The Sales Bible softbound – NEW EDITION WITH SOCIAL MEDIA ANSWERSGlobal sales authority Jeffrey Gitomer's bestselling classic, The Sales Bible, has been updated and appended in this new edition, offering you the ultimate sales methods and strategies that really work ― every day, in real-world selling situations.With over 200,000 copies of the previous editions sold, The Sales Bible was listed as one of "The Ten Books Every Salesperson Should Own and Read" by the Dale Carnegie Sales Advantage Program.Jeffrey Gitomer's column, "Sales Moves," and blog, "SalesBlog.com" are read by more than four million people every week. His customers include Coca-Cola, BMW, Kimpton Hotels, Hilton, Wells Fargo Bank, IBM, Enterprise Rent-A-Car, Hewlett Packard, and hundreds of others.The Sales Bible is your personal, trusted, authoritative resource to reach your sales potential and shine like a star. Accept no substitutes. Here are a few highlights:The 10.5 Commandments of SellingGenerate leads and close sales in any market environmentFind 25 proven ways to set hard-to-get appointmentsUse top-down selling to fill your sales pipeline with prospects who are ready to buy nowAsk the right questions to make more sales in half the timeHow to use the top social media platforms to create inbound leads and prove valueThe Sales Bible has helped tens of thousands of salespeople all over the world reach their potential and close the deal ― and it can help you. So what are you waiting for? Read more

Build strong connections to accelerate sales resultsIn The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life, sought-after trainer and sales leader Julie Thomas delivers an exciting new take on buyer-centric selling to modern buyers. In the book, you’ll learn value-based selling techniques to become a trusted business advisor who instills confidence in buying decisions despite unpredictable business environments.This actionable guide to improved business conversations―ones that build trust and human-to-human connections―enables you to focus the sales conversation on value, instead of price, and identify business issues that create urgency to unlock new sales opportunities. You’ll also find:Strategies for selling to the C-suite, closing more business, expanding your sales footprint, managing global accounts and generating consistent renewal salesMethods for building credibility and rapport with your buyers along with proven sales prospecting strategies to win time on their increasingly packed calendarsWays to motivate buyers to take action and improve sales forecast accuracy through a repeatable opportunity qualification frameworkActions for aligning your revenue engine and enabling all of your customer-facing teams to improve the customer experience.An indispensable guide for seasoned revenue professionals and B2B sales leaders seeking to boost their real-world performance, deepen customer relationships and improve customer experience, The Power of Value Selling will also benefit early-career salespeople looking for practical sales strategies that work in competitive markets. Read more

Struggling to Get Your Foot in the Door of Big Companies?Setting up meetings with corporate decision makers has never been harder. It's almost impossible to get them to pick up the phone. They never return your calls. And if you do happen to catch them, they blow you off right away. It's time to stop making endless cold calls or waiting for the phone to ring. In today's crazy marketplace, new sales strategies are needed to penetrate these big accounts. Discover how to:• Target accounts where you have the highest likelihood of success.• Find the names of prospects who can use your offering.• Create breakthough value propositions that capture their attention. • Develop an effective, multi-faceted account-entry campaign.• Overcome obstacles and objections that derail your sale efforts.• Position yourself as an invaluable resource, not a product pusher.• Have powerful initial sales meetings that build unstoppable momentum.• Differentiate yourself from other sellers. Use these sure-fire strategies to crack into big accounts, shrink your sales cycle and close more business. Check out the Account Entry Toolkit for ideas on how to apply this process to your own unique business. Read more

How to sell value, increase margins, make price irrelevant, win executive-level credibility, and create competitive immunity. Selling value is taking on a whole new meaning for sales professionals. Here's a proven process pros can use to address their customer's pressing business issues, position themselves as strategic partners, and recommend solutions that improve the way their customers do business.In Beyond Selling Value, top sales consultants Mark Shonka and Dan Kosch share their proven process for becoming a critical partner in their customers' success. From targeting the most promising prospects, to bypassing the gatekeepers, to reaching the decision makers who are empowered to buy, and to closing the deal with a powerful presentation, the authors impart their battle tested secrets to forging long term business relationships. For sales professionals tired of being beaten up on price, here is a new way to leverage their strengths, elevate their sales game, and establish relationships with those who appreciate their value. Selling Power magazine calls it "a detailed, street smart roadmap". Read more

