Your Sales Management Guru

JUNE 13, 2017

Sales EQ-a book review . Without checking that might be an all-time high, for my frequent readers you know that is how I judge the quality of the book I am reading—(how many page corners I turn over while reading any new book). Keeping it simple: if you want to “up your sales game”, buy this book today. Jeb Blount’s latest book Sales EQ is a MUST READ book if you are in sales, especially if you have a desire to succeed at higher levels. Books

Exact 53

Exact Sales Management Influencer Relationals 53

Pipeliner

MARCH 22, 2017

For those past readers of this blog and my book reviews you know that is an excellent rating. For those of you that are new, whenever I read a new book, I read it with a pen in hand and I fold over the corners of those pages with high value. 21 page corners turned over!

Closing 84

Closing Commission Buyer Study 84

Fill the Funnel

DECEMBER 3, 2012

This years Top Sales Books to Read in 2013. consists of books that were published between October 2011 and December 2012. Please note that my Top Sales Books to Read in 2013 does not include any of the “classics” in sales. Top Sales Books to Read in 2013.

Handbook 118

Handbook LinkedIn Social Media Decision Maker 118

Sales Benchmark Index

APRIL 22, 2014

When Eads and Sullivan, the owners of the Solution Selling methodology, came out with a new book , I jumped at the chance to read it. The book is great and you should read it. Some History: Sales Process Books Methodology

Solutions Selling 94

Solutions Selling Sales Sales Process 94

Mukesh Gupta

JANUARY 6, 2017

I have set myself a goal to read at least 25 books this year, which roughly translates to about a book every couple of weeks. I also did not just want to read these books but also absorb and internalise the content of these books. I would rate this book 7.5/10.

Case Study 43

Case Study Strategy Competition Buyer 43

Your Sales Management Guru

JANUARY 9, 2017

Plus you’ll get all four books in Ken’s Sales Management Guru series including Slammed! KEN: Normally I do not use this blog to promote, but I have had many readers inquire about out training programs and I wanted to let everyone know about this special opportunity. Slammed!

Sales Management 54

Sales Management Compensation Incentive Incentives 54

Sales and Management Blog

NOVEMBER 19, 2012

As Steven Rosen in his excellent new book, 52 Sales Management Tips (STAR Solutions that Change Results, 2012), points out, those primary sales management issues are how to. Book Reviews steven rosen

Sales Management 105

Sales Management Research Buyer Coaching 105

Fill the Funnel

NOVEMBER 30, 2011

My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers. Ignore this book at your own risk.

Handbook 111

Handbook Salary System Cold Calling 111

Fill the Funnel

DECEMBER 13, 2015

This book will make many who read it uncomfortable. One of my favorite sections of the book begins with this quote,­ “I­t’s not OK to­ be an­onymous.” If nothing else, drop by your local bookstore and read this portion of the book in the store.

Funnel 38

Funnel How To Resources Tools 38

Sales Benchmark Index

JULY 22, 2014

Jill Konrath has published a new book, titled “ Agile Selling.” Jill’s two previous books,” Snap Selling ” and “ Selling to Big Companies ” were very good. So I took the chance and invested the time to read her new book.

Company 42

Company Sales 42

Sales and Management Blog

FEBRUARY 5, 2014

Blount lays the foundation for the book on Seven Essential Principles of Customer Engagement : You need your customers more than they need you. With the foundation laid, People Love You then dives into the real crux of the book, The Five Levers of Customer Experience : Put customers first.

Loyalty 82

Loyalty Relationals Consumer ACT 82

Sales and Management Blog

FEBRUARY 12, 2013

Fortunately Tom Searcy and Henry Devries have given us as close a view of how Mr. Buffett operates as we could ever hope for in their new book How to Close a Deal Like Warren Buffett: Lessons From The World’s Greatest Dealmaker (McGraw Hill: 2013).

Closing 85

Closing Case Study Guidelines Study 85

Sales and Management Blog

SEPTEMBER 26, 2012

Jack Malcolm’s new book, Strategic Sales Presentations (booktrope: 2012), addresses each of these issues and does so in such a manner as to make the process of creating and perfecting a presentation both clear and manageable. . Book Reviews jack malcolm presentation books sales books

Handbook 87

Handbook Analysis Groups B2B 87

Sales and Management Blog

SEPTEMBER 13, 2012

Well, if you hop over to Amazon and search “sales books” you’ll get over 335,000 results. isn’t a ground breaking book in the sense it offers a slick new cutting edge, unproven theory on how to sell. If fact, there’s really nothing “new” at all in the book.

