Sales and Sales Management Blog

October 20, 2008

New Sales Chartacteristics Research Needs Your Help

Filed under: Coaching, career development, sales, sales training, selling — Paul McCord @ 5:20 am
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I received an email over the weekend from Brian Lambert, the Director of Sales Development and Performance at the American Society for Training and Development, seeking salespeople, managers, sales trainers, and academics to help him in his research for his doctoral dissertation.

I hope you’ll consider giving him a few minutes of your time to participate by taking one of the two surveys he is using to gather data.

Brian is researching the characteristics needed to successfully sell in a business-to-business environment and that should be addressed in a comprehensive description that can be used for training and coaching.  To this end, he, in conjunction with his doctoral advisory committee members, has developed two surveys.  One survey will determine the perceptions of sales managers, experienced salespeople, sales professors, and sales trainers regarding the importance of competencies required for success as an entry-level salesperson.  The other survey will examine shared competencies sales practitioners need to be successful in business-to-business sales, and how these competencies align to roles in terms of focus and differentiation.

You can get a complete overview of the Brian’s research goals, his methodology, and also take either of the surveys at http://www.b2bsalescompetency.info/. 

One word of warning-the site does explain the hypotheses he is working with and his methodology, but it is, of course, written in dry academic speak that only an academic can put up with.  If you don’t want to wade through all the pages, just take the surveys and know that you’re participating in a good cause.

October 11, 2008

Speak Your Way to Sales Success

Filed under: branding, business, career development, marketing, prospecting, sales, selling, small business — Paul McCord @ 5:10 am
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Salespeople and business owners often overlook one of the most effective and quick ways to both establish themselves as experts in their field and generate a pipeline of quality prospects.

Most salespeople and small business owners are all too familiar with cold-calling; purchasing leads; sending out mass direct mail and email pieces; and using print, radio and TV advertising and other common methods of lead generation.  However, becoming a niche expert and taking that expertise on the road in the form of speaking to groups and organizations is seldom considered.

The natural fear of public speaking is a deterrent for many, but most salespeople simply have not considered the possibility.  When we think of a speaker, most of us envision someone with grand ideas speaking to the most crucial events of the day-or maybe someone who has lead an extraordinary life, regaling the audience with tales of high adventure.  If we do think of business experts as speakers, we tend to think of names such as Jack Welch, Tom Hopkins, Zig Ziglar or some other high-profile guru who commands tens of thousands of dollars per appearance.

Those sorts of people may be the most visible, but they are, in fact, the tiny minority of speakers.  Literally tens of thousands of organizations in the US need speakers on a regular weekly or monthly basis.  A large percentage of these organizations are actively looking for businesspeople that have a message that will appeal to the majority of their members-and you could be that speaker.

You need not be expounding on the evils of the Democratic takeover of Congress, or the how badly the Republicans have governed, or the great coming economic downfall of civilization as we know it.  You do not have to be a stand-up comedian or a storyteller on the level of Garrison Keillor.

Speaking for local groups and originations only requires you to have information that is relevant and interesting.  A realtor client of mine became an expert in the minutiae of every neighborhood in her city and began speaking to groups about the transitions taking place in the city-which neighborhoods are on the verge of taking off, and which in decline.  Her presentation is laced with statistics but also stories and history, with fact and prediction. Within a matter of several months, she became the “go to” person when members of audiences she had spoken to began to think about buying or selling their home, because she is recognized as the expert on where to move, where to build and where to avoid.

Another client of mine, a business insurance broker, began speaking about the issues that businesses in his city face in terms of risk.  His presentation centers on crime, employee theft, and upcoming city ordinances that may affect business, and other, unexciting aspects of risk management.  Although he is a likable and entertaining man, his presentation is hardly worthy of an appearance on The Late Show with David Letterman.  Nevertheless, he has information that is of interest to other businesspeople.  Moreover, he, like the realtor, has become known as expert in his field.  Businesspeople come to him first because of their perception of his extraordinary knowledge of both business risk and how to manage it and the local issues facing businesses.

Neither of these people is exceptional in the sense that they have led extraordinary lives or have mythical business prowess.  In fact, the business agent has only been in the insurance business for a couple of years.  However, both recognized the power of getting in front of groups and presenting themselves as experts.  Their average audience is fewer than 40 people.  Their average talk is less than 20 minutes, and each speaks less than four times a month.  Nevertheless, if they speak three times per month to an average audience of 35 people, they are in front of about 1,200 per year as “the” expert in their field.  Moreover, many of these people are potential prospects.

How do you become the expert?  First, find something about your business that will be of interest to a broad range of potential customers.  Concentrate on areas that could give your audience information on potential risks or opportunities that could expand or enhance their life, open new doors, or increase or protect their wealth.  Once you have found an interesting niche, connect it to your local market.  The realtor deals only with local issues and demographics, but the insurance broker mixes general risk statistics with local business-related issues.  He takes mundane national statistics and brings them home, to a more personal level.

