Alice Heiman

SEPTEMBER 9, 2020

More books! In our last book round-up , I shared 3 sales books you could recommend to your sales leadership for cost-effective learning opportunities and book clubs. I’d love to hear their thoughts on the books if they did! . Below are 4 more great sales books I recommend for you and your team. .

Negotiation 164

Negotiation Cold Calling Compensation Exact 164

Alice Heiman

JULY 8, 2020

A great and cost-effective way to keep your sales team learning is to have them read the latest sales books. But, which books should they read? F inding great sales books can be overwhelming. When you type “sales books” into Amazon, there are over 100,000 results. . I’m here to help. Hashtags: # AMindForSales .

Hiring 154

Hiring Sales Leadership Follow-up Quota 154

Sales and Marketing Management

JANUARY 11, 2021

In those times, a seller’s dynamic personality was all that was needed to keep buyers focused. When buyers are staring at a screen during a virtual meeting, they can more easily multitask. . This means sellers have a much higher bar they need to cross to capture and keep buyers’ attention. Working on other projects.

Buyer 194

Buyer Meeting Fashion Face-to-face 194

The Pipeline

FEBRUARY 5, 2019

Buyers, like sellers, are creatures of ego, rather than admit they need help, they blurt it out as an aggressive question, an objection. The also-rans get defensive, close their mind to the possibilities, and respond in a way that turns the buyer off at the exact point when they were open to input.

Objections 232

Objections Buyer Hiring Call-back 232

DiscoverOrg Sales

APRIL 11, 2019

So order the margarita, stroll down to the beach, and grab a book for a little beach reading. We assume you have an old copy of How to Win Friends and Influence People in your bookcase, and certainly Dale Carnegie’s book is a must-read for anyone in customer-facing roles. What will it be? it’s not beach reading, and b.)

Hiring 210

Hiring Outbound Top of Funnel Cold Calling 210

Zoominfo

SEPTEMBER 20, 2021

Their success hinges on buyer engagement — getting the prospect’s attention, holding it throughout the sales cycle , and maintaining interest to build customer loyalty beyond closing. Then book the demo before the call ends (preferably for the same day). How do you engage customers and get them excited about your offer?

Data 130

Data Buyer Intent Signal Decision Maker 130

RAIN Group

NOVEMBER 8, 2021

Some buyers are conditioned to try certain tactics to lower your price. Maybe they've read about negotiation in books or were trained to use pressuring strategies.

Negotiation 123

Negotiation Buyer Strategy Training 123

Allego

OCTOBER 29, 2021

As face-to-face interactions become less frequent, finding a way to connect with buyers grows more essential. To facilitate the experience, your goal shouldn’t only be to sell to a buyer but to see the sales cycle from their perspective. Because you’re a buyer too. Allow your curiosity to fuel your buyer research.

Buyer 138

Buyer Face-to-face Referrals Ideal Customer Profile 138

MTD Sales Training

JANUARY 4, 2018

These days, it isn’t about how good you are at selling; it’s about how good you are at determining the needs and wants of your buyers. It means knowing what buyers would tell you if you would only listen. Most websites are on-line brochures, and many buyers want to make their decisions before making contact with you.

Buyer 257

Buyer Cold Calling Objections Call-back 257

Hubspot Sales

MAY 3, 2021

In this post, discover books written by BIPOC authors that will help you learn more about yourself and how to unleash your full sales potential. This book excels at step-by-step instructions, conversation prompts, and reminders of what is most important: winning the hearts and minds of your clients.". What’s in the CARDS?

Scale 126

Scale Sales Enablement Face-to-face Margin 126

Allego

JULY 20, 2021

Are you ready for today’s new buyer? They don’t address solving your buyer’s problem. Today’s buyers don’t want to be sold; they want to buy. B2B buyers today are concerned about their needs, not your process. Successful sellers think about selling as a service to the buyer. These elements focus only on your needs.

Buyer 133

Buyer B2B Buying Cycle Face-to-face 133

The Pipeline

NOVEMBER 3, 2016

Years ago, I read a stat that suggested most sales people do not read even one sales book a year, and that was before access to sales blogs and curators of blogs, and a host of other sources (of dubious quality). Don’t let the title fool you, this is not a book full of closing tricks like the Ben Franklin Close or The Columbo Close.

