Selling to Big Companies
by Jill Konrath

- Fortune selects as "Must-Read" sales book, September 08
- Amazon Top 25 sales book for 3 years
- 2008 Sales Book Awards, Gold Medal, Classic; Silver, Sales Process

Setting up meetings with corporate decision makers has never been harder. They never answer the phone, roll all calls to voicemail & rarely call you back. In today's marketplace, new strategies are needed to penetrate these big accounts - and that's what you learn in this award-winning book. More...

eMarketing Strategies for the Complex Sale
by Ardath Albee

Expert B2B marketing strategist Ardath Albee breaks new ground in the field of digital marketing and new customer acquisition. Albee offers techniques and tools for developing and executing strategies that are guaranteed to turn prospects into buyers.

• Create eMarketing strategies based on customer perspectives.
• Use a contagious content structure for competitive differentiation.
• Establish trusted relationships.
• Continuously measure, tune, and improve your effectiveness.

Dirty Little Secrets
by Sharon Drew Morgen

Why buyers can't buy and sellers can't sell, and what YOU can do about it.

The sales model is broken. The sales model does not help buyers manage the behind-the-scenes issues they need to address before they can purchase your product. Now, in this insightful, sophisticated book, you can learn; how buyers really buy, how sales prevents you from helping them in the most efficient way; and new skills to help them make a buying decision. More...

Smart Selling On the Phone and Online
by Josiane Feigon

A comprehensive training sourcebook written just for sellers, based on Josiane's proven TeleSmart 10 Sales Skills.

The 10 skill-based chapters follow the natural sales cycle. They're easy to use, on target, and packed with proven tactics and robust strategies. Time- and skill-stressed sales reps can learn these skills quickly and put them to use immediately to capture time control, navigate any company's org chart to find the power players, handle objections and come back swinging, and close deals. More...

Negotiation Rules: A Practical Guide To Big Deal Negotiation
by Jeanette Nyden

Are you getting the results you deserve at the bargaining table? If not, you'll discover how to in Negotiation Rules!. You'll learn how to uncover hidden agendas, negotiate pricing, leverage trade-offs, use influence and manage power imbalances - all without sacrificing your bottom line. This book is packed with dozens of relevant and practical strategies to help you successfully negotiate your next big deal. More...

Honesty Sells
by Steve Gaffney and Colleen Francis

Honesty Sells takes an unlikely approach to sales success; instead of verbal tricks, silly gimmicks, or mind games, great salespeople use honesty to lure customers. Top sales performers know the real way to win a customer's heart (and loyalty) is by building open, honest relationships with them. Honesty Sells gives readers a proven system for getting around gatekeepers and objections, increasing customer responsiveness, and closing sales faster. If you want to sell more and sell better, Honesty Sells is the perfect straight-talking guide to sales success. More...

Perfect Selling
by Linda Richardson

- 2008 Sales Book Awards, Book of the Year

It is in sales calls when you're talking with your customers that the sales are made-or not made. Linda Richardson, a pioneer in customer-focused selling, takes you skillfully through the perfect sales call, from the minute the dialogue begins to closing business. This is sales excellence at its best: a concise method to win more sales and build deeper relationships which can be learned quickly on the go. More...

Buying Facilitation
by Sharon Drew Morgen

- Author of NY Times Business Bestseller, "Selling With Integrity"

No matter how good your product, or how substantial the need, if buying decision teams don't choose it to resolve their problem, you won't make a sale. Buying Facilitation, a new sales paradigm based on facilitating decisions, teaches your buyers to make buying decisions efficiently, while differentiating you, and recognizing you as a servant leader. More...

Secrets to Scheduling the Executive Level Sales Call
by Leslie Butterin

This guide actually started out as a customized resource for one client to use whenever Leslie's sales staff sat down to make cold calls. This workbook covers how to eliminate buyer resistance, shows you why you belong in the Executive level, the Golden Keys to the gatekeeper and how to reap outrageous sales goals with the phone, plus much more. The "Secrets" guide to cold calling makes any prospecting sales call a snap! More...

No More Cold Calling^TM
by Joanne Black

Cold calling is one of the most awkward -- and unsuccessful -- ways to obtain clients in business. Joanne S. Black shares her proven 5-step Referral Selling system, so no businessperson ever has to make a cold call again. In this unique and practical guide, Black offers a tutorial on how to differentiate your business from your competitors, make favorable impressions on current clients so they'll refer their acquaintances, and set a "hook" that will leave them wanting more. More...

