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

The Essential Handbook for Prospecting and New Business Development 

Selling Energy

As a sales professional, you’re encouraged to pursue as many possibilities as you can. However, if you take this to extremes you can end up feeling lost, ineffective and overwhelmed.

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.

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.

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.

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.

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.

4 Tips to Power Up Prospecting in 2015: #1 Believe it Works!

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.

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

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.

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.

B2B Sales Emails that Open Conversations with Executives

Sales and Marketing Management

According to the Handbook of Direct Mail by Siegfried Vogele, more than 90 percent of people “read the PS before the letter.”.

3 Reasons You Want an Objection on Prospecting Calls

The Pipeline

This is why in the Objection Handling Handbook , I focus on building on the points you made in your intro statement, providing context for extending the conversation, not defending the objection. By Tibor Shanto.

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.

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 .

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.

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

Sales and Marketing Management

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.

ROI 228

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.

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.

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.

3 Ways to Minimize or Marginalize Objections – Sales eXecution 240

The Pipeline

What to be better at handling objection, download our Objection Handling Handbook. By Tibor Shanto - tibor.shanto@sellbetter.ca.

Margin 270

What Do You Mean No?

The Pipeline

If you need to build up some objection handling muscle, grab a free copy of the Objection Handling Handbook. By Tibor Shanto. For such a small word, ‘NO’ seem to cause a lot of havoc.

New Sales Simplified – The Real Deal!

The Pipeline

The Essential Handbook for Prospecting and New Business Development. Sales books are no different than other books or forms of literature, especially in one respect.

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 .

8 Critical Questions to Ask Yourself as You Build a Sales Incentives Program for 2019

Sales Hacker

After determining a feasible logistics set-up, codify your discoveries into a handbook that everyone on the team can access. Our company has a variable compensation handbook that outlines everything from what counts as an eligible qualified meeting to how arbitration works if disputes arise.

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.

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.

Why Set Out For 2nd Prize?

The Pipeline

Knowing how to handle objections is one thing, and if you download our Objection Handling Handbook , you’ll know how to handle the two above, (all set, and send me stuff), as well as the most common you are likely to face on the phone. By Tibor Shanto - tibor.shanto@sellbetter.ca.

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!

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.

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.

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.

Unavoidable – Sales eXecution 238

The Pipeline

By Tibor Shanto - tibor.shanto@sellbetter.ca. One of the most frequent questions I am asked all start with “How do I avoid…?” Many are surprised when I respond “Why do you want to avoid it?”

3 More Tips For Effective Telephone Prospecting

The Pipeline

It is one thing to download our Objection Handling Handbook , it is another to spend some quality time with it in a room alone and practicing the methods and concepts, much like practicing a playbook in sports. by Tibor Shanto – tibor.shanto@sellbetter.ca.

3 Things Some Pundits Won’t Tell you about Cold Calling – Part 1 – Sales eXchange 218

The Pipeline

Now – Download the Objection Handling Handbook. By Tibor Shanto - tibor.shanto@sellbetter.ca. There is no hotter topic in B2B sales than cold calling, does it work, and is it necessary in today’s social environment, call screening, voice mail , and “inbound” universe.

Your Guide to Creating a Sales Onboarding Program that Counts

Mindtickle

Product manuals, sales presentations, service handbooks, blogs, website, press coverage, company policies, and procedures – even your Twitter feed – are all instrumental as the best learning sources to help your reps get started. Helping your team master communication in sales. It’s always an exciting time when a startup is going through a hiring push – new employees are usually a testament to growth.

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.

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.

Effective Onboarding: The Key to Engaging and Retaining Top Sales Talent

Smart Selling Tools

Employee handbook? We tend to think of onboarding as a one-time event as new sales reps are hired. Laptop? Check. Check. Meetings and assignments? Check. eLearning modules? Check. Product training? Check.

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?

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.” ).

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.

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?