Founder, JILL KONRATH @jillkonrath
So much to learn. So little time. If you’re like most sellers, your head is spinning with all the new things you have to deal with: new products and services, new technology, new positions or new competitors. Then, when you throw in all the changes going on around you, life gets even more complex.In AGILE SELLING, you’ll discover how to:
-Rapidly absorb new information
-Master new sales skills quickly
-Leverage an agile mindset
-Tap into crucial success habits.
President, SalesLeadership, Inc. @eiselling
Many salespeople fail at closing business because they have not developed their emotional intelligence skills. Often salespeople know what to do, however, in tough selling situations, they let nonproductive emotions take over. They discount too soon,write practice proposals without proper qualification and continue to meet with non-decision makers. Their inability to execute the right selling behaviors under stressful situations lead to poor sales results.Emotional Intelligence for Sales Success covers the emotional intelligence skills needed at every stage of the selling process, from prospecting to a first meeting with a potential client to becoming an ongoing valued member of a client’s team.
CEO & B2B Marketing Strategist, Marketing Interactions @ardath421
In the highly lucrative B2B complex sale, marketers are increasingly being pressured to deliver results during the lengthy sales process. eMarketing Strategies for the Complex Sale is the first book designed to answer this challenge. Ardath Albee explains how to create and use online content and communication strategies to catch and hold the attention of busy prospects to the degree of engagement necessary for sales readiness.
CEO, The Bridge Group Inc. @bridgegroupinc
The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer. This book encapsulates author Trish Bertuzzi’s three decades of practical, hands-on experience. As Ken Krogue (President of InsideSales.com) writes in the Foreword, “This is the playbook for how to succeed today. After reading this book, I know it will help you succeed, help your company grow, and change our industry
President and Chief Sales Officer, SalesProInsider, Inc. @salesproinsiderIn Conversations That Sell you’ll find what you need to make each sales conversation count for the buyer … and yourself.You’ll discover how to:
-Speed up your sales cycle
-Maximize every conversation with your buyer
-Develop a call plan that leads to an action or decision every time
-Position your product or service to the buyer’s specific problem, opportunity, want or need
-Stop price discounting as you work through objections collaboratively
-Engage your buyer from the get-go as you focus every part of your conversation and activities on What’s in it for Them
-Identify and achieve your goals
President People First Productivity Solutions @peoplefirstps
Make every sales call count and be the one seller buyers WANT to talk to! With DISCOVER Questions™, you will be able to differentiate yourself from the pack, create value for your buyers and connect in ways you never knew were possible.The research and anecdotes from actual sales calls will show you exactly how to become more effective in all stages of your sales process. You will advance the sale more efficiently when you use DISCOVER Questions™ and the sales approach described in this book.
Founder, No More Cold Calling® @referralsales
Pick Up the Damn Phone!: How People, Not Technology, Seal the Deal, focuses on the intersection of sales, technology, and referrals—the marriage of the old (relationships) with the new (technology). The digital world has a lot to offer salespeople, but it can also threaten our relationships, which are what really drives business. Email, texting, social networking—these certainly have their place in business today, but none of them replaces the power of a personal connection. Hear from top sales and marketing leaders about why sales success comes from real conversations with real people, and why we need to tweet less and talk more to the customers and contacts who really matter.
President & Founder, Knowledgence Associates @knowledgence
Strategies & Tactics for Marketing, Sales and ServiceMarketing, Sales and Customer Service are three disciplines that all overlap at the same point; the customer. All customers touch points should be integrated with each other, a theory that makes perfect sense in the abstract, but really hard to execute in reality. This book presents some common sense strategies and tactics to help your business keep the customer promise.
President, MFE Consulting, LLC @smallbizlady
Become Your Own Boss in 12 Months by Melinda F. Emerson”SmallBizLady” provides a realistic, month-by-month planning guide to start a profitable small business. If you’re planning to start a business soon, the key to being successful is not only to create a sound business concept, but also taking the time to figure out the business of running a business. This book points out the important and necessary steps to take – so you will have the right foundation for a sustainable business. Become Your Own Boss in 12 Months is not a book about writing a business plan; it’s about planning your successful small business.
Founder, Performance Sales and Training @acting4sales
ACT Like a Sales Pro! How to Command the Business Stage and Dramatically Increase Sales Using Proven Acting Techniques.