A USA TODAY BESTSELLERLearn to transform your perspective and lead with positivity In The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success, sales leader and strategist Anthony Iannarino delivers an exciting and effective new take on creating and sustaining powerful sales processes. You’ll learn to lead with positivity as you harness negative emotions to make lasting changes for the better and explore the power of gratitude to transform your mental outlook. Discover how to reframe the negative events of your life into the ways they made you stronger and prepared you for future setbacks. The author also offers: Concrete advice on perspective-taking and strategies for avoiding being triggered by people with different beliefs A thirteen-week Negativity Fast, in which you’ll eliminate sources of negativity for 90 days and introduce positivity into your mental diet Discussions of the necessity for optimism in a difficult world An inspiring and exciting take on leadership, The Negativity Fast walks you through how to cultivate a positive attitude and perspective you can pass on to the people who follow you.  Read more

THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENTThe long-awaited sequel to Solution Selling, one of history's most popular selling guidesNearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The New Solution Selling expands the classic text's cases, examples, and situations and sharpens its focus on streamlining the sales process to achieve greater success in fewer steps and a shorter time frame. Much in sales has changed in the past decade, and The New Solution Selling incorporates those changes into an integrated, tailored approach for improving both individual productivity and organizational return on investment. Written to enhance the results and careers of sales pros and managers in virtually any industry, this performance-focused book features:A completely revamped, updated sales philosophy,management system, and architecture Tools to increase the quality and velocity of sales pipeline opportunities Techniques that "Best of the Best" use to prospect for success Solution Selling created new rules for one-to-one selling of hard-to-sell items. The New Solution Selling focuses on streamlining the proven Solution Selling process and quickly differentiating both oneself and one's products from the competition while decreasing the time spent between initial qualifying and a successful, profitable close. Read more

The Web has changed the game for your customers―and, therefore, for you. Now, CustomerCentricSelling, already recognized as one of the premiermethodologies for managing the buyer-sellerrelationship, helps you level the playing field soyou can reach clients when they are ready to buyand create a superior customer experience.Your business and its people need to be“CustomerCentric”―willing and able to identifyand serve customers’ needs in a world wherecompetition waits just a mouse-click away.Traditional wisdom has long held that sellingmeans convincing and persuading buyers. Buttoday’s buyers no longer want or need to be soldin traditional ways.CustomerCentric Selling givesyou mastery of the crucial eight aspects ofcommunicating with today’s clients to achieveoptimal results:Having conversations instead ofmaking presentationsAsking relevant questions insteadof offering opinionsFocusing on solutions and notonly relationshipsTargeting businesspeople insteadof gravitating toward usersRelating product usage instead ofrelying on featuresCompeting to win―not just to stay busyClosing on the buyer’s timeline(instead of yours)Empowering buyers instead of tryingto “sell” themWhat’s more, CustomerCentric Selling teaches andreinforces key tactics that will make the most ofyour organization’s resources. Perhaps you feelyou don’t have the smartest internal systems inplace to ensure an ideal workflow. (Perhaps, asis all too common, you lack identifiable systemsalmost entirely.) From the basics―and beyond―ofstrategic budgeting and negotiation to assessingand developing the skills of your sales force, you’lllearn how to make sure that each step yourbusiness takes is the right one. Read more

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Practical and straightforward solutions to everyday sales challengesIn The Innovative Seller: Keeping Pace In An AI and Customer-Centric World, veteran sales leader and trainer Jake Dunlap delivers an expert playbook for sales that offers out-of-the-box and creative answers for the problems and questions that salespeople face every day. Fun and motivational, the book walks you through effective strategies for dealing with common challenges, like LinkedIn prospecting, sales transparency, cold calling, and others. The author has included a comprehensive tactical appendix, so you can easily identify and locate the exact solution you need when you encounter a specific problem. You’ll also find: Proven, grounded, and actionable techniques you can apply immediately to improve your sales performanceInstructive stories and anecdotes drawn from Dunlap’s decades of sales and sales training experienceInsightful discussions of how the typical sales process and model has changed over the years and how to adapt to the new realities of the disciplineAn engaging and eye-opening resource for early- and mid-career sales professionals, as well as business development and customer success practitioners, The Innovative Seller will also prove invaluable to managers and executives at quickly growing companies who seek to optimize their firms’ sales processes and results. Read more

