Featured Books

Books

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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 thissimple question: Do you need a mentor to help you be a better salesmanager but can't find one? MENTOR was written exclusively tohelp you make the transition from salesperson to sales manager, orfrom sales manager to sales executive, and to be a more effectivesales leader. Included are 321 practical career-advancing tips andreal-life insights on sales leadership. The author has twenty-twoyears of sales and sales management experience spanning two majoreconomic recessions and two market booms. With Mega Tips and Toptips in every section, and an easy to follow index, MENTOR iswritten in an easy to read format that gives you realistic advice,24/7. You will want to own this book for ongoing reference andadvice. Foreword written by Marc Benioff, Chairman & CEO, ofsalesforce.com.

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  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 needto successfully use customer-focused, dialogue selling. Featuringreal-world dialogue samples, helpful dos and don'ts, self-tests,checklists, and other useful tools, this guide offers insight onevery aspect of face-to-face selling, from the initial introductionthrough the needs identification and the negotiation of terms andprice to the successful close, with prime emphasis on the sixcritical skills necessary to the dialogue-driven sales call:presence, rapport building, questioning, listening, productpositioning, and checking.

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  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 salesmanagers--a brief, easy-to-digest primer on making the transitionfrom a traditional boss to a sales coach. Created by anauthor/instructor who teaches sales management as the prestigiousWharton Executive Development Center, this guide shows salesmanagers how to: understand the nuances and payoffs of coaching:conduct coaching sessions and improve key skills such as listeningand giving feedback; deal with problems such as discipline andreluctant behavior within the sales team; and coach and peers ononeself.

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  The Sales Success Handbook (Mighty Manager)(1)

  by Linda Richardson

  The classic "features and benefits" sales approach isno longer effective. To sell today, you must add value, provideperspective, and be able to allow customers to show how yourproduct 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-testedprogram for hearing and understanding exactly what your customershave to say and selling solutions instead of just sellingproducts.

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  The 25 Sales Habits of Highly Successful Salespeople(1)

  by Stephan Schiffman

  Stephan Schiffman, a nationally recognized sales trainer, hasput together an invaluable guide for anyone in sales interested inimproving their numbers by building your customer base andincreasing sales. Each of the 25 techniques is described in its ownchapter with examples and sound advice for putting that tip intopractice. Some of these tips may sound familiar to some butthat's because they're time-tested ideas.

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  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, relationshipdriven, and referral oriented-nothing to do with manipulation orother old-world sales tactics. It has everything to do withunderstanding buying motives and taking ethical,relationship-building actions.

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  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 byseizing each vital moment of every single day; and looking to thefuture with hope, optimism, and education. His tips will not onlykeep your clients happy and add to your income, but will also teachyou ideas and principles that will, most importantly, add to thequality of your life.

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  The Best Damn Sales Book Ever(1)

  by Warren Greshes

  This book takes the reader right to the core of the successfulsalesperson: their ability to motivate themselves. Most salespeople(in fact, most people) are not self-motivated. They have no ideawhat motivates them, because they have no idea what they want inboth their personal and professional lives; they have no goals orplans. This book is dedicated to helping the reader create a highlevel of self-motivation, along with a clearly defined focus,direction, and sense of purpose through a five-step goal settingprocess.

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  The Sales Bible: The Ultimate Sales Resource, Revised Edition(1)

  by Jeffrey Gitomer

  Jeffrey Gitomer's bestselling guide to the art of the salehas helped hundreds of thousands of people get ahead in the salesgame. The Sales Bible offers the proven methods and techniques thatlead to bigger sales and more loyal customers. Full of practical,hands-on information, it offers everything salespeople need to knowto improve their results immediately.

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  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 thebasics in an easy-to-understand method using the latest videotechniques. You and your salespeople can watch and learn at yourown pace - without an expensive course to attend.

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  The Sales Training Handbook(1)

  by Jeff Magee

  A collection of training materials for mini-seminars, offeringtrainers reproducible and downloadable exercises for whipping salesteams into shape. The seminars cover every topic from increasingsales team effectiveness to developing professional-level sellingskills.

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  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.

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  The 25 Sales Strategies That Will Boost Your Sales Today!

  by Stephan Schiffman

  The author of 'The 25 Most Common Sales Mistakesand How to Avoid Them' reveals 25 new sales-building strategiesthat he's developed and tested during his years of trainingtop-notch salespeople.

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  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 willmake them great managers. This essential book, which speaks theirlanguage and is packed with specific, field-tested techniques, willturn them into management pros. It teaches a proven method formanaging the sales process as well as the salespeople.

