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

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.

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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.

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.

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.

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.

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.

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.

"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.

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.

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.

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.

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.

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.

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!

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 .

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 23 Most Highly-Rated Sales Books of All Time

Hubspot Sales

The Essential Handbook for Prospecting and New Business Development" by Mike Weinberg. Benjamin Franklin once said, "Experience keeps a dear school, but fools will learn in no other.".

Sales 31

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.

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 .

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.

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.

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.

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.

The ultimate sales guide to setting and discussing pricing

OnePageCRM

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.

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.

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.

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.

Sage 35

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.

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.” ).

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.

Top Sales Books To Read in 2012

Fill the Funnel

The Virtual Presenter’s Handbook. © MASP - Fotolia.com. My list of top sales books to read in 2012 consists of books that were published during 2011 and contain innovative, fresh ideas about selling, customer expectations, and how to improve your ability to win new business customers.

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.

Top Sales Books to Read in 2013

Fill the Funnel

The Essential Handbook for Prospecting and New Business Development. This years Top Sales Books to Read in 2013. consists of books that were published between October 2011 and December 2012.

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.

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.

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.

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.

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.