Business : Marketing

How any company can build an incredibly effective salesforce by learning from the best in the world. Despite billions spent every year on personality profiling, sales training, motivational experts, coaches, and incentives, there’s never been a proven formula for building a salesforce of top performers. Finding such a “holy grail” of sales has been Derek Gatehouse’s obsession for decades. To identify what makes a top-producing salesperson—the kind who sells four times more than everyone else—and why some sales teams have a high percentage of top producers, he interviewed more than two thousand executives in many different industries. His findings challenge the conventional wisdom about hiring, training, managing, and rewarding a sales team. Gatehouse has tested virtually every personality assessment tool, sales process, training methodology, and management system available, only to conclude that the vast majority of those systems don’t raise performance in a lasting way. Instead, the world’s greatest sales teams share six simple but critical practices. For instance, they all:. • Hire for talent, not skill or even experience. • Blend positive and negative motivators. • Measure results instead of micromanaging process. The book features dozens of anecdotes and clear lessons for any company seeking dramatic improvement in its sales performance. more...

Price: $29.95

In today's fast-paced market, copywriters have approximately three seconds to grab--and keep--a reader's attention. Power Sales Words is the only reference you need help write attention-grabbing and powerful headlines. more...

Price: $12.99

The latest theoretical and empirical evidence on short selling in the United States and throughout the world To get the most success out of what the finance community regards as a risky business, short sellers need high-level information. The Theory and Practice of Short Selling offers managers and investors the information they need to maximize and enhance their short selling capabilities for bigger profits. more...

Price: $69.95

Are you following the same old formulas to give your customers what you think they want? Do you keep recycling the concepts "customer focus" and "customer satisfaction"—but still fail to make the sale and attract repeat customers? Well, it's no wonder. Who isn't focusing on satisfying customers these days? In today's ultra-competitive marketplace, if you're doing what everybody else is, you'll never get where you want to be. You need The Stairs of Customer Loyalty 5-Page eReport to get you on track with the latest concepts that will set your company apart from all the other fish in the crowded sea. Define yourself from the competition. If your company is going to be a leader in your market, you are going to have to practice things like "customer intimacy," "customer interaction," "customer loyalty," and perhaps more importantly, "customer partnership." In a simple, straightforward manner, this 5-page eReport will teach you the process of The Stairs of Customer Loyalty. This easy-to-learn technique will help you convert your prospects into sales, then into repeat customers, and finally, into "apostles"—a group of raving fans who will "preach your message" and "sing your praises" to the marketplace. Other benefits of the Stairs of Customer Loyalty include:. • How to find the right prospects and avoid wasting your time with the wrong ones. • The four steps to long-term, profitable customer relationships:. 1. Prospect: marketing skills; 'A' prospects; 20/80 rule. 2. Sale: exploring customer needs; matching solutions to customer needs; confirming the sale. 3. Repeat Client: service skills; exceeding customer expectations. 4. Apostle: relationship skills; becoming trusted partners. • The difference between operations-driven and customer-driven companies, and why the latter always wins. • How to have more "Moments of Magic more...

Price: $7.95

The Ultimate Marketing Plan, 3rd Edition is all you need to find your unique selling proposition and deliver it to the right prospects. You, too, can benefit from the easy step-by-step system that has already helped more than 5 million business owners! more...

Price: $14.95