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.

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.

Trending Sources

“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. 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

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 – Proactive Prospecting Summer – Part 8.

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.

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.

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.

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

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.

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.

Wearables in the Enterprise: CIO Implications

Brian Vellmure

In my last post, I highlighted the imminent penetration of wearables into society , considering some of the broader implications. In this post, I’d like to narrow in a bit on the topic of wearables in the enterprise, and the implications this will have on the CIO.

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).

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.

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.

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.

"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.

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.

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.

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.

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.

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.

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 –

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.

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!

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.

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.

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 – .

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?

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.

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 – .

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.

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.

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.

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 –

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.

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.

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.

The ultimate sales guide to setting and discussing pricing


When Nathan Barry (ConvertKit Founder) launched his first book, The App Design Handbook , he created 3 pricing tiers with additional resources bundled into the higher packages. Estimated reading time: 24 minutes.


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.