52 Sales Management Tips is written for sales managers who struggle within a corporate environment that doesn’t always support them or their development needs. Whether you are a sales executive, senior sales leader or a new, experienced or aspiring sales manager I’m confident you will find this book to be a valuable guide to consult… Read More
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Aligning Strategy and Sales: The Choices, Systems, and Behaviors That Drive Effective Selling
“The best sales book of the year” — strategy+business magazine That gap between your company’s sales efforts and strategy? It’s real–and a huge vulnerability. Addressing that gap, actionably and with attention to relevant research, is the focus of this book. In Aligning Strategy and Sales, Harvard Business School professor Frank Cespedes equips you to link… Read More
Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball
Baseline Selling – How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball, will dramatically change the way we approach the sales process, replacing the gratuitous complexity advocated by today’s sales “experts” with an elegant and very effective simplicity. Studies have shown that the selling techniques of the… Read More
Changing the Sales Conversation: Connect, Collaborate, and Close
In this era of iPads, iPhones, and apps, sales communications may be growing, but sales conversations are dying-and so are too many sales. Globalization, the explosion in competition, the slow economy, and fast-emerging technologies all have changed buying habits. Salespeople can no longer rely on the traditional sales methodologies. It is time to change the… Read More
Coaching Sales People into Champions
The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations,… Read More
Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
Cracking the Sales Management Code is a ground-breaking 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 critical activities and metrics that drive business results. It is… Read More
Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance
Those who do it right prove time and time again that sales coaching works. If you’re one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands. Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can… Read More
Emotional Intelligence for Sales Leadership: The Secret to Building High-Performance Sales Teams
Develop the critical soft skills required for high-performance sales… Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Learn how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on… Read More
From Bud to Boss: Secrets to a Successful Transition to Remarkable Leadership
Kevin Eikenberry and Guy Harris designed From Bud to Boss: Secrets to a Successful Transition to Remarkable Leadership to be read and re-read as you make the transition to leadership in your organization. Consider it your handbook for success for your leadership transition. In addition to the great content in the book, you will also have access… Read More
Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
Sales Coaching will help you make the essential transition from boss to coach so you can help salespeople achieve their goals. In this new role, you will empower your people to reach their highest potential by removing obstacles while fostering self and peer coaching, allowing direct reports to take responsibility for their own development. Richardson’s broader… Read More
Sales Leadership: The Essential Leadership Framework to Coach Sales Champions, Inspire Excellence and Exceed Your Business Goals
Most leadership books don’t apply to sales leadership. Sales leaders are uniquely and indispensably special and need to be coached in a way that’s aligned with their role, core competencies, and individuality to achieve their personal goals and company objectives. What if you can successfully coach anyone in 10 minutes or even 60 seconds using one… Read More
Sales Management That Works: How to Sell in a World that Never Stops Changing
The rise of e-commerce. Big data. AI. Given these trends (and many others), there’s no doubt that sales is changing. But much of the current conventional wisdom is misleading and not supported by empirical data. If you as a manager fail to separate fact from hype, you will make decisions based on faulty assumptions and,… Read More
Stop Killing Deals: How to avoid deadly assumptions and achieve sales excellence
Companies spend billions of dollars each year on sales training and technology, yet sales effectiveness keeps declining. Why? It’s because too many sales organizations operate on deadly assumptions that deny the essential human nature of their sales teams and their buyers. Written by the CEO of a sales technology company, George Brontén, Stop Killing Deals defies convention… Read More
The 60 Second Sales Coach
Coaching is simply the language you use in every conversation. The language of your organization, of leadership and how every exemplary leader communicates. Some coaching conversations can even be facilitated using just one simple question. The fact is: If you have time to provide someone an answer, then you have time to ask them a… Read More
The Long-Distance Leader: Rules for Remarkable Remote Leadership
As more organizations adopt a remote workforce, the challenges of leading at a distance become more urgent than ever. The cofounders of the Remote Leadership Institute, Kevin Eikenberry and Wayne Turmel, show leaders how to guide their teams by recalling the foundational principles of leadership. The authors’ “Three-O” Model refocuses leaders to think about outcomes,… Read More
The Long-Distance Team: Designing Your Team for Everyone’s Success
From the experts who brought you The Long-Distance Leader and The Long-Distance Teammate comes the proven and practical guide for leaders to consciously design teams, define and create their desired culture, and encourage and nurture employee engagement-all from a distance. Team design and culture are often presented as separate concepts when they are in fact… Read More
The Sales Coach’s Playbook: Breaking the Performance Code
There is no one-size-fits-all sales coaching model. There are only approaches that have been shown to be successful in particular situations. Acting as coach, the manager must identify each individual salesperson’s personal “success code” – and use that code to unlock the salesperson’s potential for success. It is always up to the coach to choose… Read More