Closing 120

Closing Education Consumer Up-Sell 120

Gong.io

APRIL 2, 2021

Even if you only master one of these pipeline-building techniques and you’ll end the month with more meetings booked (and close the quarter on the right side of quota). makes you 40% less likely to book a meeting. So, give your buyers the reasons that they crave. “Hi Prospecting Technique #1: Use This Cold Call Opener.

Meeting 124

Meeting Prospecting Cold Calling ROI 124

SBI Growth

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. Download this tool to see the top 5 books we recommend to Sales VPs.

Case Study 300

Case Study Consumer Study Face-to-face 300

Vengreso

JANUARY 13, 2023

I’m not a book reader in general and prefer consuming content in short, small bites. In fact, I find books a little overwhelming at times. Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. What selection process did I use to find the best sales books?

Paid Content 81

Paid Content Conversion Top of Funnel Hiring 81

Zoominfo

OCTOBER 28, 2020

It unlocked another dimension in identifying when target buyers were actively in-market for a particular solution. The innovation: With our native intent engine, we’re able to stack standard firmographics with advanced company attributes to only deliver signals on companies that actually match your best buyers.

Intent Data 208

Intent Data Buyer Intent Intent Data 208

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. Jack how and why to make the answer affirmative every time.

B2B 120

B2B Buyer ACT Sales 120

Salesmate

JULY 28, 2020

Books help in expanding knowledge. So, take the help of various sales books to enhance your knowledge and brush up your skills. 25 sales books you must-read in 2020. Here is a compilation of top sales books that you should consider reading in 2020 to improve your performance and reach your sales goals.

Lead Rank 103

Lead Rank Buyer Influencer Outbound 103

The Pipeline

OCTOBER 20, 2016

It seems prospecting is back in style, we’re talking proactive, resource and process based methodical approach to professionally engaging with potential buyers, by leveraging all the tools and techniques available to them. That’s what makes the book a must read for anyone looking to succeed in prospecting. Click here for more.

Prospecting 120

Prospecting Face-to-face Call-back Cold Calling 120

Nimble - Sales

NOVEMBER 13, 2023

Discover the power of transforming your sales through the Buyer First approach as Carole Mahoney, a seasoned sales professional, unveils industry secrets and strategies featured in her book.

Webinar Metrics 62

Webinar Metrics Buyer Sales Coaching Coaching 62

Smooth Sale

DECEMBER 23, 2021

Note: Nicole Garrison, provides today’s guest Blog, ‘Will you improve with these sales books?’. She adds, “if I ever write a book on effective sales training, I will title it “Relationships and Technology – The 21st Century Approach to Sales.” Will You Improve with These Sales Books? Nicole Garrison, Content Writer.

Hiring 78

Hiring Social Media Follow-up Research 78

The Sales Hunter

OCTOBER 22, 2019

Sure, you can ask to be part of the discussion with the new buyer. First, buy my book, High-Profit Prospecting – available in paperback, audio book and Kindle. For you, on the other hand, that’s anything but normal. It’s a problem. When the prospect has to involve others, your position suddenly weakens.

Buyer 160

Buyer Prospecting Sales Qualified Lead Face-to-face 160

Gong.io

JANUARY 25, 2022

We couple that data with our AI tool to analyze the buyer and seller relationship — specifically how various actions (and inactions) and behaviors impact success rates. . The goal: Moving a deal through the sales funnel — cold call to booked meeting and meeting to negotiation and proposal & pricing conversation to a new logo.

Cold Calling 118

Cold Calling Meeting How To Call-back 118

Sales 2.0

MAY 8, 2023

If you’re taking a new job in sales or marketing, read this book first. I love the “bullseye framework” developed by Louis Gudema and explained in his book Bullseye Marketing —just out this week in its second (updated) edition. Here are some of the tactics in the book to reach the rest of your market. Then buy the book !

Marketing 39

Marketing Intent Data Social Media Advertising 39

No More Cold Calling

OCTOBER 22, 2013

Welcome to the age of the informed consumer, or the digital buyer … or “Buyer 2.0.”. In fact, 86 percent of business buyers engage in research independent of the sales cycle. Technology—and all of the information it provides—has made buyers a little … well, cocky. is very good at homework. Who’s in Control?

