Selling and Sales Management
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Higher Division Value-Added Selling, Fourth Edition: How to Sell More Profitably, Confidently, and Professionally by Competing on Value—Not Price 4th Edition © 2018 | Published: July 2, 2018The global, go-to guide that started the Value Selling Revolution—now updated for today’s market“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of Value-Added Selling, industry …
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Higher Division Compensating the Sales Force, Third Edition: A Practical Guide to Designing Winning Sales Reward Programs 3rd Edition © 2018 | Published: November 1, 2017Leverage the full power of your sales force with a cutting-edge compensation program Salespeople are motivated by many things—and how they’re paid tops the list. Sales compensation is one of the best tools for motivating any sales force and thus maximizing business revenue. Do you have strategi…
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Higher Division Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change 1st Edition © 2016 | Published: February 16, 2016A groundbreaking approach to selling in a world demanding change Leaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling, and they need a roadmap to help them embrace the challenges they face at such a critical juncture. Sel…
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Higher Division Predictable Prospecting: How to Radically Increase Your B2B Sales Pipeline 1st Edition © 2016 | Published: July 25, 2016The proven system for rapid B2B sales growth from the coauthor of Predictable Revenue, the breakout bestseller hailed as a “sales bible” (Inc.)If your organization’s success is driven by B2B sales, you need to be an expert prospector to successfully target, qualify, and close business opportun…
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Higher Division Be Bold and Win the Sale: Get Out of Your Comfort Zone and Boost Your Performance 1st Edition © 2014 | Published: December 10, 2013WHAT’S THE KEY TO SALES SUCCESS? BOLDNESS. "Jeff Shore shows how to gain the essential confidence that is the first step to a great sales career." -- Neil Rackham, bestselling author of SPIN Selling "This book is loaded with great ideas to educate, inspire, and make you unstoppable in sales." --…
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Higher Division Power Sales Writing, Revised and Expanded Edition: Using Communication to Turn Prospects into Clients 2nd Edition © 2012 | Published: August 9, 2011High-impact language for today’s lightning-fast world of sales Filled with practical writing tips, shortcuts, and examples, Power Sales Writing brings you up to date in a world where e-mail, social media, and smart phones dominate sales communication. If you’re not highly skilled with the latest…
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Higher Division The Handbook of Strategic Public Relations and Integrated Marketing Communications, Second Edition 2nd Edition © 2012 | Published: December 28, 2011Praise for The Handbook of Strategic Public Relations and Integrated Marketing Communications “The second edition of the Handbook of Strategic Public Relations and Integrated Marketing Communications is very impressive in its coverage of trends, tools, industries, and challenges. Every marketer ne…
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Higher Division The Social Media Sales Revolution: The New Rules for Finding Customers, Building Relationships, and Closing More Sales Through Online Networking 1st Edition © 2011 | Published: June 23, 2011Cold-calling is history—your future is in social media! The growth of LinkedIn, Twitter, and Facebook have revolutionized how business is done. Professionals of every type-including your prospective buyers-are migrating in droves to social media to find solutions. If you want their business, you…
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Higher Division 25 Toughest Sales Objections-and How to Overcome Them 1st Edition © 2011 | Published: May 23, 2011Turn common objections into BIG OPPORTUNITIES! It costs too much… We're switching to overseas vendors… Let me think about it… NO! You can do one of two things when a customer is reluctant to buy: You can back off or go in for the kill. 25 Toughest Sales Objections--and How to Overcome Them h…
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Higher Division Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance 1st Edition © 2012 | Published: September 20, 2011Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.”—Arthur Dorfman, Natio…
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