Sales & Marketing

Whale Hunting: How to Land Big Sales and Transform Your Company by Tom Searcy, Barbara Weaver Smith. For thousands of years, the Inuit people of thefrozen North have risked life and limb to hunt thebiggest game on earth—the mighty whale. They endure treacherous seas, frigid temperatures, and deadly ice floes for days at a time in order to catch these elusive and massive mammals. Why risk so much when they could have fish and caribou so much more easily?Because a single whale can provide a village with food and oil to last an entire year. Would you hunt small game day-in and day-out, when you could hunt the biggest prize of them all every year? It's the same in the sales business; small fish will keep you fed, but landing each whale-size account can fill your corporate belly for years. Hunting the biggest, most profitable deals is no easy task, and if your targetescapes, you'll lose time and resources. But the payoff is almost always worth your risk and effort. Whale Hunting provides a clear, step-based model for successfully finding, landing, and harvesting whale-size accounts—the kinds of accounts that transform your business. For small and mid-market companies especially, whale hunting can mean the differencebetween merely surviving and thriving spectacularly. But you have to be smart, and you have to be prepared. This revolutionary, one-of-a-kind sales guide will show you how to: Scout your best prospects, learn all you can about them, and get their attention Hunt your whale using a cross-functional team ofexperts throughout the process of selling and closing the deal Harvest new accounts by delivering superior service and setting the stage for future long-term business Whale Hunting isn't a theoretical or experimental take on sales, but a proven, practical system that has earned $2 billion in new sales for the authors and their clients. The secret to success in today's fast-moving corporate environment is to find and land the biggest creatures in the sea. Why spend all your time reeling in small accounts, when you could land big accounts regularly and predictably?

Sell the Feeling: The 6-Step System that Drives People to Do Business with You by Larry Pinci, Phil Glosserman. The authors say that in every selling conversation, the buyer’s feelings about the product or service AND the person offering it are the key determinates to making the sale. Professionals who consistently excel in bringing in business are the ones who know how to evoke the feelings that drive people to do business. We call them “natural-born salespeople.” On the other hand, professionals who focus solely on product knowledge, technical expertise, or pricing frequently lose business to those who know how to motivate buyers on an emotional level. Pinci and Glosserman, who are seasoned business and sales trainers and coaches, have distilled key techniques for orchestrating a positive emotional experience with potential clients and customers into a simple, effective six-step system that can be used by professionals in any industry. By using their system, the authors claim that even those who dislike selling can develop the skills and ease of so-called “natural-born salespeople.” Sell the Feeling shows readers how to: Evoke the three essential feelings that motivate people to do business Master their own “inner game” of selling, even if they find selling distasteful Create trust instantly and make selling a positive experience Stand out from their competitors by forging an emotional connection with their buyers Over the past seven years, the authors have been hired to train sales forces in leading corporations in a variety of industries, including financial services, commercial and residential real estate and mortgage, high-tech, and vacation property sales. They report that participants in their corporate sales trainings who use the six-step system typically increase their sales between 22% and 250% within the first year after the training. After seven years of corporate sales training, they have decided to unveil their system to the public through their book.

Marketing That Matters: 10 Practices to Profit Your Business and Change the World by Chip Conley, Eric Friedenwald-Fishman. Many business leaders view marketing as the crass, ugly side of business. This new book proves that “marketing” isn’t a dirty word — it’s the key to advancing both business ideals and the bottom line. Written by two down-to-earth, experienced entrepreneurs, Marketing That Matters is an in-the-trenches guide to building a marketing plan that embodies personal values instead of exploiting them. This compact volume provides overworked entrepreneurs, who want to match their mission with their values but who lack the time or training to develop a strategy, with the steps needed to incorporate effective marketing into their business plan. Full of inspiring stories from successful companies, Marketing That Matters offers ten key principles that help guide any business, including goal setting, communication basics, and the importance of establishing an emotional connection. Throughout, the focus remains on combining value with values.

