The Research behind the lessons
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These ten lessons include powerful tips, tools, and techniques from some of these hugely successful and respected sales experts:
Its concept is simple: Only by getting to know your customers and their needs — and believing that you can meet those needs — will you enjoy relationships with customers built on trust. Integrity Selling has been adopted by dozens of Fortune 500 companies, such as Johnson & Johnson and IBM, as well as the American Red Cross and the New York Times.
Unquestionably the best documented account of sales success ever collected and the result of a massive 12-year research study into effective sales performance, this groundbreaking resource, SPIN Selling details the highly successful Situation, Problem, Implication, Need payoff strategy.
Today, buyers don’t like salespeople telling them what they want or need; they’ve already gone online and informed themselves—which makes the job of selling more difficult than ever. Stop focusing squarely on the selling cycle—and pay closer attention to the buying cycle. Learn how customers want to buy and align your selling techniques accordingly.
Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that instead of bludgeoning customers with endless facts and features about their company and products, "Challengers" approach customers with unique insights about how they can save or make money, and challenge them with new and surprising information.
Today’s buyers no longer want or need to be sold in traditional ways, the Internet has changed the game for your customers―and, therefore, for you. Customer Centric Selling levels the playing field so you can reach clients when they are ready to buy and create a superior "customer centric" experience - able to identify and serve customers
Today’s buyers no longer want or need to be sold in traditional ways, the Internet has changed the game for your customers―and, therefore, for you. Customer Centric Selling levels the playing field so you can reach clients when they are ready to buy and create a superior "customer centric" experience - able to identify and serve customers’ needs in a world where competition waits just a mouse-click away.
The LinkedIn Sales Playbook guides you through the business development activities that help gain access to stakeholders, add more opportunities in your pipeline, reduce your sales cycle and close more business. It links traditional sales training with social media - from lead generation to connecting with targeted buyers, warm introducti
The LinkedIn Sales Playbook guides you through the business development activities that help gain access to stakeholders, add more opportunities in your pipeline, reduce your sales cycle and close more business. It links traditional sales training with social media - from lead generation to connecting with targeted buyers, warm introductions, nurturing prospects and converting more connections to conversations.
Considered one of the most comprehensive books ever written about finding new customers Fanatical Prospecting reveals the real secret to improving sales productivity and growing your business. It gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly delivers the power to blow through r
Considered one of the most comprehensive books ever written about finding new customers Fanatical Prospecting reveals the real secret to improving sales productivity and growing your business. It gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly delivers the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more business.
Most entrepreneurs didn't go into their career to become a salesperson – repurposing current strengths, along with some easy-to-learn new skills, will help to achieve or exceed business and professional goals. Even if you sell a product, you will undoubtably include services that help your clients. Selling Professional Services shows you how to sell high-value services at high profit.
In 1985 this book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," The New Strategic Selling presented the idea of selling as a joint venture and introduced the influential concept, Win-Win. The response was immediate and helped turn the small company that created it, Miller Heiman, into a glo
In 1985 this book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," The New Strategic Selling presented the idea of selling as a joint venture and introduced the influential concept, Win-Win. The response was immediate and helped turn the small company that created it, Miller Heiman, into a global leader in sales development. This modern edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples and new strategies for confronting competition.
Sales professionals frequently resort to short-term strategies like cutting prices, offering discounts, or making other concessions. By explaining how short-term strategies are destructive to the long-term sustainability of a business, High-Profit Selling helps salespeople instead focus their energy on “profit sales” that successfully exe
Sales professionals frequently resort to short-term strategies like cutting prices, offering discounts, or making other concessions. By explaining how short-term strategies are destructive to the long-term sustainability of a business, High-Profit Selling helps salespeople instead focus their energy on “profit sales” that successfully execute product price increases while maintaining and strengthening current customer relationships.
Valuable insight from this popular book has become a no-brainer among sales professionals by teaching skills designed for today’s highly competitive and more complex sales landscape. You Can’t Teach a Kid to Ride a Bike at a Seminar has helped millions of sales professionals take their career to new levels. It offers critical new insights
Valuable insight from this popular book has become a no-brainer among sales professionals by teaching skills designed for today’s highly competitive and more complex sales landscape. You Can’t Teach a Kid to Ride a Bike at a Seminar has helped millions of sales professionals take their career to new levels. It offers critical new insights, information, and tools for success in today’s economy with battle-tested advice on driving personal and organizational success by breaking the rules of conventional selling.