Selling Against the Goal
By Kendra Lee

- 2008 Sales Book Awards, Silver Medal, Sales Process

With this book as a guide, sales reps will learn how to reach untapped leads and gain control of their prospecting activity. Sales managers will help employees take personal responsibility for their successes. In it, you'll discover how to create a customized, repeatable lead generation process in just 4 hours. Learn how to formulate a strategy, create a lead generation plan and pull it all together with actionable activities. More...

Play Your Best Hand
by Faith Ralston

The value of knowledge workers is not measured in hours logged, but in how much quality and innovation they create for your organization. Play Your Best Hand shows you how to align knowledge worker's talents with strategic business goals. The book also includes assessments and exercises to help you maximize talent. More...

Metaphorically Selling
By Anne Miller

Learn how to weave the magic of metaphor into your business arguments to sell and idea, inspire action and close a sale...among other things. Packed with more than 250 examples from contemporary business, politics, and media, this book provides a unique Four-Step Model to show anyone easily and quickly how to become a master of metaphor. More...

Tickled Pink
by Kim Duke

Learn 12 Secrets To Attract Customers Faster and Easier!
Are you tired of spinning your wheels and not getting any sales traction? You need to stop chasing customers and attracting them instead!
Tickled Pink is a sales training manual that entertains you and gives you the opportunity to start using popular books for employee training to increase sales. More...

Good in a Room
By Stephanie Palmer

Written by the former MGM Director of Creative Affairs, this book a step-by-step guide to improving your performance in high-stakes meetings. You'll learn how insider secrets, cutting-edge techniques, and how to construct winning presentations that persuade decision-makers. That's what being good in a room is all about. More...

Growing Great Sales Teams: Lessons from the Cornfield
By Colleen Stanley

- 2008 Sales Book Awards, Silver Medal, Classics

Finally, a business tool that sales managers don't have to plug in, recharge, or invest in software - the dynamics of old-fashioned principles that build high-performance sales teams. Using powerful lessons learned from growing up on an Iowa farm, Stanley weaves "heartland" principles with tactics and strategies that teach sales managers vital lessons for success. More...

Cold Calling for Women
by Wendy Weiss

Cold calling is a powerful, inexpensive and easy way to develop new contacts and expand resources. In today's market, generating new business requires planning and skill. For over 10 years, Wendy Weiss has been a marketing consultant specializing in cold calling and appointment setting. More...

The Power in Your Money Personality
by Susan Zimmerman

Stressed out financially? No wonder! Every time you make a financial decision, as many as 8 money personalities are competing for control of your cash flow. Whether you're a chronic overspender, underspender, or somewhere in between, this book shows you how to take control and transform your strengths and weaknesses into permanent wealth. More...

42 Rules of Cold Calling Executives
by Mari Anne Vanella

- 2008 Sales Book Awards, Silver Medal, Prospecting

An easy-to-read book with practical strategies that get results when cold calling at executive levels. Mari Anne's methods have been used with great success with clients such as Hitachi, SAP, Borland, & Sun Microsystems. In 42 Rules, you'll learn how to redesign your thinking & approach to get the best possible sales outcomes. More...

Sell Like a Girl
by J. K. Worrick

- 2008 Sales Book Awards, Silver Medal, Classics

Jeanne Worrick has sold in a man's world for the past 20 years. Selling Like a Girl lets women in on the secret that ALL women share. Women need to utilize their natural talents, creating a new paradigm for business by tuning in to their authentic selves and selling the pants off the boys!! More...

Every Woman's Guide to Personal Power
by Wendie Pett

This book of self-resistance exercises and the Transformetrics Training System require less time than it takes to drive to the gym and change into exercise clothles, do not require a gym or expensive equipment, and can be done anything in the comfort and privacy of home. More...

50 Ways to Leave Your Clutter
by Audrey Thomas

Each year Americans as a whole waste nine million hours searching for misplaced items. "50 Ways to Leave Your Clutter," written by organizing expert, Audrey Thomas, is an easy-to-digest, spiral-bound book with fifty ideas designed to be implemented over the course of one year, which allows long-term habits to form. In addition, Thomas offers loads of time and space-saving tips for every area of the home and home-office. More...

The Road Called Chaos
by Audrey Thomas

Audrey will help you first identify and understand the reasons behind your disorganization, then craft a plan for banishing disorder based on your individual personality style. Using real-world examples and common-sense guidance, you'll take the first steps toward organization?and create a more peaceful environment for you, your coworkers, and your family. More...