The Upside: The 7 Strategies for Turning Big Threats into Growth Breakthroughs by Adrian J. Slywotzky, Karl Weber. Today, when your fortunes can literally change overnight, the new strategic imperative is making your moment of maximum risk your moment of maximum opportunity. In The Upside, Adrian Slywotzky provides bold and original ideas for growth breakthroughs as well as the practical tools to use Monday morning, such as How to change the odds for your next major initiative and create potential industry breakthroughs, as Toyota did with its expanding universe of Prius vehicles. Shape and exploit risk, don't be shaped by it. Become a knowledge-intensive business and continuallyincrease the knowledge gap between yourself and rivals, as Coach and Tsutaya of Japan have convincingly done. A category killer can't kill what's not in its category. When basketball legend Bill Russell faced a taller, stronger Wilt Chamberlain, he led the Celtics to victory by inventing a different game. The same thinking lets Target prosper in a Wal-Mart world -- and can help you outcompete the “unbeatable” rival in your own industry. When you come to a fork in the road -- take it! Only a fraction of companies survive when industries experience technological or strategic transitions. To be a survivor, learn the secret that enabled Microsoft to weather the advent of the Internet -- the art of the double bet. Stuckinabusinessbox? Findthebiggerbox -- and then the biggest.When growth stagnates, capture more of your customer's dollars through demand innovation and big-box thinking, as companies from Continental AG and Ikea to Procter & Gamble have done. Your competitors can also be your greatest enablers of profit. Stop competing yourself to death! The key is knowing when to compete and when to collaborate, as Apple has shown with its revolutionary approach to the music business.

Turning Silver into Gold: How to Profit in the New Boomer Marketplace by Mary Furlong. As they age, America's 78 million baby boomers will live more active, creative, inventive lives than any generation before them. This represents a truly enormous business opportunity. In this book, the world's number one authority on marketing to "post-50" baby boomers offers a complete blueprint for profiting from that opportunity. Dr. Mary Furlong reveals breakthrough product and service opportunities, and gives you the tools, resources, techniques, and data you need to capitalize on them. She offers powerful insight into baby boomers' new lifestage transitions in housing, health, fitness, finances, family, fashion, romance, travel, and work -- and the new brand choices they're about to make. Throughout, Furlong combines extensive, authoritative market research with inspirational stories about passionate, tenacious entrepreneurs and brand leaders who are blazing new trails in these fast-growing markets. You'll learn how to segment boomer markets, and identify opportunities to innovate entirely new categories of products and services. You'll discover which sales and marketing strategies really work, and even uncover opportunities in the surprising worldwide boomer market.

Exceptional Selling: How the Best Connect and Win in High Stakes Sales by Jeff Thull. If you're one of the six million people who work in the fast-paced, high-stress world of complex sales, you want the latest strategies and skills for success. This practical guide gives you the tools to take your sales game, your communication skills, and your career to the next level of success. Exceptional Selling features street-level straight talk about the one-on-one skills that professionals need to succeed. In this prescriptive and practical guide, author Jeff Thull challenges conventional thinking and gets down to the key ingredients of sales success -- the magic formula based on a powerful communication mindset, exceptional skills, and winning disciplines taken from the best in the business. You'll get the edge you need to set yourself apart from the competition, connect to your customers' hearts and minds, and clearly establish the value you offer. Exceptional Selling is about what works. Its focus is the most dynamic and challenging part of the sales process: the authentic conversation -- what top sales professionals talk about with their customers as well as how they say it. Successful communication resides at the intersection of content and delivery, substance and style. It's your key to privileged access and privileged insight.

The Four Kinds of Sales People: Your Personal Path to Breakthrough Achievement by Chuck Mache. Told as a fictional account of four people, each of whom epitomizes the characteristics of a particular selling "style," Mache provides a clear and graphic description of how each type goes about selling, what their strengths and weaknesses are - and exactly what insights each type requires in order to break through to their next level. What will work well for a "Performer" (one of the four styles) will not work for a "Caretaker"; and identifying which type a person resembles is essential to developing a strategy that turns a routine sales job into a life of breakthrough achievement -- Mache's ultimate goal for each reader.

