The sudden transformation from player to coach is a dramatic one, and managers are usually expected to make the transition under their own steam. This dilemma is faced by many high-powered salespeople. A compact primer on making the difficult move from a narrow independent workstyle to a host of diverse responsibilities, this guidebook is written in a quick-grasp, conversational style perfect for the new sales manager. In clear, simple terms it shows...

Making the leap into sales management means meeting a whole new set of challenges. As a manager, you're going to have to quickly develop the skills that allow you to build and supervise a sales team, communicate effectively, set goals, be a mentor, and much, much more. Now that you've been handed these unfamiliar responsibilities, you're going to have to think on your feet -- or face the possibility of not living up to expectations. Easy-to-understand...

This book is a guide to managing an existing or start-up sales force to succeed in every area of salesfrom prospecting to closing. It aids organizations and individuals in reaching the highest levels of success, exploring the basics of sales and learning how to anticipate clients' needs.

Todos llevamos un pequeño vendedor dentro. Por un motivo u otro es aconsejable conocer las técnicas de venta, compra y negociación, dado que las utilizamos a diario, aunque no nos demos cuenta. Sin embargo, todavía hay más, el mundo comercial es variopinto y no todos los negocios son lo que parecen: ¿cuál es el auténtico negocio del arte?, ¿por qué a las operadoras de telefonía no les importa el servicio al cliente?, etc. José...

A hilarious new character pokes fun at a world in which we are constantly bombarded by people trying to sell us things.

Using the ancient Inuit whale hunt as a metaphor, this book provides a nine-phase model for finding, landing and harvesting whale-size accounts - the kinds of accounts that transform a business.

The world-renowned leadership expert and bestselling author of What Got You Here Won't Get You There provides what you need to WIN MORE SALES! In What Got You Here Won't Get You There in Sales, Mashall Goldsmith teams up with two leaders in the field of behavioral science--Don Brown and Bill Hawkins--to identify the 16 most common sales habits that damage relationships, then They provide you with good, relationship-building behaviors, such as recruiting...

The bestselling author of What the CEO Wants You to Know teaches you how to rethink sales from the outside in.More than ever, these days, the sales process often turns into a war about price-a frustrating, unpleasant war that takes all the fun out of selling. But there's a better way to think about sales, says bestselling author Ram Charan, who is famous for clarifying and simplifying difficult business problems.Instead of starting with your product...

Lying customers. Changing quotas. Soul-crushing management. PSSD-inducing pressure (Post Sales Stress Disorder). What's not to love about the world of sales? (Oh, and don't forget about your jittery hands from all the coffee you have to drink to make it through the day.) Seriously, though, sales doesn't have to be so bad. You just need this humorous yet practical guide to show you how to: • Overcome objections without tears (yours and theirs) •...

"An updated and revised version of the business classic Power Base Selling. Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically...