The Sales Survival Handbook - Book Review

SalesGravy

Jeb Blount reviews The Sales Survival Handbook by the creative genius behind Sales Humor, Ken Kupchik. Ken Kupchik’s tongue-in-cheek take on the day to day trials of sales professionals offers as much practical wisdom as it does comedic relief

Current Prospecting Tips that Work

Inside Sales Training

And if you like what you read, why not get a copy of this powerful handbook for all your team members and yourself. Do you hate prospecting by phone? Who doesn’t?” is probably your answer. And who can blame you. First you have to deal with gatekeepers, receptionists, office managers, etc.

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.

Objection Handling

The Pipeline

Watch the video, grab your free copy of the Objection Handling Handbook , and learn to overcome Objections, not run from them. By Tibor Shanto – tibor.shanto@sellbetter.ca. Proactive Prospecting Summer – Part 8.

Your Leadership Actions Always Trump Your Words

Increase Sales

There may be words in the employee handbook or on the corporate website. Actions always trump words. No matter what leadership says, it is what the leaders do, their leadership actions that matter. Credit www.gratisography.com.

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.

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.

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 – tibor.shanto@sellbetter.ca.

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 – tibor.shanto@sellbetter.ca . The simple answer is that one is scheduled, and the other is not.

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 – tibor.shanto@sellbetter.ca. In the heat of a sale, it is sometimes easy to confuse a condition to the sale with an objection.

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

Pointclear

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.

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

The Pipeline

Then download the Objection Handling Handbook. By Tibor Shanto – tibor.shanto@sellbetter.ca. 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.

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.

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 151

Handling Price Objections (#video)

The Pipeline

And don’t forget to download the companion Objection Handling Handbook. By Tibor Shanto – tibor.shanto@sellbetter.ca. 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.

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.

12 Must-Read Sales Books For Beginners

Hubspot Sales

The Sales Survival Handbook. 12) The Sales Survival Handbook. If you’re in sales, and this is your first year on the job, you should make it a priority to read the following 12 books.

Sales Growth: 5 Proven Strategies

Your Sales Management Guru

The authors, all McKinsey and Company consultants took data elements and individual interviews to produce almost a handbook style guide that should be on every sales leader’s shelf. Sales Growth. Five Proven Strategies from the Worlds Sales Leaders. Over the Labor Day weekend I picked up a book with the above title, written by Thomas Baumgartner, published by John Wiley & Sons. The forward was written by Marc Benioff, CEO of SalesForce.com.

NON STOP SALES BOOM

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.

Rules of the Hunt: Book Review

Your Sales Management Guru

It is jammed full of tips, reminders and real world stories on the topics that every entrepreneur and small business person either has faced or will face, I would label this a handbook and must read for every manager in every small business. Rules of the Hunt: by Michael Johnson. Over the weekend I picked up the book “Rules of the Hunt” from Michael Johnson, founder of SalesDog.com. It was a great weekend read. From the book you can tell Michael has been there and done that!

6 Essential Tips to Secure More, Better Quality Meetings

Artesian Solutions

Don’t just regurgitate a bunch of jargon from your company handbook, take the time to understand how your value proposition helps each customer, individually. 6 Essential Tips to Secure More, Better Quality Meetings. Prospecting is hard and very few people enjoy it.

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.

Why It’s Time to Rethink the ROI of Your Sales Training

Sales and Marketing

This article is excerpted from “The Sales Leader’s Handbook for Building a Practice-Driven Sales Team.” Download the full handbook here Author: David M. Williams Time, Money and Effort. Today’s sales leaders agree on today’s top sales training challenges: it’s too expensive, there’s not enough time, and there’s a lack of engagement. Add to this the fact that when surveyed, the majority of sales leaders question the effectiveness of their current sales training programs.

International Women’s Day 2018: Artesian Celebrates the Women in AI

Artesian Solutions

She is the co-author of Applied Artificial Intelligence: A Handbook for Business Leaders , a practical guide on how to leverage machine learning to increase productivity and revenue. Today is International Women’s Day.

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 – tibor.shanto@sellbetter.ca . No one likes objections, the number one reason for sales people hating cold calling is the cold reality of the objections.

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

Pointclear

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.

Female Business Casual: Stop Telling Women to Be Tasteful

Hubspot Sales

Listen, it’s likely women will continue to confront outdated company handbooks and double standards of dress for a while. What is Business Casual Female?

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 – tibor.shanto@sellbetter.ca .

The 4 Types of Business Etiquette

Hubspot Sales

Figure out what’s acceptable and what’s not by reading your company handbook, paying attention to how the executives behave (and following suit), and sticking by the standard rules (such as “Don’t heat up excessively smelly foods in the break room.” ).

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

Pointclear

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.

Sales Success in 2018

Pipeliner

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. 3 Strategies To Increase Performance. Happy New Year, and welcome to 2018! For the last few weeks I have been interviewing CEOs and top level performers about their strategies for success.

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 – tibor.shanto@sellbetter.ca .

Get Linkedin Working for You

A Sales Guy

Social Selling Boot Camp Handbook. With most tools, you get what you put into them and Linkedin is no different. For most, Linkedin is a way to connect with past co-workers, find prospects and find a job. But, Linkedin is so much more than that.

Executive Toughness

Your Sales Management Guru

And to make the book even better, the last 12 pages gives you the Handbook to move forward with your personalize program. Executive Toughness. This week’s blog is a book review: Executive Toughness: The Mental Training Program to Increase your Leadership Performance by Dr. Jason Selk published by McGraw Hill. Why am I adding this to my blog site? My objective in addressing sales leadership issues is to provide you ideas, tools and concepts to increase your professionalism.

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. By Tibor Shanto – tibor.shanto@sellbetter.ca.

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.

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.

4 Fiercely Ferocious Pay It Forward Principles

Tony Hughes

Nordstrom only has one rule in the employee handbook: 'Use good judgment in all situations.' It requires strength and self-assurance to help others. You can't be insecure because you're instead choosing to take yourself out of competition with everyone.

Buy My Crap – Please!

The Pipeline

Objection Handling Handbook. By Tibor Shanto – tibor.shanto@sellbetter.ca . 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.

New Sales. Simplified. A Must Read!

Steven Rosen

The Essential Handbook for Prospecting and Business Development (AMACOM: 2013) Mike makes it very apparent that selling is not a highly complicated activity. My belief is that if you do the basics well you will succeed. In sales and sales management that rule applies.