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- McGraw-Hill Education 2010; US$ 35.00
Lead Generation for the Complex Sale arms you with a sophisticated multimodal approach to generating highly profitable leads. Brian Carroll, CEO of InTouch Incorporated and expert in lead generation solutions, reveals key strategies that you can implement immediately to win new customers, accelerate growth, and improve your sales performance. You'll... more...
- McGraw-Hill Education 2002; US$ 18.00
Strategies for overcoming clock-watching clients, spilled coffee, and other sales nightmaresand closing the sale Selling is tough, and what can go wrong often will. Successful salespeople know they must prepare themselves for every potential deal-killer. Beating the Deal-Killers provides situation-specific advice for anticipating problems,... more...
- McGraw-Hill Education 2004; US$ 16.95
Sales Techniques is an insightful and practical compilation of proven techniques and modern tools, designed to help both neophyte and seasoned sales professionals work with customers and successfully close the deal. From selling solutions instead of products to finding, communicating with, and even closing customers on the Internet, this latest... more...
- McGraw-Hill Education 2004; US$ 20.00
Sales legend Bill Cates uses his experience and expert knowledge to show sales professionals how to work smarter (not harder) by employing "The Four Cornerstones of Referrals" --relationship building and customer service, creating referral alliances and networks, prospecting, and targeting niche markets. Using Cates's easy-to-master referral-based... more...
- Wiley 2011; US$ 22.95
Filled with case studies and anecdotes, How to Talk to Customers demystifies the most critical aspect of customer service: conversations employees have every day with customers. In this must-have resource, Diane Berenbaum and Tom Larkin outline a proven system based on their MAGIC customer service training program. MAGIC, which stands for M... more...
201 Super Sales Tips: Field-Tested Strategies for Painless Prospecting, Perfect Presentations, and a Quick Close Every TimeMcGraw-Hill Education 2010; US$ 21.95
The keys to success delivered by reps in the field If you want to improve your sales, listen to 201 lessons from your peers and use their proven strategies to get your foot in the door and close the deal. 201 Super Sales Tips offers you an unparalleled opportunity to benefit from the experiences of 201 of your colleagues from around the globe.... more...
- McGraw-Hill Education 2005; US$ 36.00
Sales based on trust are uniquely powerful. Learn from Charles Green, co-author of the bestseller The Trusted Advisor how to deserve and, therefore, earn a buyer?s trust. Buyers prefer to buy from people they trust. However, salespeople are often mistrusted. Trust-Based Selling shows how trust between buyer and seller is created and explains... more...
- McGraw-Hill Education 2003; US$ 32.00
THE MARKET-PROVEN PRINCIPLES OF SOLUTION SELLING FOR TODAY'S HIGH-SPEED, HIGHER-PRESSURE SALES ENVIRONMENT The long-awaited sequel to Solution Selling , one of history's most popular selling guides Nearly 10 years ago, the influential bestseller Solution Selling literally rewrote the rules for selling big-ticket, long-cycle products. The... more...
- McGraw-Hill Education 2003; US$ 39.95
Compensating the Sales Force is a uniquely jargon-free, how-to guide to all major sales compensation concepts and formulas. Using real-world examples, guru David J. Cichelli: Helps readers select the right compensation strategy for their firm Provides step-by-step guidance to implementing various approaches Simplifies the mathematical formulas... more...
- McGraw-Hill Education 2000; US$ 24.95
Over the past four decades, Caliper Consulting has helped more than 23,000 companies worldwide effectively select, develop, and manage people. For most companies, hiring the right employee is a challenge. The Caliper Profile has proved to be over 90% accurate in determining who will become a top performing salesperson. In this practical book, Herb... more...