Creating Competitive Advantage : Give Customers a Reason to Choose You Over Your Competitors by Jaynie L. Smith, William G. Flanagan. Why should I do business with you and not your competitor? Whether you are a retailer, manufacturer, distributor, or service provider, if you cannot answer this question, you are surely losing customers, clients and market share. This eye-opening book reveals how identifying your competitive advantages (and trumpeting them to the marketplace) is the most surefire way to close deals, retain clients, and stay miles ahead of the competition.

Steal These Ideas!: Marketing Secrets That Will Make You a Star by Steve Cone. Working for nearly thirty years with and for leading companies including Citigroup, American Express, Epsilon, Apple, and Fidelity -- with notable political and not-for-profit campaigns along the way -- Steve Cone has the kind of hard-earned, high-level experience that translates into valuable, tested ideas on what really works -- and doesn't -- in marketing. In Steal These Ideas!, Cone delivers hundreds of pearls in a sharp, no-nonsense, and witty style on all facets of marketing, branding, and advertising with all the candor and freshness you'd expect from a knowledgeable good friend in the business. Illustrated throughout with examples of the good, bad, and ugly in advertising, this is the secret stuff that no one ever teaches. Steal these ideas and become a marketing star today! Steve Forbes CEO, Forbes Inc. says "Marketing mavens who treasure their jobs -- or better yet, want to move ahead -- will find themselves constantly using Cone's incredible cache of ever." Jon Linen Vice Chairman, American Express says "I thought I would never need to read another marketing book until I picked up Cone's fun, fast, and fantastic guide that can help any size business anywhere immediately go from ho-hum to world-class marketing."

The Prime Solution: Close the Value Gap, Increase Margins, and Win the Complex Sale by Jeff Thull. Presents sellers with the integrated, cross-functional approach required to develop and deliver compelling whole solutions, and profit in today's complex B2B environment. Leads B2B sellers through major components of the value promise system, such as the creation, marketing, selling, implementing, and measurement of whole solutions, or prime solutions, that fully deliver on their promise to customers. Shows sellers how to turn value fulfillment into a core competency, because they've helped customers understand and achieve the full value of the products and services they've purchased. The power of this model rests in closing the "value gap", or that frustrating division often created by sellers who have either been unable or unwilling to fulfill the promises they've made about their products, and by customers who are unwilling or unable to comprehend the total value received.

Guerrilla Marketing for Consultants: Breakthrough Tactics for Winning Profitable Clients by Jay Conrad Levinson, Michael W. McLaughlin. Jay Conrad Levinson's Guerrilla Marketing revolutionized the way marketers do business by defying the conventional wisdom that effective marketing means spending big bucks. He devised highly successful marketing strategies that rely on creativity, imagination, and energy -- instead of money -- to get the job done. Now, Guerrilla Marketing for Consultants applies the power of guerrilla marketing to the hypercompetitive business of consulting.

ZenWise Selling: Mindful Methods to Improve Your Sales...and Your Self by Lee Godden. Applying Zen's ancient wisdom, Lee Godden's highly-endorsed ZenWise Selling is the first book and sales training system to teach professionals a) how to sell more, with less stress, b) how to connect with prospects by communicating calmly and confidently, and c) how to build long-term customer relationships based on ethics, trust and loyalty. Lee is a full-time speaker and sales trainer, and a professional member of the National Speakers Association.

Hug Your Customers: The Proven Way to Personalize Sales and Achieve Astounding Results by Jack Mitchell. Once a customer, always a friend -- that is the simple philosophy behind Mitchells/Richards, two of the most successful clothing stores in the nation -- and that is why Jack Mitchell, his family, and associates inspire the enduring loyalty and admiration of his customers, including today's top CEOs. Jack's two stores, Richards in Greenwich, Connecticut, and Mitchells in Westport, Connecticut, suit up discerning customers from across the country. Now for the first time, Jack Mitchell shares the secrets of his family's innovative merchandising and management approach. It's a deceptively simple but winning approach to customer service -- that a relationship is at the heart of every transaction. Jack Mitchells' business philosophy is based on "hugs" -- personal touches such as knowing every customer's name and clothing preferences or handing out free coffee and newspapers on the commuter train platform.

