The Sales Survival Handbook - Book Review

Sales Gravy

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 Adapter’s Advantage: Michael F. Schein on Creating Hype


His book The Hype Handbook: 12 Indispensable Success Secrets From the World’s Greatest Propagandists, Self-Promoters, Cult Leaders, Mischief Makers, and Boundary Breakers was released by McGraw Hill in 2021. Adapter's Advantage Podcast Adapter's Advantage michael schein the hype handbook


Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

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. Your day-to-day might seem as if you’re going after multiple targets, yet you aren’t getting as many “hits” as you had hoped. What if you could change your focus from being scattershot to getting things done in a single shot, nothing more? prospecting

The B2B Marketer’s Twitter Handbook


The post The B2B Marketer’s Twitter Handbook appeared first on ZoomInfo Blog. twitter. Since its release, Twitter quickly garnered traction in the B2B marketing realm. In fact, 87% of B2B marketers report using Twitter as part of their social media strategy, trailing LinkedIn as the number one platform by only 6% ( source ). However, as the use of Twitter becomes more widespread, marketers continue to be skeptical of the platform as a viable marketing tool.

This Will Change How You Sell: Introducing The Conversational Sales Handbook


Today’s B2B buyer is in charge. And guess what? They’ve done a lot of research on you before ever coming to your website. So when they do come to your site, you need to give them the personalized experience they’ve come to expect in the consumer world. You can make this a reality by adopting a conversational sales approach – using chatbots to convert buyers on your website into meetings and. Source. Drift Drift Blog conversational sales Sales

TSE 483: The Self-Motivation Handbook-“Do What Needs To Be Done, Even When You Don’t Feel Like Doing It”

Sales Evangelist

He’s going to share with us some strategies and principles from his recently released book, The Self-Motivation Handbook which he has developed and used over the years as […] The post TSE 483: The Self-Motivation Handbook-“Do What Needs To Be Done, Even When You Don’t Feel Like Doing It” appeared first on The Sales Evangelist. Lacking some self-motivation? Well, my guest today is just the man that you need.

Weekly Roundup: Reinvent the Office Watercooler, What's Shaking Up Sales + More

The Center for Sales Strategy

Studies have shown that learning how to succeed at an organization doesn’t happen in an employee handbook, but instead as a result of those watercooler moments. - MOTIVATION -. Leadership is doing what is right when no one is watching.”. George Van Valkenburg. AROUND THE WEB -. >

Look At Objections From A Different Direction

The Pipeline

Status Quo, Lack of Interest, No Time, Bad Experiences, and of course, send me an e-mail; for practical ways to address and manage these grab The Objection Handling Handbook , free!). This can be done through an Objective based and validated statement of fact; this is a great place to start, and all in the Objection Handling Handbook. 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. The key is to understand what you are really dealing with, and respond accordingly. Done right, it could solidify the sale and the resulting relationship with the buyer.

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. Often, prospects’ questions at critical points in the sale sound like objections, when they are just the buyer thinking out loud.

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 – This is the second in a series of video prepared for BizTV dealing with objections, the first was an overview of sales objections ; this one specifically those you encounter while prospecting. link].

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. One of the most common objections sales people face is the price objection, especially late in the sale.

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


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. Earlier this year I sat in on the 2015 Virtual Sales Kickoff hosted by my friend S. Anthony Iannarino (along with Jeb Blount). I was particularly impressed with the first speaker Mike Weinberg—sales coach, consultant, and author of the book New Sales.

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. In part 1 of this series, I introduced Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.:

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 198

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. In the 2015 Virtual Sales Kickoff earlier this year, I had the pleasure of hearing for the first time, Mike Weinberg—sales coach, consultant, and author of the book New Sales. Simplified.: It was a stellar presentation.

Current Prospecting Tips that Work

Mr. Inside Sales

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. Then, if you do finally get through to someone, you get blow offs, resistance, and the old, “Just email me something, and I’ll look at it.” Yeah, right.

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. In this installment of the Proactive Prospecting Summer , we look at a crowd favorite, Objections.

Corporate Gift Giving: A Beginner’s Guide


5. Consult the company handbook. One final piece of advice—when in doubt, consult your company handbook. If you don’t have access to one or your company’s handbook doesn’t discuss gift giving, take your question straight to HR. It’s that time of the year again— the holiday season is upon us and festivities are in full swing. Your B2B sales reps are working long hours to close last minute deals.

Let’s Talk Sales! #SalesTruth with Mike Weinberg – Episode 171

criteria for success

The Essential Handbook for Prospecting and New Business Development has remained a #1 Amazon Bestseller for the last six [ ] The post Let’s Talk Sales! The Essential Handbook for Prospecting and New Business Development has remained a #1 Amazon Bestseller for the last six years. Happy Monday, Let's Talk Sales! listeners! This episode's featured guest is Mike Weinberg. Mike is a world-renowned sales consultant, coach, speaker and bestselling author.

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 – . The simple answer is that one is scheduled, and the other is not. Some may add that in a warm call the recipient may be aware of the person calling and the reason for the call, usually in the form of a referral.

