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Sales Coach
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Book Synopsis Sales Coaching by : Linda Richardson
Download or read book Sales Coaching written by Linda Richardson and published by McGraw Hill Professional. This book was released on 1996 with total page 204 pages. Available in PDF, EPUB and Kindle. Book excerpt: Written exclusively for sales managers; this brief; concise primer will help turn managerial skills into those of a top-notch teacher; motivator; and mentor - someone who gets results through inspiration and example. --
Download or read book Selling to Zebras written by Jeff Koser and published by Greenleaf Book Group. This book was released on 2008-10 with total page 252 pages. Available in PDF, EPUB and Kindle. Book excerpt: Even the most competitive companies only close about 15 percent of the deals in their sales pipelines. That means that salespeople spend time with prospects who, 85 percent of the time, aren't going to buy. Wouldn't those salespeople rather spend more time pursuing prospects they knew they could close? Or spend time with their prospects where it matters most at an executive level? Readers who are ready for exceptional results for themselves and their companies need "Selling to Zebras". The Zebra way can help salespeople identify the perfect prospects for their companies--their Zebras--and develop a sales process that will help them close deals 90 percent of the time. The Zebra method of selling will: Increase close rates; Shorten sales cycles; Increase average deal size; Reduce discounting and increase margins; Make better use of scarce resources; Make customers happy, creating a stable of great references. Jeff and Chad Koser don't just offer theories and concepts. They give readers specific tools, models, and spreadsheets they can customise to make the Zebra way the best way for their companies to do business.
Book Synopsis Sell More With Sales Coaching by : Peri Shawn
Download or read book Sell More With Sales Coaching written by Peri Shawn and published by John Wiley & Sons. This book was released on 2013-10-07 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales coaching tools and strategies to help you sell more Sales executives and business leaders are looking for ways to increase their revenues without major changes to their technology, processes or workforce management. When done effectively, sales coaching can be the catalyst that improves sales results, team morale and employee retention. Sell More with Sales Coaching provides results-proven sales coaching material that includes assessment, exercises and sales coaching questions. As a result of applying the tools and strategies in this book, sales leaders and teams will drive higher revenues and performance by: Assessing team members' sales capacities Determining what type of coaching is needed on an individual basis Identifying sales mistakes being committed by salespeople Coaching salespeople to avoid committing sales mistakes Improving the quality of sales conversations Increasing the quality of conversations within the team Leveraging the use of CRM during sales coaching The author's company, the Coaching and Sales Institute, has worked with large sales forces and provided training for the launch of the debit card, and one of the fastest-growing divisions of the Royal Bank of Canada.
Book Synopsis The Five Secrets of a Sales C.O.A.C.H. by : Cory Bray
Download or read book The Five Secrets of a Sales C.O.A.C.H. written by Cory Bray and published by . This book was released on 2020-09-24 with total page 186 pages. Available in PDF, EPUB and Kindle. Book excerpt: Coaching is the activity that has the greatest impact on individual human performance in a team setting, and that's especially true in sales. A sales coach observes performance, identifies a challenge, and works to rapidly make an individual better. This book equips current and aspiring sales leaders with the C.O.A.C.H. framework, a tool they can use to effectively and efficiently coach their teams. This book is written as a business parable, a fiction book that follows Arlo along his journey to becoming a sales coach. It has the frameworks and actionable insights of Hilmon and Cory's other books, but is presented in story format to make the concepts more engaging and memorable.
Book Synopsis The Sales Coach: Teach Yourself by : Richard White
Download or read book The Sales Coach: Teach Yourself written by Richard White and published by Teach Yourself. This book was released on 2015-06-18 with total page 233 pages. Available in PDF, EPUB and Kindle. Book excerpt: Most business books just tell you what to do. The Sales Coach guides you every step of the way. Who are you? Anyone who sells on a regular basis and wants to become more effective at selling. Where will this book take you? You will be armed with the techniques you need to close more sales with less effort. How does it work? You'll fine-tune your sales skills through a combination of practical, tried-and-tested advice, and unique interactive exercises. What else do you get? The book includes access to a range of free downloadable templates and resources that will help you develop even further. Improve your sales effectiveness Discover your USP Hone your sales pitch Win more sales with less effort Feel more confident and motivated
Book Synopsis Selling with Love by : Jason Marc Campbell
Download or read book Selling with Love written by Jason Marc Campbell and published by Impact and Integrity Media. This book was released on 2022-02-11 with total page 172 pages. Available in PDF, EPUB and Kindle. Book excerpt: Our society is an ever-changing reflection of what we buy into—from our deepest fears to our greatest hopes, from the companies that fail to the ones that thrive. If your business is on a mission to provide authentic value and achieve a positive impact, society doesn’t just need you to think about sales and marketing. It needs you to be great at them. Attention is hard to come by in today’s hypercompetitive world. It takes real effort to earn it. Don’t let companies that lack integrity continue to dominate the conversation. Selling with Love is designed to shift your way of thinking about sales, unlocking your ability to further your mission without hesitation and without compromise. Achieve results and do it your way. Once you know how to do it and you truly understand why it’s so important, you’ll be unstoppable in your growth and impact—and even more aligned with your core values.