Angel Customers & Demon Customers: Discover Which is Which and Turbo-Charge Your Stock by Larry Selden, Larry Seloen, Geoffrey Colvin. One of the oldest myths in business is that every customer is a valuable customer. Even in the age of high-tech data collection, many businesses don't realize that some of their customers are deeply unprofitable, and that simply doing business with them is costing them money. In many places, it's typical that the top 20 percent of customers are generating almost all the profit while the bottom 20 percent are actually destroying value. Managers are missing tremendous opportunities if they are not aware which of their customers are truly profitable and which are not.

Mastering the Complex Sale by Jeff Thull. Complex sales are the most hotly contested in the sales world. These business-to-business transactions involve multiple decisions made by multiple people from multiple perspectives. They require support from several professionals both before and after the sale, making them both complicated and lucrative. Salespeople who concentrate on complex transactions in such industries as technology, health care, manufacturing, finance, and professional services find that most common sales techniques fail them. Mastering the Complex Sale offers much-needed guidance for the five million salespeople in the United States who specialize in complex sales.

Discover Your Sales Strengths: How the World's Greatest Salespeople Develop Winning Careers by Benson Smith, Tony Rutigliano. This book describes an extraordinary program built upon the concept that every person already possesses the tools necessary to become an amazing salesperson. Grounded in extensive Gallup research conducted over 40 years and based on hundreds of thousands of interviews with sales managers, salesmen, and consumers, it teaches individuals to focus on personal strengths and talents, and then guides them to transform those assets into solid sales skills-and successful careers.

Creating In-House Sales Training and Development Programs: A Competency-Based Approach to Building Sales Ability by William J. Rothwell, et al. Provides a systematic framework and customizable approach to addressing the important organizational need for hiring, training, and developing sales professionals. The case studies, lessons learned, and suggested development activities provide input from successful sales professionals that allows readers to gain valuable insight for improving the performance of their own sales organizations.

10 Secrets of Time Management for Salespeople: Gain the Competitive Edge and Make Every Second Count by David Kahle. The author contends that smart time management is not about cramming more activity into each hour, but about achieving greater results in that hour. The content has been honed in hundreds of seminars and refined by the perceptions and experiences of thousands of salespeople. The book provides powerful, practical insights and ideas that really work, including hundreds of specific, practical, effective time management tips from dozens of salespeople who are on the "front lines" every day. Dave Kahle has been the number-one salesperson in the country for two different companies in two distinct industries. He's presented seminars throughout the world, published more than 400 articles, and authored three books and 32 multimedia training programs.

How Winners Sell: 21 Proven Strategies to Outsell Your Competition and Win the Big Sale by Dave Stein. Stein shows readers how to plan strategically for scenarios when details are most important-so they never come up short in the eyes of a client. Readers will also discover how to: Develop new skills needed to thrive in today's hyper- competitive marketplace, Decide which sales opportunities are really worth pursuing, Identify what's important to top executives to gain and maintain access to them, Recruit and influence people within their accounts to sell on their behalf, Learn crucial information about the competition that will help win the big sale, and Use information to increase the size of the opportunity, get prospects to close sooner, and spend fewer resources winning the big sale.

Ultimate Selling Power: How to Create and Enjoy a Multi-Million Dollar Sales Career by Donald Moine , Kenneth L. Lloyd. This book is a practical, step-by-step guide to what the best, most successful sales-people in the world are doing right now. It goes well beyond standard fare and prepares the reader for the realities of selling in the 21st century, and provides powerful tools for selling, persuading, and negotiating in any situation.

Enterprise Sales and Operations Planning: Synchronizing Demand, Supply and Resources for Peak Performance by George E. Palmatier, Colleen Crum. This book helps companies understand how to use sales and operations planning to get their "internal" supply chain in order. It also shows companies how to use S&OP to synchronize their internal resources, stripping waste (including inventory) from their supply chain. In addition, the book explains how to use information generated during the S&OP process to add value to trading partner relationships. Together, trading partners can use this information to ensure material and product availability, and understand uncertainties in demand.