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  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, butmany salespeople get so tangled up in nerves, benefits hawking, andmaking "the pitch" they forget to ask questions-or to askthe right questions. This unique book gives salespeople at alllevels precise guidance for asking the right questions.

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  Close the Deal: 120 Checklists for Sales Success

  by Sam Deep, Lyle Sussman, Sandler Sales Institute

  Close the Deal is bursting with hot leads for salespros looking to sharpen their skills and win more customers.Authors Sam Deep and Lyle Sussman show how to capture sales withoutbeing pushy or arrogant. Deep, a consultant from Pittsburgh, andSussman, a management professor at the University of Louisville,believe that the essence of selling is sticking to a system."Masterful sales professionals are neither lucky norgifted," they write. "They do not dream, wish or hope forvictory. They go out and make it happen." The book is based onprograms developed at the Sandler Sales Institute, a noted Marylandfirm that trains thousands of sales professionals around thecountry.

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  You Can't Teach a Kid to Ride a Bike at a Seminar : The Sandler Sales Institute's 7-Step System for Successful Selling

  by David H. Sandler

  Based on David Sandler's pioneering methods, this bookteaches you the Sandler Sales Institute's system for successfulselling.

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  Secrets of Question Based Selling: How the Most Powerful Tool in Business Can Double Your Sales Results

  by Thomas A. Freese

  The concept of Secrets of Question-Based Selling is founded onthe idea that an effective salesperson knows what his or herprospect needs, then offers solutions - and the only way to findout what someone needs is to ask!  With more than 17 years ofexperience in sales and management, Thomas A. Freese has taken theapproach that consistently empowered him to exceed, at times evendouble, his selling results, and has packaged it into the salesmethodology he calls Question-Based Selling.

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  It Only Takes 1% to Have a Competitive Edge in Sales

  by Thomas A. Freese

  Whether you're new to sales or a seasoned veteran this bookprovides simple and effective ways to improve your sales efforts.Most sales are won or lost by very small margins. That means yousimply need an edge - a differentiable advantage that will set youapart from everyone else. That's what you will find in thisbook - 100 chapters, each designed to give salespeople aone-percent advantage over their competitors. By applying thesecommon-sense (but many times forgotten) lessons you too will have acompetitive edge in sales.

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  Socratic Selling: How to Ask the Questions That Get the Sale

  by Kevin R. Daley

  The Socratic approach respects the power of the customer. Thecustomer has the need, the power, and the decision-makingauthority. Socratic Selling shows you how to access thatpower, to cooperate with it, and to make it work for you.

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  How to Master the Art of Selling

  by Tom Hopkins

  The man who turned a failing sales career around and became amillioniare tells readers what selling is really about and how theycan learn to succeed in the sales profession.

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  Zig Ziglar's Secrets of Closing the Sale

  by Zig Ziglar

  Zig Ziglar focuses on the art of persuasion in sale, andprovides tips from successful salespeople . Everyone has to"sell" their ideas and themselves to be successful. Thisnew guide by America's #1 professional in the art of persuasionfocuses on the most essential part of the sale -- how to make themsay "Yes, I will!"

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  Unlimited Selling Power: How to Master Hypnotic Selling Skills(1)

  by Donald Moine, Kenneth Lloyd

  This book applies neuro-linguistic programming and Ericksonianhypnotic techniques to the interpersonal sales process. It coversdeveloping rapport through pacing, using stories and metaphors,eliciting criteria and developing script book, and many moretechniques to increase your effectiveness as a salesperson.

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  Ultimate Selling Power: How to Create and Enjoy a Multi-Million Dollar Sales Career

  by Donald Moine, Kenneth Lloyd

  This book reveals how average salespeople in a variety ofindustries have created multimillion dollar careers using manypowerful newly-developed sales and marketing techniques. Apractical step by step guide showing what the best, most successfulsalespeople in the world are doing to attract an almost unlimitednumber of customers and clients and to close a record-breakingnumber of sales.

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  Beyond Selling Value: A Proven Process to Avoid the Vendor Trap

  by Mark Shonka, Dan Kosch

  Featuring success stories culled from dozens of real-lifeselling challenges, Beyond Selling Value takes the reader out ofthe world of dry, textbook selling and onto the corporate frontlines. Using these battle-tested strategies as a guide, BeyondSelling Value walks readers through every stage of the salesprocess, from targeting the right customers through presenting astrategic business solution to the executive-level decision maker -that one elusive person in the customer organization who is trulypositioned to buy value.

