The book offers tips on persuasion, the importance of honesty, and the need for non-sales selling. If you want to understand modern sales psychology and become a better salesperson, this is an absolute must-read. Key Quote:“Anytime you're tempted to upsell someone else, stop what you'...
Asales processis important because it gives the team a unified framework for activities, makes it easier to track progress against goals, and helps sales managers control their teams’ efforts. It also makes skill gaps and other challenges more observable and helps identify areas wheresales coaching...
Cracking the Sales Management Codeis a groundbreaking book for sales managers and executives who want greater control over sales performance. Based on new research into how world-class sales forces measure and manage their sellers, it provides a best practice approach to identify and implement the c...
Time-tested, and salesperson approved, this book is a masterpiece and all-time bestseller. Made for the salesperson, it is a must-read if you want to achieve success in our sales profession. You’ll learn six ways to make people like you, twelve ways to win people to your way of thin...
In case you don’t know, the ULTIMATE books are for business leaders, managers, and executives who want to succeed. Every title covers the essential business skills you need to succeed, from marketing and sales to finance and management. In particular, this book includes tools, techniques, and...
Bosworth’s book reveals a process to take the guesswork out of difficult-to-sell, intangible products and services. It enables sellers to make the way they sell as big an advantage as their product or service. Who’s this for? Salespeople and sales managers alike.Solution Sellingis a sales...
experience, there’s a bucket list activity for that. Status quo incentives don’t account for what really drives salespeople to perform. Incentivize and reward your sales reps with their choice of personalized experiences. This is also a greatgift for managerswho reach an important milestone or ...
Category:Complex Sales When the stakes are high, you need a way to stand out and win. For that, professional customer guidance is key. In this book, you’ll learn a value-based approach to removing customers’ internal barriers and position yourself as the most credible solution. One reviewe...
(1999). Sales managers: Marketing's Best Example of the Peter principle? Business Horizons, 42 (1), 19-26.Anderson, Rolph E., Alan J. Dubinsky, and Rajiv Mehta. "Sales Managers: Marketing's Best Example of the Peter Principle?" Business Horizons 42 (January/February 1999): 19-26....
Summary: It’s all in the title: Great managers break rules. Learn how to build upon your employee’s strengths instead of fixing their weaknesses, set great expectations, and get the best out of your team. What’s in it for you: This book is easily applicable to your own situations....