Download or read book Sales Leadership written by Keith Rosen and published by John Wiley & Sons. This book was released on 2018-09-25 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Coaching is the universal language of learning, development, and change." Imagine a workplace without fear, stress, or worry. Instead, you're acknowledged as a valued, contributing team player who doesn't sacrifice priorities, values, happiness, or your life for your job. Sound ludicrous? Consider this is a reality in many thriving organizations. Most leadership books don't apply to sales leadership. Sales leaders are uniquely and indispensably special and need to be coached in a way that's aligned with their role, core competencies, and individuality to achieve their personal goals and company objectives. What if you can successfully coach anyone in 15, 5, or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach." Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do others' work, create dependency, and nourish the seed of mediocrity. Great business leaders shift from doing people's jobs to developing them by learning the language of leadership coaching. In its powerful simplicity, Sales Leadership delivers a chronological path to develop a thriving coaching culture and coaching leaders who develop top performing teams and sales champions. Using Keith's intuitive LEADS Coaching Framework™, the coaching talk tracks for critical conversations, and his Enrollment strategy to create loyal, unified teams, you will inspire immediate change. Now, coaching is easily woven into your daily conversations and rhythm of business so that it becomes a natural, healthy habit. In his award-winning book, Coaching Salespeople Into Sales Champions, Keith was the first Master Certified Coach to share his personal coaching playbook that is now the standard for coaching excellence. Ten years later, and one million miles traveled, he reveals the evolution of sales leadership and coaching mastery through his experiences working with Fortune 5000 companies and small businesses worldwide. In the first book ever titled Sales Leadership, you'll master the ability to: Ask more questions, give less advice, and build trust and accountability to rely on people to do their job. Reduce your workload and save 20 hours a week on unproductive and wasteful activities. Shatter the toxic myths around coaching to eliminate generational gaps and departmental silos. Achieve business objectives, boost sales faster, and retain more customers. Create buy-in around strategic change and improve daily performance metrics. Assess company readiness and ensure implementation of a successful and sustainable coaching initiative and create a healthy, happy workplace. "People create the mindset, mindset shapes behavior, behavior defines culture, and ultimately, culture determines success. That's why the primary business objective is: To Make Your People More Valuable."

Download or read book The Sales Leaders Playbook written by Nathan Jamail and published by eBookIt.com. This book was released on 2011-09-12 with total page 150 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winning is not a 'some of the time' activity it is an 'all of the time' activity. Success in sales takes talent, skills, discipline, practice, and most importantly honesty with a genuine concern for the client. Most sales leaders know what to do - they just do not know how to make it real for their organization. This barrier keeps them mediocre at best. Experienced sales professional and entrepreneur, Nathan Jamail has developed a playbook of techniques and best practices, which have allowed hundreds of sales teams to find success in their selling. From creating an organizational belief system to taking the bullet for those you lead, The Sales Leaders Playbook focuses on how to build a winning team. Nothing in this book is theory - it is based on personal experiences learned throughout Nathan Jamail's extensive sales career. The Sale Leaders Playbook is a book written for sales leader by a sales leader - designed to be straightforward, easy to read, and simple to understand. The ability to execute the skills and programs outlined requires effort. It takes a sales leader who is willing to hold a team accountable and more importantly hold themselves accountable. Mastering these sales leadership skills will: * Increase team morale * Improve skills and abilities * Improve communications * Increase sales and profits

Download or read book Emotional Intelligence for Sales Leadership written by Colleen Stanley and published by HarperCollins Leadership. This book was released on 2020-06-16 with total page 257 pages. Available in PDF, EPUB and Kindle. Book excerpt: The best way to get ahead in sales is by developing the critical soft skills that will enable you not just survive but thrive. Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Sales leadership expert Colleen Stanley shows how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads. In Emotional Intelligence for Sales Leadership, Colleen provides sales secrets that: Shows sales leaders why ‘real world’ empathy and emotion management are the key to building strong relationships with their sales team. Offers simple steps on how sales leaders create sales cultures that embrace feedback and change through the development of critical emotional intelligence skills. Provides guidance on how to identify key emotional intelligence skills needed in your hiring process to build resilient sales teams. Walks readers through the process of training sales teams on soft skills that ensure the consistent execution of the right selling behaviors. The missing link is in hiring for and developing emotional intelligence skills in sellers and sales leaders. Emotional Intelligence for Sales Leadership will connect with anyone charged with growing sales in business-to-business or business-to-consumer sales.

Download or read book Sales Management Simplified written by Mike Weinberg and published by AMACOM. This book was released on 2015-10-21 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!

Download or read book The Transparent Sales Leader written by Todd Caponi and published by Ideapress Publishing. This book was released on 2022-07-05 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Transparent Sales Leader challenges long-held sales leadership standards, providing a modern, cards-face-up, science-backed, easy-to implement framework for today's sales leaders. Todd Caponi, author of The Transparency Sale, brings the science of transparency and intrinsic inspiration to the pages of this book, in a simple-to-understand and- implement structure to help you get the job, plan, strategize and communicate to your team, your bosses, and even your board. Hitting a revenue target is not the job, it's the outcome. The inspiration of your team is only "coin operated" if you're doing it wrong. In the end, you'll see the holes before they form. You'll stop chasing, andstart growing.