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  Value-Added Selling : How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not Price

  by Tom Reilly

  In a marketplace too often focused on price, Value-Added Sellingprovides sales professionals with a market-proven approach forselling customers on the inherent value of a product. Based on avalue-selling model proven to work across industries and productlines, this step-by-step book explains how to define value in theclient's terms, orient a pitch to fit the client's needs,and close the deal. It gives sales pros the tools and confidencethey need to deemphasize price in the selling equation.

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  How to Sell at Prices Higher Than Your Competitors: The Complete Book on How to Make Your Prices Stick(1)

  by Lawrence L. Steinmetz, William T. Brooks

  Every business in every industry faces the specter oflower-priced competition. In order to maintain healthy margins,most companies can't drop their prices endlessly. Instead, theyhave to find a way to sell their product despite its price. Thisbook offers practical advice and smart tactics for outselling alower-priced competitor. Readers will learn why price isn't thefinal determinant of whether a customer buys a product; how tobuild a great customer service program; how to defeat the argumentsof customers who buy on price; and how to price productsappropriately. In addition, this handy resource also includesreal-world examples and situations that will help salespeople sellanything, no matter what the price.

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  Getting to 'Closed': A Proven Program to Accelerate the Sales Cycle and Increase Commissions

  by Stephan Schiffman

  Learn effective strategies to turn prospects into revenue-fromthe nation's leading sales prospecting expert. Schiffman sharesall the strategies and tools of the ranking system and prospectmanagement process he created to help salespeople at all levels andacross all industries.

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  Ask Questions, Get Sales: Close The Deal And Create Long-Term Relationships 2nd Edition

  by Stephan Schiffman

  In this book, sales guru Stephan Schiffman teaches you how tostrengthen your questioning skills during the sales process inorder to get more sales. The premise is simple yet effective: Inorder to be successful, you must change your mindset from"need-oriented" to "do-oriented." The messageof this book centers around six core "do questions" foryour buyers.

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  Cold Calling Techniques: (That Really Work!)

  by Stephan Schiffman

  Cold Calling Techniques is the ultimate guide to creating newsales-one of the most critical skills you need. If you want toincrease your sales, you must get at good cold calling to get theface-to-face appointments you need. Cold Calling Techniquesfeatures field-tested techniques for reaching decision-makers,making appointments, and making your pitch - as well as invaluableadvice on how to increase the number of calls you can make, improveyour closing ratio, and beat your competition.

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  Stephan Schiffman's Telesales: America's #1 Corporate Sales Trainer Shows You How to Boost Your Phone Sales

  by Stephan Schiffman

  This book provides a complete resource for understanding andimplementing telesales techniques. You will learn everything fromcreating a script; to recognizing when not calling a prospect canincrease your sales productivity; to practicing the ten traits ofworld class salespeople. Schiffman has coached thousands of salesteams across the country to improve their telesalesperformance.

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  Guerrilla TeleSelling : New Unconventional Weapons and Tactics to Sell When You Can't be There in Person

  by Conrad Levinson, Mark S. A. Smith, Orvel Ray Wilson

  The first book to apply guerrilla sales and marketing tactics tothe unique, high-pressure environment of electronic communications,this groundbreaking resource is packed with valuable tips, expertadvice, and insider secrets on finding, closing, and increasingsales by phone and fax as well as via e-mail and the Internet.

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  Selling Is a Team Sport : Turn Your Whole Organization into a Living, Breathing, Selling Machine

  by Eric Baron

  Selling is everybody's job, according to sales trainer EricBaron. In this approach, he combines the concept ofproblem-solving, cross-functional teams with sales to create ateam-based, solutions-oriented selling approach that involves theentire workforce. Sales pros still lead the effort in Baron'sprocess, but they are supported by sales technique-savvy employeesfrom across the business.

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  How Winners Sell: 21 Proven Strategies to Outsell Your Competition and Win the Big Sale, Second Edition

  by Dave Stein

  How do salespeople transform themselves into savvy professionalswho can be counted on to continue to win business under anyconditions? Author and sales consultant Dave Stein has helpedthousands of CEOs, VPs, sales managers, marketing directors, andsales teams navigate the most complex opportunities with precisionand speed, even during challenging economic times. In How WinnersSell, Stein shows readers how to plan strategically for scenarioswhen details are most important so they never come up short in theeyes of a client.

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  Management of a Sales Force

  by Rosann Spiro, William J Stanton, and Greg A. Rich

  Management of a Sales Force is the #1 selling text in thismarket. This book covers the concepts and applies the theoriesassociated with managing a sales force. This text is praised forits practical, applied, student-friendly approach.