Book Synopsis Next Level Sales Coaching by : Steve Johnson
Download or read book Next Level Sales Coaching written by Steve Johnson and published by John Wiley & Sons. This book was released on 2020-07-21 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do you remember being "in the trenches" as a salesperson? What did you think of your sales manager? If you're like many front-line sellers, you probably didn't think she or he was a wonderful example of leadership who could inspire you to do your best in life and in work. The unfortunate truth is that many sales managers—well-meaning though they usually are—lack the skills and know-how to help their sales teams grow and achieve greater success. Over a combined 50 years of experience as salespeople, managers, coaches, and executives, authors Steve Johnson and Matthew Hawk have witnessed the do's and don'ts of top performing sales teams. Next Level Sales Coaching is the culmination of their experience. In this book, they distill what they have learned working with organizations like Google, Bank of America, Enterprise Rent-A-Car, and many more. The result is a compendium of best sales coaching practices with the power to make any sales manager into an inspirational and transformational leader. At its heart, this book is about how to integrate a person-centered development mindset into sales environments. Readers will work through practical examples, including a self-assessment, to identify the best way to implement strong coaching programs within their organizations. Each chapter concludes with takeaway questions and tips that sales leaders can use right away. From goal setting to daily sales huddles, and sales development training to analytics, Next Level Sales Coaching covers the best practices that readers will want to implement to take sales management to the next level.
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."
Book Synopsis The One-Page Sales Coach by : Dean Minuto
Download or read book The One-Page Sales Coach written by Dean Minuto and published by CreateSpace. This book was released on 2012-07-11 with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt: REVISED AND UPDATED VERSION ALL NEW GRAPHICS to INCREASE RETENTION and PERSONAL ACTION SUMMARY sections after each lesson to help you to more QUICKLY APPLY THE BEST PRACTICES. Let's start with a question: Who do you need to get a yes from? Hearing a yes from what one person would make all the difference to you, (or your Team), whether personally or professionally? What if you could get to yes faster and more often? This book gives you powerful and simple tools that will help you get that yes faster than ever-- with Personal Action Summary sections after each lesson to help you implement what you learn. The One-Page Sales Coach is a massively distilled summary of the key learning and best practices from Dean Minuto's twenty years of sales coaching-and the best news is that he delivers it in a guidebook you can read on a short plane ride. You'll find all of the above framed as six lessons that you can read in ninety minutes and apply immediately. There are hundreds of thousands of books on sales, marketing and influence-- why should you read this one? 11 Reasons Why: 1 Simple Tool: the four-box One-Page Sales Coach(r) tool which you can use on the back of a napkin to accelerate your sales process (Lesson 2). 7 Strategies: that lay out 150 years of research from the decision sciences in ways you can apply today-- any one of which can help you trigger faster decisions (Lesson 4). 3 Words: that summarize the best marketing books and sales models, and that you can use as a checklist to guarantee that decision makers will listen to your message and be impacted by your message (Lesson 5). Presented as six lessons: Lesson 1 Make a Difference Lesson 2 Make it Simple Lesson 3 Make it Believable Lesson 4 Make it Attractive Lesson 5 Make it Personal Lesson 6 Make it Happen Editorial Review "Every once in a while a book comes along without padding, frills, or too many semi-colons and gets right to the point. The One-Page Sales Coach is like getting the playbook for the Super Bowl Championship before the game and finding out it is only one page long... then winning with that game plan. Dean lays out a readable, step-by-step process to get yes from anyone, anyplace, anytime." JOHN DAME, VISTAGE CHA
Download or read book Selling 101 written by Zig Ziglar and published by HarperCollins Leadership. This book was released on 2003-04-01 with total page 109 pages. Available in PDF, EPUB and Kindle. Book excerpt: Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.
Download or read book Ninja Selling written by Larry Kendall and published by Greenleaf Book Group. This book was released on 2017-01-03 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: 2018 Axiom Business Book Award Winner, Gold Medal Stop Selling! Start Solving! In Ninja Selling, author Larry Kendall transforms the way readers think about selling. He points out the problems with traditional selling methods and instead offers a science-based selling system that gives predictable results regardless of personality type. Ninja Selling teaches readers how to shift their approach from chasing clients to attracting clients. Readers will learn how to stop selling and start solving by asking the right questions and listening to their clients. Ninja Selling is an invaluable step-by-step guide that shows readers how to be more effective in their sales careers and increase their income-per-hour, so that they can lead full lives. Ninja Selling is both a sales platform and a path to personal mastery and life purpose. Followers of the Ninja Selling system say it not only improved their business and their client relationships; it also improved the quality of their lives.
