuse a condition to the sale with an objection. The key is to understand what you are really dealing with, and respond accordingly. What’s in Your Pipeline? Tibor Shanto.

Can Technology Undermine Trust?

The Pipeline

Jim was on the phone with a potential buyer who asked that Jim send him some info before committing to an appointment, Jim tried everything we put in our Objection Handling Handbook , but in the end had to send some info. The Objection Handling Handbook , instructs sellers to continue taking away objections on call back, encouraging sellers to start the call by saying: “Hi Mr./Ms.

Guest Post: Make a List, Delete Excuses

Jonathan Farrington

Linda is the author of ten books on selling and sales management, including her most recent works, Perfect Selling, The Sales Success Handbook — 20 Lessons to Open and Close Sales Now, Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. Sure the economy has made it harder to conduct business and find and close opportunities.

Optimizing the Full Spectrum of Customer Interactions

Brian Vellmure

From Joseph Walther in “The Handbook of Interpersonal Communication” “Lore aside, technology sequences and their relational significance deserve an update: If a man takes an interest in a woman he sees in a class, he may want to scan the Web for information about her. This post is on behalf of the CIO Collaboration Network and Avaya. The clip is below. Loyalty signals?

Success Through Killer Content with “Taught Leader” Ann Handley

A Sales Guy

Ann will be your guide, your virutal handbook, your sage and your creative mentor. In today’s new economy, we’ve become information hounds. We demand information at all times. We want to be educated. We want to be taught. We want to be motivated. We want to be inspired. We want to be entertained. We want to be challenged. It’s really that simple. Meet Ann Handley. Facebook.


Your Sales Management Guru

My answer: This book is the closest to a formal handbook on selling than I have read in a many years and as my clients need sales tips, this will be a great resource. NONSTOP SALES BOOM. Powerful Strategies to Drive Consistent Growth Year After year. by Colleen Francis. Time for a new book review-that must be added to your sales library! Ken Thoreson). Blog:

Best Books on Creating Snappy Sales Presentations

Jill Konrath's Fresh Sales Strategies Blog

The Virtual Presenter's Handbook Roger Courville. In my previous post, I highlighted some presentation strategies from SNAP Selling which BTW, I highly recommend. But honestly, I don't write about it in enough depth to address all the factors that impact presentation success. That's why I thought you'd be interested in checking out my favorite books on the topic. Find out more. Seriously.

Guest Post: You Are One of Two Finalists – Now What?

Jonathan Farrington

Linda is the author of ten books on selling and sales management, including her most recent works, Perfect Selling, The Sales Success Handbook — 20 Lessons to Open and Close Sales Now, Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. Great news! The customer will advise you of the decision in one week.

Sharpening the Scalpel of Strategic Focus

The Productivity Pro

Pull everyone into a mandatory meeting to let them know; or publish the goals in an orientation guide, employee handbook, company-wide memo, on the company intranet. “ Strategy renders choices about what not to do as important as choices about what to do. ” — Michael Porter, business author and professor at Harvard Business School. Define your marketplace position.