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  Superstar Sales Manager's Secrets

  by Barry J. Farber

  Written expressly for on-the-go sales managers who don'thave the time to wade through wordy prose or academic theory, thisbook is fast-paced and results-oriented. It contains scores ofeasy-to-implement strategies, checklists, and action plans foranyone who's managing a sales team. The book's wisdom isculled from the author's own experience as a top sales manager,as well as feedback from the thousands of managers who haveparticipated in his training programs and seminars. This revisedand updated edition is not only a guide to coaching and trainingsales reps in the skills they need, but it's also a handbookfull of practical tools and motivational strategies to help repsgenerate activity and get business

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  Seven Secrets to Successful Sales Management: The Sales Manager's Manual(1)

  by Jack D. Wilner

  Success in sales management now requires a solid foundation intraditional sales techniques as well as a thorough understanding of"new" ideas such as goal setting, coaching andvision-based leadership. 7 Secrets to Successful Sales Managementis your practical, hands-on guide to sales management in thesecompetitive economic times. It presents an integrated approach tosales management and combines the author's years of managementexperience with innovative new strategies for motivating your salesforce, recruiting quality salespeople and training newemployees.

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  Welcome To Sales Management: The First 90 Days And Beyond. An Operating Guide For New Sales Managers

  by Mark White

  Welcome to Sales Management is written for those who aspire tosales management; those who recently assumed sales managementresponsibilities for the first time; and those who have receivedlittle if any formal sales management training. WSM is divided intothree parts, each providing a road map to guide rookie salesmanager through their first 90 days and beyond.

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  The Ultimate Sales Managers' Guide

  by John Klymshyn

  The Ultimate Sales Managers' Guide provides real-worldsolutions to challenges faced by sales managers with all levels ofexperience. It addresses the most important issues facing salesmanagers today and offers proven guidance on all the major aspectsof the job. Sales managers will learn how to recruit and retaingreat people; turn boring old sales meetings into exciting,creative forums for sharing ideas; develop short-, medium-, andlong-range plans; and master effective sales opening and closingtechniques.

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  Fundamentals of Sales Management for the Newly Appointed Sales Manager

  by Matthew Schwartz

  Based on the bestselling American Management Associationseminar, Fundamentals of Sales Management for the Newly AppointedSales Manager helps sales professionals quickly and easily developthe skills they need to succeed in their new managerial roles.Readers will learn how to; Make a smooth transition intomanagement; Build a superior, high-functioning sales team; Setobjectives and plan performance; Delegate responsibilities; Recruitnew employees; Improve productivity and effectiveness. Thiseasy-to-understand book gives readers everything they need toimmediately excel at their new responsibilities.

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  Be Your Own Sales Manager: Strategies and Tactics for Managing Your Accounts, Your Territory, and Yourself

  by Tony Alessandra, John Monoky, and Jim Cathcart

  Sales is more than a job; it is a career, a profession requiringspecial knowledge and specific skills. You have to be your ownboss, take on the responsibilities - and reap the rewards - ofsales management. Be Your Own Sales Manager puts the mostup-to-date management techniques at your fingertips, offering smartstrategies designed to give you a competitive edge.

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  From Selling to Managing: Guidelines for the First Time-Sales Manager(1)

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  From Selling to Managing: Guidelines for the First Time-Sales Manager
  - by Ronald Brown

  The transformation from "player" to "coach" is a dramatic one, and managers are usually expected to make the transition under their own steam. This dilemma is faced by many high-powered salespeople, and for over two decades this best-selling book has been there to help. Now revised to reflect changes in technology, distribution, and the complexity of the modern sales force, this compact primer on making the move from salesperson to sales manager is needed more than ever.

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  Michael Zabec's Sales Manager's Bible

  by Michael Zabec

  Discover the simple truths of sales management through the talesof ten sinful managers. Michael Zabec's Sales Manager'sBible provides you with the divine inspirations of sales managementthat he has spent 35 years gathering. You'll learn to guideyour career past temptations that lead the misguided to ruin - andsend your sales soaring.

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  Selling to Major Accounts: Tools, Techniques, and Practical Solutions for the Sales Manager

  by Terry R. Bacon

  Selling to Major Accounts is full of practical, provenapproaches to account management. Loaded with examples, tables,charts, checklists, and real-life case studies from theauthor's vast consulting experience, it shows how to; identifythe major accounts with the greatest potential; progress fromvendor to strategic ally; craft account plans that are geared foraction; manage the customer relationship for greater results;develop winning account strategies.

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  Selling and Sales Management (Barron's Business Library Series)

  by Robert D. Hirsch, Ralph Jackson, Ph.D.