Prospecting: The Key to Sales Success by Vinden J. Thornton. On average you must make 25 contacts to find five prospects and eventually close one sale. Obviously, successful prospecting is vital to your sales success. This book supplies turn-key ideas on streamlining your prospecting to successfully reach decision makers.

Building & Closing the Sale: Proven Methods That Work by Vinden J. Thornton. Set the stage for an easy and effective closing transaction every time. Learn techniques to build rapport with your prospects and guide them to a successful close. Address questions and objections with confidence. Strike the right balance between listening and speaking. Tailor your sales demonstrations to each client.

Mastering Telephone Skills for Sales Professionals by Positive Results and Dennis Kyle. With this video, you'll learn the skills used by top producing telephone professionals in Mastering Telephone Skills for Sales Professionals. Not designed for scripted telemarketers, but for sales professionals who rely on the telephone for their success. It teaches you the proper methodology of cold-calling and how to systematically qualify your prospect. You gain experience in goal setting to ensure successful telephone work.

The Death of 20th Century Selling : 50 Hilarious Sales Blunders and How You Can Profit from Them by Dan Seidman. This books has some hilarious stories. There are salespeople stealing from prospects, reps drinking fruit drinks then presenting with lips, teeth, and tongues colored red and green. And verbal blunders abound - like the guy who mistook a buyer's wife for 350 pound football commentator John Madden. Along with the stores, the author teaches some unique selling stratagies that appear in print for the first time.

The Six-Hat Salesperson: A Dynamic Approach for Producing Top Results in Every Selling Situation by Dave Kahle. Based on the concept of "critical thinking", this powerful book provides salespeople with a comprehensive system for using just the right thought-strategy for each circumstance. Get detailed information on how to best "wear" each of the six hats: 1. Astute Planner 2. Trusted Friend 3. Effective Consultant 4. Skillful Influencer 5. Adept Human Resource Manager 6. Master Learner.

Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value by Neil Rackham, John R. Devincentis. An innovative attempt to give today's salespeople a push in the right direction before the inevitable sea change now developing totally overtakes them and undermines their potential for future success. Rackham, author of Spin Selling, and De Vincentis, an independent sales and marketing consultant, use leading real-world examples such as Microsoft, IBM, and Charles Schwab to show how the commercial viability of assorted products and services can be dramatically improved by determining the real needs of three different types of buyers.

The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies by Stephen E. Heiman, Diane Sanchez, Tad Tuleja, Robert B. st Miller. By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. Reviews by readers are uniformly 5 stars (the max).

Visionary Selling: How to Get to Top Executives - And How to Sell Them When You're There by Barbara Geraghty, Michael Larsen, Fred Hills. Shows you how to sell effectively to top decision makers by going beyond the hard sell of a specific product to aligning with the broader vision of top management. Learn to "cross the boundary" of sales to perform as business allies in a collaboration to fulfill the vision of your customers.

Permission Marketing: Turning Strangers Into Friends, and Friends into Customers by Seth Godin, Don Peppers. Godin argues that businesses can no longer rely solely on traditional forms of "interruption advertising" in magazines, mailings, or radio and television commercials. He writes that today consumers are bombarded by marketing messages almost everywhere they go. If you want to grab someone's attention, you first need to get his or her permission with some kind of bait.

Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers by Geoffrey A. Moore, Regis McKenna. The author makes the case that high-tech products require marketing strategies that differ from those in other industries. His chasm theory describes how high-tech products initially sell well, mainly to a technically literate customer base, but then hit a lull as marketing professionals try to cross the chasm to mainstream buyers.

Major Account Sales Strategy by Neil Rackham The author looks at the customer's decision process and at how to form an account strategy that positively influences the decision. The various pieces of advice he offers have one common factor. Without exception, they will focus on the account and the customers within it.

The Sales Bible by Jeffrey H. Gitomer, Jeffery H. Gitomer Offers more than a thousand techniques to double a salesperson's income in 30 days. Business columnist Gitomer describes the innovative sales process he developed as a leading sales professional and consultant.