Handbook 98

Handbook Fashion Exercises Face-to-face 98

Sales and Management Blog

MARCH 1, 2013

Unlike many books that start out and stay in the ivory tower of sales theory, Principled Selling gets down to the real world through the use of case studies and fleshing out the skills and attitudes necessary to successfully sell with full integrity. Book Reviews business marketing sales selling small business success trust book review business book review david tovey marketing book review principled selling sales book reviews trust in sellingEthics.

Construction 88

Construction Case Study How To Study 88

Mukesh Gupta

JANUARY 29, 2017

So, when I came across the book – Look by James Gilmore , I was excited to read on. Below are some of my notes from his book, that explains the premise of the book: Learning to Look: We look, but we don’t see. So, please go ahead and pick up the book.

Comparison 48

Comparison Study ACT Segment 48

Sales and Management Blog

AUGUST 19, 2013

Do you think a book about sales has to be dull enough to put you sleep within two minutes or that it has to have complicated graphs and endless, meaningless, mind numbing numbers. If you do you can forget all of that crap because John Golden, President and CEO of Huthwaite, has just published one of the most fun to read—yet valuable—sales books on the market. Uncategorized book review john golden sales sales book review selling winning the battle for sales

Forecasting 79

Forecasting Negotiation Selling Skills Objections 79

The Pipeline

AUGUST 22, 2016

All the more reason why Jack Malcolm ’s new book Lean Communication for Sales , is a must read for sales people and their managers. Regardless of how you answer this question today, you will be in a better position to answer and act after you read this book.

Buyer 37

Buyer B2B ACT Prospecting 37

Sales and Management Blog

APRIL 1, 2012

It isn’t the questions that make the book worth the investment; it is how Sobel and Panas address the core of the book. Many, if not most, may think this too simplistic a book. Book Reviews andrew sobel jerold panas power questions sales sales questions selling

Follow-up 108

Follow-up Prospecting Influencer Twitter 108

Sales and Management Blog

OCTOBER 27, 2011

Michael Nick’s new book, The Key to the C-Suite: What You Need to Know To Sell Successfully To Top Executives (AMACOM: 2011), guides the reader through understanding what is key to the C-level executive and how to address their concerns and needs. These metrics are going to be the featured topics throughout the book as using these to find the prospect’s pain and then to create a solution that will address those pain points. At what level in the company do you sell?

Decision Maker 87

Decision Maker Construction Objections Analysis 87

The Pipeline

OCTOBER 20, 2016

He avoids the trappings of the many “feel good” books on the subject, and focuses on the things most sellers struggle with. That’s what makes the book a must read for anyone looking to succeed in prospecting. Well, that is should no longer be a challenge for those reading this book.

Prospecting 26

Prospecting Inbound Enterprise Enterprise 26

The Pipeline

OCTOBER 27, 2016

There is no shortage of sales books available to consume by anyone willing to commit to their own success. The book is presented in two parts: Part 1 Mind-Set: The Beliefs and Behaviours of Sales Success. I’ll leave it to you to explore the Part 2 of the book dealing with Skills.

Quota 43

Quota Consumer Exact Positioning 43

Your Sales Management Guru

JUNE 18, 2014

For a management book, this is an excellent page turner. Not only are the principles that are covered a wonderful read, but the format of the book will assist the management team in implementing the recommended actions. The book is broken into three simple sections: 1. Books

Handbook 42

Handbook Exercises System Influencer 42

The Pipeline

MAY 2, 2016

In this book, Dave and Steve articulate (with confidence and conviction) an approach that is clearly grounded in their combined, extensive understanding of what B2B customers want and value, and how they buy. By Tibor Shanto – tibor.shanto@sellbetter.ca .

Sales Process 37

Sales Process Case Study Industry Study 37

The Pipeline

DECEMBER 12, 2016

In her latest book, More Sales, Less Time: Surprisingly Simple Strategies for Today’s Crazy-Busy Sellers , continues what one describe as her journey through sales. And that is what Jill unpacks in this book, and in the process helping “Crazy-busy Sellers”.

Research 37

Research Exact Benefit Course 37

Sales and Management Blog

JUNE 17, 2013

Book Review: Make It All About Them. Once she has established the book’s thesis she begins laying out concrete steps to help create a them centered presentation.