Book Synopsis Coaching Salespeople into Sales Champions by : Keith Rosen
Download or read book Coaching Salespeople into Sales Champions written by Keith Rosen and published by John Wiley & Sons. This book was released on 2010-06-03 with total page 352 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales training doesn’t develop sales champions. Managers do. The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations, you’ll get your sales and management teams to perform better - fast. Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation. You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You’ll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster. Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to: Boost sales, productivity and personal accountability, while reducing your workload Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities Achieve a long term ROI from coaching by ensuring it’s woven into your daily rhythm of business Design, launch and sustain a successful internal coaching program Turn-around underperformers in 30 days or less Build deeper trust and handle difficult conversations by creating alignment around each person’s goals and your objectives Coach and retain your top performers Collaborate more powerfully and communicate like a world-class leader Training develops salespeople. Coaching develops sales champions. Your new competitive edge.
Book Synopsis Unleashing Your Inner Sales Coach by : Darryl Rosen
Download or read book Unleashing Your Inner Sales Coach written by Darryl Rosen and published by AuthorHouse. This book was released on 2010-12-17 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: UNLEASHING YOUR INNER SALES COACH WILL HELP YOU... Control the controllables Maintain a healthy attitude Engage your sales professionals Make the right moves as a sales manager Set clear expectations Manage Accountability Handle price changes Lead Business Reviews Conduct one-to-one coaching sessions Foster Creativity "Ride" together to success Handle objections and close sales Run effective meetings Share difficult feedback
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 Understanding Sales Coaching written by and published by Cybellium . This book was released on with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: Welcome to the forefront of knowledge with Cybellium, your trusted partner in mastering the cutting-edge fields of IT, Artificial Intelligence, Cyber Security, Business, Economics and Science. Designed for professionals, students, and enthusiasts alike, our comprehensive books empower you to stay ahead in a rapidly evolving digital world. * Expert Insights: Our books provide deep, actionable insights that bridge the gap between theory and practical application. * Up-to-Date Content: Stay current with the latest advancements, trends, and best practices in IT, Al, Cybersecurity, Business, Economics and Science. Each guide is regularly updated to reflect the newest developments and challenges. * Comprehensive Coverage: Whether you're a beginner or an advanced learner, Cybellium books cover a wide range of topics, from foundational principles to specialized knowledge, tailored to your level of expertise. Become part of a global network of learners and professionals who trust Cybellium to guide their educational journey. www.cybellium.com
Download or read book Sales Tales written by Mandi Graziano and published by Merack Publishing. This book was released on 2021-10-20 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Mandi Graziano used to think "sales'' was a dirty word. Then she made a living out of it and realized, we all need sales in every aspect of our lives, not just business. Sales Tales: The Hustle, Humor, and Lessons From a Life in Sales is Graziano's passionately told, vibrantly funny account chronicling her colorful career in sales, the skills she gained and the lessons learned over the last twenty plus years. Honest, entertaining, and overflowing with practical tips and strategies, Sales Tales follows the order of a typical sale: from prospecting, networking, building relationships, making presentations, closing the deal, and running a business through a crisis, or as she calls it, "Disaster Selling". Included are deep dives into the finest nuances of the sales process, laugh-out-loud humor, and fascinating anecdotes that illuminate the importance of time management, firing clients, understanding the value of your product or service, and defining your Business Bedside Manner(TM). Woven throughout are relatable stories that bring the lessons to life and underscore the wit and wisdom in every situation-even the awkward ones. Whether you're a business owner who needs customers, an entrepreneur looking for investors, a sales person at any level of your career, or a parent desperately seeking negotiation tactics to convince your kids to go to bed, you need good sales skills. Sales Tales is sure to resonate within the business world and beyond.
Book Synopsis Sales Training Basics by : Angela Siegfried
Download or read book Sales Training Basics written by Angela Siegfried and published by Association for Talent Development. This book was released on 2010-02-01 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales Training Basics recognizes the bottom line focus of sales professionals and offers proven techniques and approaches that create engaging and impactful training. The book provides learning professionals with specific guidance on designing programs that provide the right tools and techniques that deliver on an audience focused on value. In addition, trainers and facilitators are offered guidance on accessing their most charismatic and engaging self to draw in and hold the attention of sales professionals. While the book is focused on participant expectations, it does not neglect today’s organizational mandate to build training programs aligned to company strategic needs and vision. Finally, the author provides direction on alternate pathways to sales training through the use of technology and the power of blending both classroom and technology-bases approaches that give these sales professionals what they really want – more time in the field selling.