The One to One Fieldbook: The Complete Toolkit for Implementing a 1To1 Marketing Program by Don Peppers, Martha Rogers PhD., Robert Dorf Provides a complete road map or user's manual for companies operating in our new interactive age. First, The Fieldbook contains dozens of checklists for implementing relationship-marketing programs, along with self-analysis tools and questionnaires for evaluating a firm's progress or readiness for such programs. It also discusses the obstacles to be expected, and ways to avoid or overcome these obstacles. On a more strategic level, The Fieldbook is an instruction manual for planning, implementing, evaluating, and upgrading any firm's relationship-marketing program.

Enterprise One to One : Tools for Competing in the Interactive Age by Don Peppers, Martha Rogers PhD. Peppers & Rogers explain how to harness technology to achieve competitive advantages in customer loyalty and unit margin. They show you how you can tell customers apart, remember them individually, and have them give feedback directly to you. They also display how mass customization technology enables businesses to customize products and services as a matter of routine.

The One to One Future: Building Relationships One Customer at a Time by Don Peppers, Martha Rogers PhD. Consultants and authors, Don Peppers and Martha Rogers pioneered the end of mass marketing rules and created the one dictum that is carrying marketing into the 21st century--sell more products to fewer customers. By following their groundbreaking One to One approach, readers learn how to find their customer base and how to keep those customers loyal, no matter what product.

How Champions Sell by Michael Baber. Explores more than two dozen specific tactics and outlines an additional 1,000 ideas that can help both beginning and experienced salespeople increase their success.

Selling for People Who Hate to Sell: Everyday Selling Skills for the Rest of Us by Brigid McGrath Massie & John K. Waters. A breezy but helpful guide to the basics for those who lack them.

Direct Mail Copy that Sells by Herschell Gordon Lewis. The author writes columns for a number of magazines including Selling, Direct Marketing, Catalog Age, and Direct.

Don't Fire Them, Fire Them Up: Motivate yourself and your team by Frank Pacetta. From jump-starting a business to creating a permanent culture of success, Pacetta lays out the techniques he used to turn around sales at Xerox and explains how to apply them in any business.

Guerilla Marketing Online: The Entrepreneurs Guide to Earning Profits on the Internet by Jay Conrad Levinson & Charles Ruben. From building and maintaining a web site to creating an online catalog and encouraging users to buy your product online, this definitive guide to marketing your business on the Internet offers the entrepreneur basic training for survival and success online.

High Probability Selling Re-Invents the Selling Process by Jacques Werth & Nicholas E. Ruben. Learn to sell only to those who want to buy. Success Magazine Editors Choice, May 1996

How to Master the Art of Selling by Tom Hopkins. After failing in sales for six months, Tom Hopkins turned his own career around and earned more than a million dollars in three years. Now he tells readers his secrets of success.

Managing Major Sales: practical strategies for improving sales effectivness by Neil Rackham & Richard Ruff. The first book on managing major sales from the bestselling author of SPIN Selling.

Red-Hot Cold Call Selling: prospecting techniques that pay off by Paul S. Goldner. Whether you're a seasoned salesperson or a professional selling your own services, you'll get better results with Red-Hot Cold Call Selling. It's filled with valuable strategies and techniques for developing a complete selling system that works. You'll learn to properly define your target market - and stop squandering money and time on unfocused prospecting; free yourself of the cold-call jitters and render yourself rejection-proof; dissect the cold call and develop a personalized script that works best for you; get past secretaries, administrative assistants, and even that nemesis of the telecommunications age: voice mail; and have prospects come to you by generating your own public relations, newsletters, and more.

Secrets of Closing the Sale by Zig Ziglar. Ziglar's ultimate sales guide covers creative closes, reasons people won't buy and ways to overcome them, selling with integrity, and more.

SPIN Selling by Neil Rackham. Based on the largest research project ever undertaken in the field -- over 35,000 sales calls over 12 years--S.P.I.N. Selling shows why major sales require a new and different set of skills from those that have always been used for small sales.

Successful Cold Call Selling: Over 100 New ideas, Scripts, and Examples from the Nation's Foremost Sales Trainer by Lee Boyan. For one of the fastest growing segments of the sales profession, this second edition is welcome. Offering hundreds of new ways to break the ice and complete a sale, it also gives classic tools from the first edition, proven by sales reps and managers.

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