Accelerate your sales career with this how-to book from an expert in sales In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized. This guidebook suggests putting yourself in a “one-up” position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a “one-down” position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become “one-up” themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides readers with: A step-by-step approach for how to become “one-up” yourself and what you provide to your clientsA healthy analysis of what makes a person or a company “one-down” and tips on how to course correct Strategies, tactics, and talk tracks that will provide you with what you need to become “one-up” Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world. Read more

Make customer-centricity tangible, sustainable, and real by implementing structural and systemic changes to the DNA of your company.Businesses need to do more than sell to customers―they need to help them live their best lives. This superior experience is what customers expect and deserve from companies and it’s possible to deliver just that with the framework provided in The Customer Excellence Enterprise: A Playbook for Creating Customers for Life. An enlightening and pragmatic guide, The Customer Excellence Enterprise is for everyone who needs to elevate the customer experience to a fundamental revenue accelerator and value driver. With this fresh perspective on customer-centricity, companies can address the persistent disconnect between their customer-first claims and an often disappointing reality.Wayne Simmons and Tom DeWitt are practitioners and professors of customer excellence. Wayne is a leader in customer excellence and customer experience management at Pfizer, the Fortune 50 global leader in health care and life sciences. Tom is the founder of CXM@MSU, an industry-facing entity designed to advance customer experience management thought and practice, and the founder and architect of North America’s first master’s degree in Customer Experience Management (CXM) at the Broad College of Business, Michigan State University.Together, they expertly frame the complexities of consistently delivering a superior customer experience at enterprise and global scale and provide a compelling case for urgency for companies to take the journey to become a Customer Excellence Enterprise (CXE).Outlining the leadership, organizational, operational, and commercial facets essential for sustained success, The Customer Excellence Enterprise is a comprehensive playbook for any company seeking to differentiate deeply from competitors and win preferred positions in the hearts and minds of today’s discerning customers.With insights into how companies can become structurally and systemically predisposed to deliver exceptional experiences, the authors draw on real-world practice and examples from customer experience “outliers”―companies renowned for consistently improving their customers' lives. Readers will also find:Practical strategies for building a case for urgency and mobilizing all levels of the enterprise to deliver tangible results.Winning methods to build deep emotional connections that lead to lifelong customer relationships.Insights into the habits and ways of working from customer experience industry outliers.The Customer Excellence Enterprise: A Playbook for Creating Customers for Life is a must-have for the boards of directors, C-Suite executives, line of business leaders and managers, marketers, sales teams, product leaders, human resources, customer experience, operations and other customer-facing professionals tasked with answering pressing questions like, Why are exceptional customer experiences still so rare? and If customers are truly the most valuable of corporate assets, why are they consistently being treated so poorly? This book serves as an invaluable tool and urgent call to action for anyone committed to elevating how customers are viewed, treated, and valued―the keys to creating customers for life. Read more

Selling: The Profession is the roadmap to a rewarding sales career! Today, more than ever, it is all about relationship building in a digital world. In the 8th edition of this field-tested guide to selling, you will learn to:• Appreciate that you are selling every day, regardless of your career. • Use social media to connect with potential customers.• Make good first impressions and build rapport. • Recognize social styles and nonverbal signals.• Effectively manage your time. • Uncover needs by asking questions and listening. The authors have taken a refreshingly practical and modern approach to professional selling. The 8th edition is divided into two parts:• Part 1 explores "Selling Success Fundamentals" by examining the foundational strategy pieces needed for building a long-lasting career. This includes how to manage your time, read nonverbal cues, communicate with others within and outside your company, and recognize what drives people to buy. • Part 2 is all about the "Relationship Selling Cycle." The eight-step process will walk you through every interaction with potential customers--from prospecting and pre-approach to the close and extend to the actions needed after the close. Read more

For anyone ready to launch a successful career in sales for telecom equipment, services and technologies, or for veterans ready to break through to a higher level, this book provides a practical eight-step program for successful selling. The rapidly chang Read more

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sales conversation. This proven system revolves around the acronym RAIN, which stands for Rapport, Aspirations and Afflictions, Impact, and New Reality. You'll learn how to ask your prospects and clients the right questions, and help them set the agenda for success.Armed with the knowledge of the markets you serve, the common needs of prospects, and how your products and services can help, you can become a trusted advisor to your clients during and after the sale. With the RAIN system, you'll be able to:Build rapport and trust from the first contactCreate conversations with prospects, referral sources, and clients using the telephone, email, and mailUncover the real need behind client challengesMake the case for improved business impact and return on investment (ROI) for your prospectsUnderstand and communicate your value propositionApply the 16 principles of influence in salesOvercome and prevent all types of objections, including moneyCraft profitable solutions and close the dealThe world-class RAIN SellingSM methodology has helped tens of thousands of people lead powerful sales conversations and achieve breakthrough sales performance. Start bridging the gap between "hello" and profitable relationships today. Read more