Construction 91

Construction Prospecting Course Buyer 91

Sales Benchmark Index

FEBRUARY 8, 2013

If Sales Books lived up to the claims they made, we’d all be at 300% of quota every year. Of the thousands of books published annually, many are just inspirational fluff. However, Sales VPs we interview always ask about specific sales books.

Consumer 94

Consumer Case Study Study Quota 94

Sales Benchmark Index

MAY 29, 2013

A few weeks ago I got an email from a client telling me “ You have to read this book.” The book, The Gamification Revolution , by Zichermann and Linder, discusses how to leverage game mechanics to beat the competition. The time is right for a good book on this subject.

Airlines 69

Airlines B2B Construction Examples 69

The Sales Hunter

JUNE 27, 2015

If you are like me, you are always looking out for great business books where you can pick up ideas on how to be more successful in your career. I have no doubt you could find a few ideas in this list of 10 acclaimed books to accelerate business growth.

How To 57

How To Selling Skills 57

Sales Benchmark Index

SEPTEMBER 3, 2014

David Meerman Scott has just released his 10 th book, titled The New Rules of Sales and Service. What You Will Learn From This Book? Books CEO Selling You can buy it here. It is excellent and I recommend you read it.

Sales 60

Sales 60

Sales and Management Blog

APRIL 7, 2014

Book Review: Hire Right, Higher Profits by Lee Salz. Should you only hire salespeople from within your industry? What are the key qualifications for a salesperson to be successful selling for your company?

Negotiation 108

Negotiation Compensation Revenue Groups 108

Salesfusion

SEPTEMBER 21, 2014

The post Fused 2014 Was One for the Books appeared first on Salesfusion. Events

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Understanding the Sales Force

MARCH 21, 2017

Jeb Blount's eagerly awaited new book goes on sale today and I recommend that you order it! jeb blount sales eq

Revenue 38

Revenue Sales 38

Sales and Management Blog

APRIL 30, 2012

And that’s the rub of the book. That doesn’t mean the book isn’t useful for smaller companies, it simply means you’ll have to really pick and choose what is appropriate for your situation. Book Reviews christopher barger the social media strategist

Social Media 116

Social Media Media Government Positioning 116

Pipeliner

AUGUST 11, 2014

Jill Konrath recently published a new book, AGILE SELLING: GET UP TO SPEED QUICKLY IN TODAY’S EVER-CHANGING SALES WORLD. I decided to take a closer look after a conversation during which the person I was talking with said Jills first book, SNAP Selling, was life changing. A Book for Sales Culture — Now Were in [.]

Pipeline 145

Pipeline Conversion Sales 145

Ian Brodie

MAY 12, 2015

There’s no doubt that being the author of a successful book can be a huge boost to your credibility and ability to win clients. But rather obviously, writing a book and getting it to bestseller status all on your own is a far from trivial task.

Meeting 49

Meeting Marketing Strategy 49

Sales and Management Blog

DECEMBER 5, 2011

Malcolm breaks the book into three sections: Understanding : details the “how” of analyzing and understanding a prospect’s financial statements—understanding what has happened in the prospect’s past. Bottom-line Selling isn’t a book that you’ll sit down and read in a single sittingIt isn’t meant to be. It is a serious book for serious sellers. Book Reviews bottom-line selling jack malcolm sales books

Decision Maker 72

Decision Maker Proposal Construction Commission 72

A Sales Guy

OCTOBER 21, 2013

There are 1000′s of books out there ready and willing to help sales people get to the next level. However, all sales books are not created equal AND becoming a bad ass sales person requires more than just studying sales. Read this book and embrace the thesis, it’s crucial.

Buyer 49

Buyer Territories Quota Cold Calling 49

Pointclear

JUNE 12, 2014

If you''re looking for some magic metric or a quick and easy fix to guaranteed success, Bob Thompson’s latest book, Hooked on Customers , is not for you. Driving customer advocacy is hard work.

Guarantee 64

Guarantee Customer Service Customer Company 64

The Pipeline

FEBRUARY 16, 2016

Well there is good news, Stu Heinecke , has produced a book to help people contact and connect with the most difficult to contact people. “ Stu introduces the concept of Contact Marketing; a term he brings to full potential in the book. The other are Stu’s cartoons throughout the book.

Meeting 37

Meeting Gatekeeper How To Journal 37