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Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives (Hardcover)

Product Description
Coaching Salespeople into Sales Champions is the ultimate guide to maximizing team productivity through executive sales coaching. Between professional deadlines and other business responsibilities, most sales managers can?t find the time to develop their sales staff. This book shows you how to develop your own executive sales coaching skills so you can boost sales efficiency, train your staff to better performance, and hire and retain top sales talent.

Review
"[The author] has spotted an opening and written one of the best sales coaching books so far, in what is still a small selection." Salesforce June 2008 

Selling to Big Companies (Paperback)

Review

"Jill Konrath offers refreshing insights on how to approach big companies, engage their busy executives, uncover what makes a difference and create substantial value. This book takes the mystery out of selling to these corporate behemoths. Read it to shorten your sales cycle and avoid the many traps that can derail your sales efforts."—Gerhard Gschwandtner, Founder and Publisher, Selling Power
 

Whale Hunting: How to Land Big Sales and Transform Your Company (Hardcover)

Description
Using the ancient Inuit whale hunt as a metaphor for big sales, Whale Hunting gives you a clear nine-phase model for successfully finding, landing, and harvesting whale-sized sales accounts—the kind of sales that transform your business. Here, you’ll learn how to turn the dangerous endeavor of selling to large companies and big contracts into a strategy for continued success and growth. Stop wasting time with little accounts and start landing monster accounts.

Smart Selling on the Phone and Online: Inside Sales That Gets Results (Paperback)

Description
The world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author's "TeleSmart 10 System for Power Selling", "Smart Selling on the Phone and Online" pinpoints the ten skills essential to high-efficiency, high-success performance. Combining an accessible text with clear graphics and step-by-step processes, "Smart Selling on the Phone and Online" will help any rep master the world of 'Sales 2.0' and become a true sales warrior!

Lead Generation for the Complex Sale: Boost the Quality and Quantity of Leads to Increase Your ROI (Hardcover)

Description
Presents a strategic, multi-modal approach to generating highly profitable leads Lead Generation for the Complex Sale arms sales you with a proven approach to generating qualified leads for complex sales. The complex sale, a synthesis of consultative, competitive, and team selling that targets potential buyers for team service solutions, is the norm in today's B2B environment. You'll learn to define your ideal leads and target your sales approaches; align sales and marketing to optimize the number of leads; build strong lead pipelines; use multiple lead generation vehicles, including email, PR, referrals, speaking events; and more.

Questions That Sell: The Powerful Process for Discovering What Your Customer Really Wants (Paperback)

Review
"Paul Cherry gives readers the key questions that get orders and a process to uncover the real needs of their customers." - Customer Relationship Management

“Cherry gives readers key questions that get orders and a process to uncover the real needs of their customers.” - CRM Magazine

Stop Telling, Start Selling: How to Use Customer-Focused Dialogue to Close Sales (Paperback)

Description
In this revised edition of her best-seller, noted sales consultant 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.

Managing sales leads

Sales leads are what successful marketing is all about. That's where the money is. Good, qualified leads make sales forces more efficient, more effective, and — bottom line — more profitable. Add in today’s tough economy and the skills needed to generate and manage leads are even more vital. Offering a research-based, comprehensive treatment of this critically important marketing function, The Executive’s Guide to Managing Sales Leads delivers an excellent hands-on reference to every manager — from midlevel sales and marketing managers to senior-level corporate execs — at companies of every size, especially the midsize to Fortune 100 category.

The Leaky Funnel

Product Description: The Leaky Funnel is the marketing strategy book authored by Hugh Macfarlane. This business novel is packed with fresh, key arguments for a major change in the way businesses organise and manage their combined Sales and Marketing resources.
The central argument, that a new framework is needed for the aggregate Sales and Marketing force, is based on Hugh's 20 years-plus experience, and has now been well proven in many leading businesses as a means of accelerating the effectiveness of their endeavours to earn more customers. --This text refers to an out of print or unavailable edition of this title.

Review: "At last something different. This is a realistic picture of how sales and marketing get negotiated inside an organisation." -- Grahame Dowling. Professor of Marketing, Australian Graduate School of Management

"Hugh brings a great perspective on mapping the buyer’s journey in relation to managing the sales cycle." -- CRM Today - editorial 9 June 2004

"highly relevant look at one of today's most critical topics, how to bring sales and marketing together." -- Don Schultz. Professor Emeritus-in-Service, Northwestern University, USA --This text refers to an out of print or unavailable edition of this title.