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.”. Author: Sabrina Ferraioli When you try to call business executives, you’re up against some substantial hurdles — gatekeepers, voicemail, caller ID and their not-a-minute-to-spare schedules. Because of these obstacles, it takes dogged persistence coupled with sales skills to start a meaningful conversation.

10 Sales Statistics You Should Know in 2019


Companies that set cookie-cutter quotas across similar roles see 14% lower quota attainment than those that assign quotas based on territory-specific opportunities ( Complete Sales Planning Handbook. ). Sales statistics are a variety of metrics that provide insight into your sales organization’s health. Industry and planning-specific statistics also help guide sales planning and incentive compensation. When used properly, statistics should tell a story.

Social Selling Via LinkedIn

Janek Performance Group

Including a section on social media protocols in your employee handbook is a common best practice today. Is your LinkedIn social selling strategy based on FOMO (the fear of missing out)? FOMO is rarely a good reason to do anything in business.

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. We are more inclined to improvement and the execution of the craft. When we embrace our craft, we are focused on the outcomes, the value it creates for others, our influence in the outcomes and how we deliver the outcomes.

Hiring B2B Sales Professionals During and Post COVID-19

Sales and Marketing Management

Remote onboarding is more than just sharing a copy of the digital company handbook. Author: Kelly Barcelos Many B2B companies are seeing sales decline as buyer behavior has changed due to the coronavirus pandemic. While adapting your B2B sales hiring strategy to the new normal of life, you need to set clear hiring objectives. The post-pandemic world will need employees with a different set of skills, such as digital skills, design thinking, entrepreneurship and innovation.

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. How to Deliver a TED Talk by Jeremey Donovan, published by McGraw Hill, is a great read.

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 – . When it comes to effective prospecting there is usually a complete imbalance between two critical components of an effective message. Effective here means leading to initial engagement. The two components are “the content” of the message, and the “delivery”.

Does Your Company Have A Customer Service Strategy?

Integrity Solutions

But what about the more subtle “rules” that aren’t covered in the employee handbook? By Steve Schmidt. Most companies like to say they provide great customer service and deliver it with integrity, but what does that really mean? Does your team understand what your expectations as a leader are?

The Complete Salesperson

The Pipeline

Witness the recent B2B Sales Handbook from the folks at Autoklose. By Tibor Shanto. I know we’re not supposed to stare at people’s peculiarities, but at times it is hard not to. For instance, at the gym, where you see someone with a well-developed upper body, standing on two twigs. While the first instinct may be to snicker, but having worked with salespeople, I see this type of oddity almost daily. Selective Training.

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. The Objection Handling Handbook , instructs sellers to continue taking away objections on call back, encouraging sellers to start the call by saying: “Hi Mr./Ms. By Tibor Shanto –

Be More Confident On-Camera with These 6 Proven Acting Tips

Julie Hanson

Take a page from the actor’s handbook and do a few physical drills and vocal warm-ups before your next video call or presentation for added confidence on-camera. Confidence is crucial in virtual sales! Because the camera picks up everything – including a lack of confidence.

ACT 79

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. Linkedin is a powerful tool to help you grow your business and your sales engine, IF you know how to use it.

"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. It was an excellent session overall, but I was particularly blown-away by the first speaker, Mike Weinberg, author of the book published by AMA entitled New Sales. Simplified.:

Connecting the Dots between Sales Strategy & Execution

SBI Growth

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. Increasing New Hire Productivity. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. These are critical components to achieving your top line revenue goals.

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. Here we are at the fourth and final installment of the series, 4 Tips to Power Up Prospecting in 2015 , from Mike Weinberg’s presentation at the 2015 Virtual Sales Kickoff. His final tip is a passionate plea calling all sales reps to return to the telephone. Part 1: Tip #1 Believe it Works. Part 2: Tip #2 Commit to It.

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 - If you read this blog regularly, you know that I have pointed out that salespeople and sales organizations spend too much time and energy trying to avoid objections, when they should be spending time on learning to deal with them, redirect and leverage them to move the sale forward.

Margin 193

Here Are the Best Books to Read Over the Holidays

Alice Heiman

Internationally respected sales leader and widely read business blogger Tony Hughes has written an invaluable handbook for 21st-century sales professionals and entrepreneurs trying to tackle this challenge. Many leaders take advantage of the holidays in November, December, and January to read the latest books about sales and leadership. I wholeheartedly agree with this practice; it’s a fantastic way for any leader to stay sharp and informed. .

How to Prevent Phishing and Avoid Cyber Attacks


It also means providing the appropriate training, handbooks, and outlets to report attempts or breaches. Companies across the globe experience more than one million phishing attacks each year ( source ). Let that sink in. This means, the individuals who perpetrate this type of crime are constantly attempting to gain access to highly personal information. Think bank details, account logins, social security numbers, passwords, and much more.

New Beliefs, New Knowledge, New Actions, and New Results

Anthony Iannarino

Jeb Blount’s Virtual Selling : Jeb has written the handbook you need to use video in your sales process.