Download or read book The Sales Leader s Problem Solver written by Suzanne Paling and published by Red Wheel/Weiser. This book was released on 2016-11-21 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the book every sales manager wishes they had—before they accepted the job. The advice within acts as a 24/7 coach for beleaguered sales leaders dealing with perplexing dilemmas. Sales leaders (managers, directors, and vice presidents) advocate for and often succeed in getting sales training for their reps, but when they request sales management training for themselves, the answer is often no. This lack of formal instruction lowers their chances of success. Drawn from the author’s experiences as a sales manager, sales management consultant, and coach, The Sales Leader’s Problem Solver offers guidance on solving common but difficult issues with the salesperson who: Sells inconsistently. Cheats on sales contests. Doesn’t enter data in the CRM. Calls only on the largest or easiest clients. Won’t prospect for new business. By providing a consistent format to follow, Suzanne Paling will help any sales leader level-headedly deal with any challenge by: Clarifying the issue. Creating a plan. Presenting a solution to executives. Discussing the issue with the rep(s) in question.The Sales Leader’s Problem Solver is a powerful tool that will help new and experienced sales managers lead their teams and develop their reputations as fair, effective, no-nonsense problem solvers.

Download or read book The Transparency Sale written by Todd Caponi and published by IdeaPress Publishing. This book was released on 2020-06-02 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The future of sales is radically transparent. Are you ready for it? Today, anyone buying anything relies on reviews and feedback shared by strangers and often trust those anonymously posted experiences more than the claims made by the providers of the products or services themselves. They expect to see the full picture and find out all of the pros and cons before making any purchase. And the larger the purchase, the greater the demand for transparency. What if the key to selling was to do exactly the opposite of what most sales courses tell you to do? It may be hard to imagine, but something as counterintuitive as leading with your flaws can result in faster sales cycles, increased win rates, and makes competing with you almost impossible. Leveraging transparency and vulnerability in your presentations and your negotiations leads to faster buyer consensus, larger deals, faster payments, longer commitments and more predictable sales forecasts. In this groundbreaking book, award winning sales leader Todd Caponi will reveal his hard-earned secrets for engaging potential buyers with unexpected honesty and understanding the buying brain to get the deal you want, while delighting your customer with the experience.

Download or read book Beyond the Sales Process written by Steve Andersen and published by AMACOM. This book was released on 2016-04-04 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you want to gain the winning edge for your sales performance, it’s time to embrace the entire customer life cycle. Your job may be all about sales, but not your customers. Did you know that the average executive spends less than 5 percent of their time engaged in the buying of products and services? Therefore, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation in understanding their customers. Beyond the Sales Process provides you with a proven methodology for driving success before, during, and after every sale. Featuring instructional case studies from companies such as Hilton Worldwide, Merck, and Siemens, this resource reveals 12 essential strategies for salespeople wanting to take their performance to a whole new level, including: Research your customer Build a vision with them for their own success Understand your customer’s drivers, objectives, and challenges Create and realize value together Leverage your results to forge lasting--and mutually beneficial—relationships If you want to successfully sell to your customers, you need to know your customers…beyond the sales process!

Download or read book The High Impact Sales Manager written by Norman Behar, David Jacoby, Ray Makela and published by Sales Readiness Group. This book was released on 2016-05-16 with total page 108 pages. Available in PDF, EPUB and Kindle. Book excerpt: Managing a sales team is one of the most important and challenging positions in a company, and it requires a unique set of skills. Unfortunately, many sales managers spend much of their day putting out fires, and moving from problem to problem. Their days consist of an overwhelming number of activities including respond to urgent request from their bosses, resolving customer issues and complaints, and dealing with disgruntled employees. In addition, they find themselves sitting in meetings that run way too long, and submitting countless sales forecasts to satisfy upper management. As a result, sales managers get caught up in a daily grind and end their work week exhausted and feeling like they have little control over their destiny. In The High-Impact Sales Manager, you’ll learn how to transcend the daily grind and unlock the full potential of your sales team. This includes learning to: • Hire the best people and hold them accountable • Manage sales performance by focusing on the underlying behaviors that drive performance • Consistently produce accurate sales forecasts • Provide personalized sales coaching that results in better skills and higher win rates • Motivate and inspire your team to greatness Most importantly, The High-Impact Sales Manager will leave you feeling confident and enthusiastic in your ability to lead and empower your team to achieve unparalleled success.

Download or read book Sales Growth written by Thomas Baumgartner and published by John Wiley & Sons. This book was released on 2012-04-24 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: Drawing on interviews of global sales leaders, provides ways to overcome competition, maximize market opportunities, and improve sales growth.

Download or read book Sales Growth written by McKinsey & Company Inc. and published by John Wiley & Sons. This book was released on 2016-04-08 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.