  This book describes the selling process step-by-step, includingthe job of a sales manager, motivating a sales force, and more.This concise reference emphasizes practical situations today-to-day operating details, problem-solving aspects of sellingand sales management.

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  One Minute Sales Person, The: The Quickest Way to Sell People on Yourself, Your Services, Products, or Ideas - at Work and in Life

  by Spencer Johnson

  The author of THE ONE MINUTE MANAGER and WHO MOVED MY CHEESE?uses his storytelling skills to teach principles of selling.Techniques such as preparing for and visualizing success are partof the formula, but the most valuable idea is to spend a fullminute before each sales encounter focusing on what is best for thecustomer.

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  Essential Managers: Selling Successfully

  by Robert Heller

  This book is part of the Dorling Kindersley's EssentialManagers series and introduces practical techniques to targetcustomers, identify their needs, present your product effectivelyand win sales. It provides all you need to know about successfulselling, from developing self-confidence and closing a deal tounderstanding customers and managing a sales team. The topics arerelevant to every work environment, from large corporations tosmall businesses.

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  The Sales Manager's Handbook: Getting the Results You Want

  by Joseph C. Ellers

  Written by an actual sales manager, The Sales Manager'sHandbook conveys best practices for sales management in aneasy-to-read, step-by-step format. This book not only tells youwhat to do, but also tells you when to do it and how to do it.

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  The Sales Manager's Guide to Developing A Winning Sales Team (Sellingpower)

  by Gerhard Gschwandtner

  Gerhard Gschwandtner draws on his three decades of internationalsales and marketing experience to create a practical, hands-onguide for sales managers. This book provides tools for achievingcontinuous improvment and explains the essentials for salesmanagers.

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  The Successful Manager's Guide to Selling Through Proactive Customer Service: How to Reduce Inside Sales Costs and Keep Customers Buying Forever

  by Lee R. Van Vechten

  This 300+ page book gives you step-by-step guidelines forstarting and running a successful telephone sales operation. Thisis a complete how-to guide for managers, giving you proven,field-tested strategic and tactical information to avoid costlymistakes, and run your telephone sales operation effectively.

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  Branding Unbound: The Future Of Advertising, Sales, And The Brand Experience In The Wireless Age

  by Rick Mathieson

  Branding Unbound offers a jargon-free look at current andemerging wireless technologies, examines the impact of socialnetworking on Branding strategy, and reveals the Top Ten Secrets ofSuccessful Mobile Advertising. This book shows how, in the wirelessmarketing era, your brand can enjoy whole new levels ofdifferentiation and customer recognition, while consumers benefitfrom on-the-spot convenience and a message individually tailored totheir needs.

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  Mastering the Complex Sale: How to Compete and Win When the Stakes are High!

  by Jeff Thull

  High-value sales present a challenge to even the mostexperienced professional. In this book, business consultant JeffThull provides methods and insights to facilitate the complextransactions associated with business-to-business selling - thecomplex sale.

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  The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale

  by Jeff Thull

  In his follow-up to Mastering the Complex Sale, author JeffThull presents sellers with the integrated, cross-functionalapproach required to develop and deliver compelling solutions toensure they fully meet their promises to customers. The power ofhis model rests in closing the "value gap," the divisioncreated by sellers who have been unable to fulfill their promisesand by customers who don't comprehend the total value of whatthey've purchased.

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  Solution Selling: Creating Buyers in Difficult Selling Markets

  by Michael T. Bosworth

  In this age of rapidly-advancing technology, sales professionalsneed a reliable method for selling products and services that areperceived as sophisticated or complex. This book offers techniquesfor overcoming the customer's resistance, showing how togenerate prospects and new business with a unique value-perceptionapproach, create a set of tools that enable sales managers tomanage pipeline, assign prospecting activity, control the cost ofsales, and more.

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  Exceptional Selling: How the Best Connect and Win in High Stakes Sales

  by Jeff Thull

  Exceptional Selling is a tactical-level guide that showssalespeople how to get beyond the presentation of a valueproposition and engage with the customer in a way in which theabsence and sources of value are objectively evaluated and thecommon barriers to sales success - limited access, ambiguous words,objections, and cutthroat negotiations - melt away.

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  SPIN Selling

  by Neil Rackham

  In his classic book, author Neil Rackham discusses traits of themost successful sales people. Rackham observed 35,000 sales callsover a 12-year period and analyzed why some sales people succeedand others fail. Ultimately, it is the art of asking the rightquestions and listening for solutions - easier said than done.

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