By Julie Hansen In today’s competitive selling environment your message needs to stand out, move your prospect and be remembered when buying decisions are made. By incorporating the latest in acting, improvisation and storytelling techniques into everything from getting an appointment to delivering a presentation, ACT Like a Sales Pro provides sellers with unique tips and exercises for leveraging the power of performance to gain a winning edge in sales.
Sales Strategist, Top Line Sales, LLC @lisa_magnuson
3 Secrets to Increase Sales with Existing Customers
It’s much easier to expand your business with a current customer than it is to secure a new customer.For essential ideas on winning more business,
get your copy of 3 Secrets to Increase Sales with Existing Customers; available in all e-reader formats at the Amazon Kindle Store.
Founder, Bernadette McClelland Consulting @b_mcclelland
‘The First Sale Is Always To Yourself’
Unlock the POWER of your SALES-ABILITY on your terms
This book is a call to action! It is an invitation for you to begin to see the commercial abundance with which to make more money, to be able to tap into and create your own levels of certainty in order to create change in and around you and ensure your customers are served at the highest level. It is all about making that first sale to yourself!
Jeanete Nyden, J.D.
Getting to We: Negotiating Agreements for Highly Collaborative Relationships @jeanettenyden
Current negotiation practices are outdated and do businesses more harm than good. It’s time for a change. Business success depends on strategic relationships built for an ever-dynamic and interconnected world that will endure long after ‘the deal is done.’ Drawing on best practices and real examples from companies achieving record results, Getting to We flips conventional negotiation on its head and shifts the perspective to where it belongs: viewing the relationship as the substance of the deal, not merely a ‘one and done’ transaction.
From the team that developed the Vested business model for highly collaborative relationships and experts in the field of negotiation, this innovative book provides both sides of the negotiation table with the tools they need to create mutual, long-lasting, successful business relationships in today’s new business world.
Babette Ten Haken
Founder & President, Sales Aerobics for Engineers, LLC @babettetenhaken
Do YOU Mean Business?
Today’s globally competitive marketplace brings success to individuals and companies able to collaborate in cross-functional teams. Yet IT/engineering professionals and sales people are traditionally at-odds with one another. They end up leaving business on the table and miss out on opportunities for professional advancement. Their primary barrier: they don’t speak the same language. If you are in complex technical sales or are the CEO of a technical startup, this book shows you what works in today’s challenging business environment. What are you waiting for?
Viveka von Rosen
CEO, Linkedin To Business @LinkedInExpert
LinkedIn Marketing: An Hour a Day helps you create, customize, and optimize your presence on LinkedIn. In this detailed, step-by-step book, LinkedIn expert Viveka von Rosen reveals how to use this powerful platform to ensure that you or your company get noticed by the right audience. Discover previously undocumented tips and tricks for community growth and management, including how to best use Groups, Publisher and other LinkedIn features and applications. This is THE soup-to-nuts guidebook for tackling every stage of the LinkedIn process, ensuring your online presence will get noticed.
Barbara Weaver Smith
Founder & CEO, The Whale Hunters, Inc. @bweaversmith
Based on true stories of how the Inuit people hunted whales centuries ago, Whale Hunting: How to Land Big Sales and Transform Your Company provides a clear, step-by-step model for successfully finding, landing, and harvesting whale-sized accounts—the kinds of accounts that transform your business. For small and mid-market companies especially, whale hunting can mean the difference between merely surviving and thriving spectacularly. But you have to be smart and you have to be prepared. This revolutionary, one-of-a-kind sales guide will show you how to scout your best prospects, hunt your whale with a cross-functional team of experts, and harvest new accounts by delivering superior service and setting the stage for long-term business.
President, Smooth Sale @smoothsale
As an entrepreneur, Elinor was incredulous no one believed she could sell. Upon hearing she needed to write a book to establish credibility, she did. Her first attempt, Nice Girls DO Get the Sale, became an International Best-Seller and was featured in TIME Magazine and CBS-TV news. Readers quickly learn how Elinor motivated and trained herself to become the top producer by the 4th month and throughout her career.
FOUNDER & CEO, The Levitin Group @sharilevitin
Twenty years ago, Shari Levitin coined the term, “Third Level Selling,” and trained thousands of salespeople and corporate leaders on a system of emotional selling that revolutionized the sales process and created over a billion dollars of ROI for some of the world’s top corporations. Heart and Sell: The 12 Universal truths All Salespeople Need to Know is a definitive guide on how to balance heart and authenticity with closing skills and urgency.