Value-Added Selling : How to Sell More Profitably, Confidently, and Professionally by Competing on Value, Not ...9 reviews Tom Reilly McGraw-Hill, 2002 Just Closed Largest Order and Made $$$$ + Outstanding Resource for Mastering the Concept of Value-Added Selling + Value-Added Selling at it's best !!!! I have been a professional salesperson for over two decades, and have sold all over the world. Finding a sales book that actually makes me money is difficult. Most sales books are very general and motivational based. Tom Reilly is right on target. This is not the first book I have read from this ...             Consultative Selling Advanced, Sixth Edition: The Hanan Formula for High-Margin Sales at High Levels7 reviews Mack Hanan AMACOM, 1999 A classic book for the sales practitioner! + The best source for consultative selling. + Consultative Sales Training This book is in it's 7th printing and it is a gem! I am currently working with one of the world's largest software companies on a process that they call Value Engineering. While it is more refined than the process that Mr. Hanan describes, he is definitely the original thought leader around ...             Sales Management William C. Moncrief, Shannon Shipp Prentice Hall, 1997             High-Impact Sales Force Automation: A Strategic Perspective4 reviews Glen Petersen CRC, 1997 Possibly the best book on the market. + High-Impact Strategy + This a must read + One of the better books on the subject of sales automation             Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Selling1 review Alan L. Shifflett CRC, 2000 A Good Step-by-Step Workbook If you are looking for a workbook on securing corporate deals and managing corporate accounts, this book takes you on a step-by-step journey on a case or two. In particular, the book is easy to read and the short-sharp contents are well organised for impatient people like me. But the book could ...             Buzz: Harness the Power of Influence and Create Demand12 reviews Marian Salzman, Ira Matathia, ... Wiley, 2003 Highly Recommended! + Timeless advice... + Buzzing This book is essentially a compendium of standard marketing lore repackaged as a new gospel of brand building. Breezily if sometimes awkwardly written, it provides some useful insight into how technology and social changes have reduced the importance of advertising and magnified the impact of ...             Sales: Games and Activities for Trainers6 reviews Gary B. Connor, John A. Woods McGraw-Hill, 1997 Great Resource for Use in Training + A Super Resource I do training for an association in which we are members. Although the exercises in this book are for sales people, I have adapted more than a dozen of them to use in various training sessions, from surviving or thriving in our changed economy to direct marketing by snail mail and email. Would ...             Secrets of VITO: Think and Sell Like a CEO3 reviews Anthony Parinello Entrepreneur Press, 2002 Great Info About How to Communicate With CEOs The book focuses on the mind of CEOs and how to communicate with them. Most sales people fear having to sell to top officers, because they have very little experience working with them (other than following orders or being managed by them). Anthony provides a ton of information on how top officers ...             Getting to 'Closed': A Proven Program to Accelerate the Sales Cycle and Increase Commissions4 reviews Stephan Schiffman Kaplan Business, 2002 How to Reduce the Sales Cycle + Insightful! + Revolutionary system for increasing sales There are several excellent books on sales and sales training. This is one of the best. It offers what I consider to be a uniquely comprehensive, cohesive, and time-effective system which Schiffman calls a "Prospect Management" program. Apparently this system have been adopted, in some instances ...             Sales Forecasting Management: Understanding the Techniques, Systems and Management of the Sales Forecasting ...3 reviews John Tom Mentzer, Carol C. Bienstock Sage Publications, Inc, 1998 The Best Book Ever Written On The Subject + how and why to develop sales forecasts Anyone who ever wants to improve thier companies ability to forecast demand should read this book. The book is filled with excellent examples of both qualitative and quanitative techniques that will help to improve the forecasting process. In addition, an excellent benchmark study is examined ...             Strategic Clarity: The Essentials of High-Level Selling9 reviews Nathan E. Steele Strategic Clarity Press, 2002 Outstanding + A must read for every Sales professional + Pragmatic for GETTING sales DONE !!! + Strategic Clarity "is" + Great sales book             Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach5 reviews Linda Richardson McGraw-Hill, 1996 Sales Coaching is practical, applicable, and long overdue. + Extremely practical, extremely relevant, very easy to read. + Coaching at it's finest + Excellent choice for learning to coach a team!             Beyond Selling Value: A Proven Process to Avoid the Vendor Trap17 reviews Mark Shonka, Dan Kosch Kaplan Business, 2002 A tactical in-the-trenches approach for B2B selling + Excellent Resource + This is a game changer! + Excellent read! + The critical question author Shonka choose not to answer             Integrity Selling for the 21st Century: How to Sell the Way People Want to Buy26 reviews Ron Willingham Doubleday Business, 2003 A Winner of a Book about Sales + Excellent advice that works in the modern selling environment + One of the best! + Achieve more with Integrity Selling + What are you selling?             Selling Machine: How to Focus Every Member of Your Company on the Vital Business of Selling2 reviews Stephen E. Heiman Crown Business, 1997 Selling Machine: making everybody in your organization sell! + Selling Machine reinforces modern selling methods! Reading the books written by Miller, Heiman and Tuleja (The New Conceptual Selling, Successful Large Account Management and The New Strategic Selling) changed the way I looked at complex sales processes completely and increased sales success of the companies I work(ed) for dramatically. Their ...             Why Salespeople Fail Roy J. Hartmann Authorhouse, 2002 Why Salespeople Fail explains how a salesperson's acceptance of unrealistic sales guidelines is largely responsible for sales failure. The book makes a salesperson aware of more realistic sales guidelines, ones that help him handle problems of doubt and pressure.             I.T. Sales Boot Camp: Sure-Fire Techniques for Selling Technology Products to Mainstream Companies18 reviews Brian Giese Adams Media Corporation, 2002 I.T. Sales Boot Camp: + Roadmap for technology sales + Very Realistic - Keys for Salespros + Very Realistic - Keys for Salespros + Teaching an old dog new tricks             How to Become a Rainmaker: The Rules for Getting and Keeping Customers and Clients67 reviews Jeffrey J. Fox Hyperion, 2000 After a Year the results speak + Great insights, easy to listen to + Good book for the sales benniner + Motivational, fast paced, focused + Concise, well-written and valuable             If You're So Brilliant ...How Come You Can't Identify Your Key Customers?: The Essential Guide to Key Account ... Peter Cheverton Kogan Page Business Books, 2002 Key account management (KAM) is not a sales initiative, it is a business-wide process that must be managed and supported from the top. Here we have a book or all those involved in the management of key accounts, but uncertain about how these important customers are identified, selected and managed. In a clean, direct style, Cheverton cuts to the quick and shows how to achieve the core ...             How to Hire and Develop Your Next Top Performer: The Five Qualities That Make Salespeople Great7 reviews Herbert Greenberg, Harold Weinstein, ... McGraw-Hill Companies, 2000 Great book on Sales Personalities + Predicting Sales Performance + Great Book, but little How to Advice I had read an article quoting the authors in Business 2.0 (December 2001- "Gods of Sales") this month and it perked my curiosity. After reading some of the digital copy here at Amazon I ordered it. They did a really great job breaking down the traits that make up a sales persons personality. I ...