Products

The members and staff of Sales Training Community have compiled this list of books for those seeking in-depth study and up-to-date market intelligence. When purchasing, you may be directed to the publisher’s site, Amazon.com, or to Training Industry Inc's e-commerce system.

If you have a book or other resource that you believe would be of interest to our members, please email the information to sniemchak@trainingindustry.com for consideration

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The Sales Manager's Mentor 2nd Edition
by Jeff Lehman
Welcome to the 2nd Edition of The Sales Manager's MENTOR.The 1st edition received all 5-star user ratings! Ask yourself this simple question: Do you need a mentor to help you be a better sales manager but can't find one? MENTOR was written exclusively tohelp you make the transition from sales person to sales manager, or from sales manager to sales executive, and to be a more effective sales leader. Included are 321 practical career-advancing tips and real-life insights on sales leadership. The author has twenty-two years of sales and sales management experience spanning two major economic recessions and two market booms. With Mega Tips and Toptips in every section, and an easy to follow index, MENTOR is written in an easy to read format that gives you realistic advice, 24/7. You will want to own this book for ongoing reference and advice. Foreword written by Marc Benioff, Chairman & CEO, of salesforce.com.
Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales
by Linda Richardson
In this revised edition of her best-seller, noted salesconsultant Linda Richardson offers salespeople the tools they need to successfully use customer-focused, dialogue selling. Featuring real-world dialogue samples, helpful dos and don'ts, self-tests, checklists, and other useful tools, this guide offers insight on every aspect of face-to-face selling, from the initial introduction through the needs identification and the negotiation of terms and price to the successful close, with prime emphasis on the six critical skills necessary to the dialogue-driven sales call:presence, rapport building, questioning, listening, product positioning, and checking.
Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach(1)
by Linda Richardson
As companies shift from hierarchical management into teamwork, managing is not nearly as important as coaching. Here is the firstbook on the coaching process written exclusively for sales managers--a brief, easy-to-digest primer on making the transition from a traditional boss to a sales coach. Created by anauthor/instructor who teaches sales management as the prestigious Wharton Executive Development Center, this guide shows sales managers how to: understand the nuances and payoffs of coaching:conduct coaching sessions and improve key skills such as listening and giving feedback; deal with problems such as discipline and reluctant behavior within the sales team; and coach and peers on oneself.
The Sales Success Handbook (Mighty Manager)(1)
by Linda Richardson
The classic "features and benefits" sales approach is no longer effective. To sell today, you must add value, provide perspective, and be able to allow customers to show how your product will quickly and consistently solve their specific needs.To do this, you first must listen to your customers--todiscover exactly what their specific needs are.

The Sales Success Handbook outlines a battle-tested program for hearing and understanding exactly what your customershave to say and selling solutions instead of just selling products.
The 25 Sales Habits of Highly Successful Salespeople(1)
by Stephan Schiffman
Stephan Schiffman, a nationally recognized sales trainer, has put together an invaluable guide for anyone in sales interested in improving their numbers by building your customer base andincreasing sales. Each of the 25 techniques is described in its own chapter with examples and sound advice for putting that tip into practice. Some of these tips may sound familiar to some but that's because they're time-tested ideas.
The Little Red Book of Selling : 12.5 Principles of Sales Greatness(1)
by Jeffrey Gitomer
Sales master Jeffrey Gitomer has created a real-world,practical, and fun book that salespeople will love and profit from.In the Little Red Book of Selling salespeople will learn why saleshappen and a philosophy of success - long term, relationship driven, and referral oriented-nothing to do with manipulation or other old-world sales tactics. It has everything to do with understanding buying motives and taking ethical, relationship-building actions.
Selling 101 : What Every Successful Sales Professional Needs to Know(1)
by Zig Ziglar
Here in a short, compact and concise format is the basics of howto persuade more people more effectively, more ethically, and moreoften. Ziglar draws from his fundamental selling experiences andshows that while the fundamentals of selling may remain constant,sales people must continue learning, living, and looking: learningfrom the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life.
The Best Damn Sales Book Ever(1)
by Warren Greshes
This book takes the reader right to the core of the successful salesperson: their ability to motivate themselves. Most salespeople(in fact, most people) are not self-motivated. They have no idea what motivates them, because they have no idea what they want in both their personal and professional lives; they have no goals orplans. This book is dedicated to helping the reader create a high level of self-motivation, along with a clearly defined focus, direction, and sense of purpose through a five-step goal setting process.
The Sales Bible: The Ultimate Sales Resource, Revised Edition(1)
by Jeffrey Gitomer
Jeffrey Gitomer's bestselling guide to the art of the sale has helped hundreds of thousands of people get ahead in the sales game. The Sales Bible offers the proven methods and techniques that lead to bigger sales and more loyal customers. Full of practical, hands-on information, it offers everything salespeople need to know to improve their results immediately.
Dig-In Training - A Down to Earth Approach to Selling (Interactive Sales Training CD)(1)
by John Oppenheim
Dig-In Training is a self-paced course designed to teach andstress the basics - from prospecting to closing. Nothing fancy, just down-to-earth sessions from John Oppenheim. He explains the basics in an easy-to-understand method using the latest videotechniques. You and your salespeople can watch and learn at your own pace - without an expensive course to attend.
The Sales Training Handbook(1)
by Jeff Magee
A collection of training materials for mini-seminars, offering trainers reproducible and downloadable exercises for whipping salesteams into shape. The seminars cover every topic from increasing sales team effectiveness to developing professional-level selling skills.
Jeffrey Gitomer's Little Red Book of Sales Answers : 99.5 Real World Answers That Make Sense, Make Sales, and Make Money(1)
by Jeffrey Gitomer
In this follow-up to his bestselling "Jeffrey Gitomer'sLittle Red Book of Selling," the world's #1 salespresenter offers quick, fun-to-read, real-world answers forsalespeople that make sense--and are guaranteed to make money.
The 25 Sales Strategies That Will Boost Your Sales Today!
by Stephan Schiffman
The author of 'The 25 Most Common Sales Mistakes and How to Avoid Them' reveals 25 new sales-building strategies that he's developed and tested during his years of training top-notch salespeople.
Proactive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game
by William "Skip" Miller
All sales managers work like crazy, but few are true managers. That's because they tend to fall back on the skills that madethem great at sales...instead of adopting the new skills that will make them great managers. This essential book, which speaks their language and is packed with specific, field-tested techniques, will turn them into management pros. It teaches a proven method for managing the sales process as well as the salespeople.
Sales Questions That Close the Sale: How to Uncover Your Customers' Real Needs
by Charles D. Brennan
What's the best way for a salesperson to find out what apotential customer really needs? Ask! It sounds simple enough, but many salespeople get so tangled up in nerves, benefits hawking, and making "the pitch" they forget to ask questions-or to askthe right questions. This unique book gives salespeople at all levels precise guidance for asking the right questions.