Download or read book Agile Resilient written by The Brooks Group and published by . This book was released on 2022-03 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: It is absolutely clear: Sales leadership as usual just will not work any longer. At The Brooks Group, we have been training and coaching business-to-business salespeople and sales leaders for more than 40 years. Throughout that time, we have seen a steady group of core fundamentals as critical to success - prospect intelligently and consistently, prepare to have quality sales calls, ask good questions to understand what really motivates buyers, and connect the dots between what buyers need and want and what you offer as a supplier. Selling fads and quirky approaches have come and gone, but the fundamentals - what our founder Bill Brooks called IMPACT Selling - have consistently been the way to improve results.That said, starting late in the twenty-teens, as the makeup of typical B2B sales forces and the technologies used in their day-to-day work were changing, we started to see the best sales organizations add some important things to our list of selling fundamentals. Intentional sales cultures, team alignment, understanding of buyer journeys, and useful metrics were just a few of the areas the best of the best sales teams used to stay ahead of the competition.Then 2020 happened. Walking day-by-day with our clients through the start, middle, and now (we hope) the end of the pandemic has helped us see very clearly that, to quote Marshall Goldsmith, "What got you here won't get you there." Today's B2B customers are very clear that they see little value in most sales calls. Buyers have wrestled control of the buying process away from sellers, seeking contact and content only after they have short-listed options and built an evaluation model, including a low, cost-based price. If any of these issues sound familiar to you, please read on. Through research examples, client conversations, and our own experience, we describe six key trends making their impact on sales organizations today. We have also worked hard to provide implementable ideas and resources that will help you lead where you need to go. Not sure where, exactly, you need to head? Reading this book is a good first step.

Download or read book The Sales Manager s Guide to Greatness written by Kevin F. Davis and published by Greenleaf Book Group. This book was released on 2017-03-28 with total page 164 pages. Available in PDF, EPUB and Kindle. Book excerpt: 2018 Axiom Business Book Award Winner, Silver Medal Straightforward advice for taking your sales team to the next level! ​If your sales team isn’t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager’s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack. This book will help you: Learn the 6 sales rep instincts that can cripple your management effectiveness, and replace these instincts with a more powerful leadership mindset – true sales leadership begins with improving the leader within Stop getting bogged down by distractions, become more proactive, and find more time to coach, lead, and inspire your salespeople Get every salesperson on your team to be more accountable and driven to achieve breakthrough sales results Master the 7 keys to hiring great salespeople Create a more customer-driven sales team by blending the buyer’s journey into your sales process Speed up the improvement of your team by mastering the 7 keys to achieving better coaching outcomes Excel at the most challenging coaching conversation you face – how to solve a sales performance problem that is caused by a rep’s lousy attitude Attain higher win-rates by intervening as a coach at the most critical stages of a buying cycle, quickly identify opportunities at risk, and coach more deals to the close Discover why so many salespeople fail at sales forecasting and how to impress your company’s upper management by submitting more accurate forecasts And much more… You can apply the strategies outlined in this book immediately to take control of your time and priorities as a sales manager, become more strategic, deliver high-performance coaching that grows revenues, and ultimately drive your team to greatness.

Download or read book The Leadership Playbook written by Nathan Jamail and published by Penguin. This book was released on 2014-07-31 with total page 223 pages. Available in PDF, EPUB and Kindle. Book excerpt: The successful self-published author of The Sales Leaders Playbook writes his first mainstream leadership book There are enormous differences between managing and coaching. Yet many companies and organizations encourage their leaders to coach teams without ever teaching them how and without creating a culture that supports coaching. Nathan Jamail—a leading consultant, professional speaker, and the president of his own group of businesses—trains coaches at several Fortune 500 companies and learned that it takes not only different skills to achieve success, but a truly effective coach needs an organizational culture that creates and multiplies the success of every motivated team member. The Leadership Playbook shows leaders the skills necessary to be an effective coach and to build effective teams by: Fostering employees’ belief in the culture of a company Resolving issues proactively rather than reactively and creating an involvement that constantly pushes employees to be their best Focusing on the more humane principles of leadership—gratitude, positivity, and recognition—that keep morale high Holding teams and individuals accountable Constantly recruiting talent ("building the bench") rather than filling positions only when they are empty Combining research, interviews, and inspiring stories with the lessons that have earned Jamail the respect of the world’s foremost corporations including CISCO, FedEx, Sprint, the U.S. Army, and State Farm; The Leadership Playbook will dominate the category for years to come.

Download or read book Emotional Intelligence for Sales Success written by Colleen Stanley and published by AMACOM Div American Mgmt Assn. This book was released on 2013 with total page 226 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why do salespeople frequently fail to execute-even when they know what they should do?

Download or read book New Sales written by Mike Weinberg and published by AMACOM Div American Mgmt Assn. This book was released on 2013 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable list of genuine prospects * Draft a compelling, customer-focused "sales story" * Perfect the proactive telephone call to get face-to-face with more prospects * Use email, voicemail, and social media to your advantage * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.

Download or read book The Sandler Rules for Sales Leaders written by David Mattson and published by . This book was released on 2017 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Sandler Rules for Sales Leaders details a sales management process that works. It offers 49 timeless, proven principles for effective sales leadership, based on the Sandler Selling System. The book is the sequel to the Wall Street Journal bestseller THE SANDLER RULES, also authored by David Mattson.