Buyer 271

Buyer Face-to-face Social Media Small Business 271

Hubspot Sales

NOVEMBER 13, 2023

Capitalizing on your customers’ emotions during this moment is the key to leaving a lasting impact and creating an unforgettable buyer experience. Additionally, the rising trend of unboxing videos on social media sites can intrigue potential new customers and convert them into buyers. Why does packaging influence buying behavior?

Buyer 102

Buyer Consumer Infusion Transportation 102

Sales 2.0

JUNE 8, 2014

Next time you join a new company or change your sales role in your company, you’re going to want to have a copy of Jill Konrath’s new book: Agile Selling. This book shows you how to deal with that situation and come through in great shape. This new book is about an unusual topic for a sales book.

Up-Sell 199

Up-Sell Tools Sales System 199

Alice Heiman

NOVEMBER 14, 2018

Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. Best Books to Read Over the Holidays. This book shows how to build, orchestrate, and lead sales enablement as a sustainable system. Salz’s book now. Here are my top recommendations.

Decision Maker 126

Decision Maker Handbook Lead Rank Lead Scoring 126

The Pipeline

MAY 2, 2016

When Dave Stein and Steve Andersen get together to write a book, you can bet it’s going to be something special, so when Beyond the Sales Process: 12 Proven Strategies for a Customer-Driven World was released earlier this month, I took the opportunity to get a copy and see what these two sales performance heavyweights had to say.

Sales Process 120

Sales Process Case Study Sales Study 120

Gong.io

MAY 27, 2020

Then we analyze how seller and buyer actions impact success rates. . We wanted to see what elicited a positive outcome , meaning a meeting booked in the next 10 days. Now that we’ve set the table, let’s eat (aka book some meetings). (PS: But before you go asking every buyer about their level of interest, there’s a catch.

Meeting 112

Meeting Decision Maker Buyer Resources 112

Partners in Excellence

JULY 8, 2020

A reader asked me, “Dave, when are you publishing a book on complex B2B selling? ” I thought about it a moment, I hadn’t thought of doing a book on the topic. Don’t get me wrong, there are many very good books available, some written by close friends. I’d really like to see something from you.”

B2B 91

B2B ACT Construction Sales Methodology 91

Sales 2.0

MARCH 6, 2024

Understanding each buyer’s needs : We often think we know our buyers but somehow we don’t really “get it” at a core level. We have a “fuzzy” understanding of why our buyers’ buy and are missing the key emotional levers that really make them commit. The full description is in his book Elite Sales Strategies.

Lead Rank 195

Lead Rank Lead Scoring Leads Marketing Qualified Lead 195

MTD Sales Training

JUNE 17, 2014

“Build the value” You’ve heard it a million times before in every sales book you read, every sales coaching session you’ve had with your manager and probably countless times from me also! [[ This is a content summary only. Presell & Positioning adding value in the buyers mind getting an insight into the buyers mind'

Buyer 246

Buyer Positioning Sales Coaching Coaching 246

InsideSales.com

JULY 1, 2020

There are countless books out there on any and every topic. As a seasoned leader in the sales industry, we’ve put together a list of the top 10 books we believe every sales leader should read. If you’re a salesperson looking to become a sales manager, this book will help you to develop the right skills to get there. Simplified.:

Handbook 98

Handbook Inbound Sales Qualified Lead Revenue 98

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. Starting by conquering “ Big Companies ”, then in “SNAP Selling” helping sellers understand and appreciate the world of “crazy-busy buyers”.

Face-to-face 120

Face-to-face Call-back Research Exact 120

Pipeliner

SEPTEMBER 7, 2022

In this Expert Insight Interview, Douglas Cole discusses his book The Sales MBA: How to Influence Corporate Buyers. This Expert Insight Interview discusses: Douglas Cole’s career path and the genesis of his book. This Expert Insight Interview discusses: Douglas Cole’s career path and the genesis of his book.

Influencer 52

Influencer Buyer Video How To 52

Salesmate

MAY 27, 2020

The first time you interact with a buyer is really only the beginning of a much longer sales process. The work you put in during the initial sales conversations with a buyer is crucial to building the foundation for a mutually-beneficial relationship, with the hopes of ultimately closing the deal further down the line. Hey, it happens!

Follow-up 122

Follow-up Social Media Call-back Lead Rank 122