In line with students' current career goals, Personal Selling focuses exclusively on professional business-to-business selling rather than retail selling. Early introduction of the Personal Selling Process (PSP) engages students from the beginning, with tools for converting prospects into customers. The authors' latest research on customer loyalty and relationship marketing further distinguishes Personal Selling from other titles, which focus less on these pressing issues. Strategies for achieving long-term customer loyalty underscore how attracting, cultivating, and retaining satisfied customers leads to higher profitability for salespeople and their organizations. Clear, conversational writing allows students to easily understand the authors' research and analysis of the field. The Second Edition includes an updated discussion of technology tools and services that facilitate sales. Chapter 2 explores the behavioral, technological, and managerial forces affecting personal selling today, and discusses numerous inexorable changes within each. In addition to new examples and photos, a new feature follows an actual sales professional through the various aspects of his job. Read more

An important read for all company managers who value their customers. Companies rush to reduce costs and automate services, turning relationships into an efficiency machine. The problem is that relationships are not about efficiency, they are about a human touch. One cannot automate relationships. Relationships and experiences can be created only by humans. This book is about building sustainable relationships through positive experiences. It is a journey of a manager who discovers that people come first and tools come second. It is based on realizing that the key to the future customer experience is well rooted in the way old neighborhood stores used to deliver personal service, one customer at a time, one experience at a time. Read more

Whether physical or virtual, heritage brand or start-up, pop-up stores are everywhere: this book provides the ‘why, what, and how’ for entrepreneurs and established brands to capitalize on this exciting format.This book guides readers through the 20-year evolution of pop-up stores, their integration into overarching brand strategies, and the practical ins and outs of pop-up store development, offline or online. Insights from over 90 recent case studies further illuminate the tools that need to be considered and guidelines to be followed for pop-up store success, including distribution, communications strategy, atmospheric design, budgeting, events, and legal considerations.Brand managers, consultants, retail professionals, and retail marketing and management students will benefit from this engaging and reliable guide, learning that behind pop-up stores’ sparkly and ephemeral image lies the utmost attention to detail. Read more

The automotive aftermarket is a part of the global value network that involves manufacturing, trading, distributing and developing goods and services to global and local automotive markets. Sustainable mobility and automobiles, from passenger cars to heavy-duty vehicles, are existentially linked to transforming systems and multiple stakeholders across their life-cycles. Through diverse perspectives, this book reveals relevant trends and data, while shedding light on managerial aspects, circularity, institutions, operational linkages, and emerging challenges shaping future mobility. Further, it connects discussions on automotive aftermarket with global consumption of mobility, its sustainability, technology, sectoral knowledge, talent dynamics and relevant actors.The chapters offer global and interdisciplinary viewpoints, including theoretical and practical perspectives alike, of the under-researched automotive aftermarket. The sector represents a major source of revenues in the overall automotive industry contributing to functioning societies. The authors illustrate ongoing transformations of the global aftermarket addressing different challenges and opportunities posed by the globalization of markets and technological change. The book contributes to managerial understanding of the automotive aftermarket and its complexity. Read more

Transform your sales process through effective collaboration between sales leadership and front-line sales staffIn Revenue Revolution: Designing and Building a High-Performing Sales Team, the Co-Founder and CEO of Triple Session, Matt Doyon, delivers an insightful and practical discussion of how to maximize sales success by encouraging collaboration between sales leadership and front-line sales personnel. In the book, you’ll learn how to utilize a design-build model to create a fully integrated sales organization made up of six interlocking systems. The author explains why the commonly espoused, executive-driven, top-down approach is incomplete, and why it’s so necessary to include the bottom-up point of view of front-line sales technique specialists. You’ll also discover: Strategies for implementing a design-build model that work for both brand-new sales teams at recently launched companies and mature sales teamsRebooting an existing sales team’s processes to incorporate the design-build modelWays to both effectively plan and execute a system that scales with the growth of your firmAn indispensable resource for sales professionals and sales team leaders, Revenue Revolution will also earn a place in the libraries of managers, executives, and other business leaders with an interest or stake in the success of their company’s sales processes. Read more