Do your homework on both your subject and your public-speaking skills.  Hone your presentation so that you are confident and do not have to speak with notes.  Work in front of a mirror until you have managed to eliminate all of your nervous movements.  Go over your presentation-both verbally in front of a mirror and in your mind as you drive-until it becomes second nature.  Check and recheck facts and figures. 

Join the Toastmasters.  Most of us probably think of the Toastmasters as simply an organization that will improve our public speaking skills.  It certainly will.  However, it will improve your leadership skills also, not to mention your interpersonal skills in general.  Most every community has at least one Toastmasters club within reasonable distance.  In addition, in a city of any reasonable size, you’ll probably have several options of meeting days and times as there will probably be several clubs from which to choose.

Then, once you have mastery over your subject and yourself, get the word out to groups, organizations and associations that cater to your prospects.  Send a self-promotion package and follow up with a phone call.  As you begin to set speaking engagements, more will follow.

Keep your material fresh and up-to-date.  Look and act like a professional.  Within months, you’ll have gained the reputation of an expert, the image of the guru, and the self-confidence to match.

There are few opportunities to influence potential prospects as powerfully as you can through speaking to them in a forum where you’re “endorsed” by an organization or association they belong to.  Becoming the objective educator and expert has far more power and lasting impact than any marketing or advertising you can possibly do.

October 9, 2008

Guest Article: “Identify and Overcome the Four Curses of Sales Success!” by Dave Anderson

Filed under: career development, sales, selling, success — Paul McCord @ 5:22 am
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Identify and Overcome the Four Curses of Sales Success!
By Dave Anderson

There are certainly more than four curses of success but these four are perhaps the most devastating. Up until this point you can claim to be unaware of these curses and plead ignorance as a reason for falling prey to one or more of them. But once you are aware of them any future deviation cannot be blamed on ignorance. Instead, you must consider your failure as a confession of stupidity!

1. Abandoning the basics.

Thinking you’ve outgrown the basics or that they somehow don’t apply to you anymore is a surefire way to turn your up times into a sudden descent.

2. Getting cocky.

Cockiness is one of the most reprehensible and alienating traits of successful people. You become cocky when you feel superior to those you work with and look down on them; when you gloat and brag about your success; when your pride blocks your growth and causes you to go into denial when someone suggests a way you could improve. When you’re ready to “write it down; build the manual and document the formula” people will secretly anticipate and cheer your fall. And normally, they won’t have to wait too long.

3. A diminished work ethic.

The Law of Laziness declares that, “As prosperity rises the work ethic diminishes.” Keep in mind that the price you must pay for continued success is never paid in full. It is a lifelong installment plan and once you default, your decline is not far behind.

4. Becoming selfish.

Successful people often catch the “Disease of Me” and start to think that the sales department should revolve around their own ego-driven universe. In their selfishness, they turn increasingly inward rather than stepping up and fulfilling the vital role of a sales leader, which is turn more outward and add more value to the people around you.

Three Tips to Overcome the Four Curses

1. Compete against yourself more than with others.

The truest measure of your success is not whether or not you’re better than everyone else, but if you are better than YOU used to be! You can be better than everyone else and still be WORSE than you used to be, which is no reason to beat your chest in pride!

Remember: Your objective is not to become successful and then let your pat on the back turn into a massage. Rather, your objective should be to strive to reach your maximum potential. As long as you continue to grow, you will never reach your maximum potential. It is an endless journey. But it’s the journey that keeps you moving; stretching; learning; hungry and humble.

2. Don’t financially overreact to the good times.

When you’re making good money, pay yourself first and save a few bucks. Don’t fall into the trap that tells you that you’ll never see another poor day. Overextending yourself during the good times can create an inner stress that distracts you and your fear of loss can become a self-fulfilling prophecy, sending you into a downward spiral.

3. Maintain an attitude of gratitude.

The secret of “never being satisfied” is to always be grateful for what you have while you strive for what you want. It is not an excuse to dismiss or disregard your current blessings. (Remember: the more you’re grateful for, the more you’ll have to be grateful for. But when you’re ungrateful for what you have, you’ll soon have even less to be grateful for.)

Peak performance author, columnist, trainer, speaker and radio show host for sales, management and leadership, Dave Anderson walks the talk as a leader. He has led some of the most successful retail automotive dealership in the country—the most recent dealer group he led had over $300,000,000 in annual sales—and now gives 150 presentations, workshops and speeches annually on sales and leadership development around the globe. Dave is president of the Dave Anderson’s Learn To Lead and LearnToLead.com, a cutting edge web site providing hundreds of free training resources to thousands of subscribers in over 30 countries.

September 19, 2008

Guest Article: “Successful Selling and the Theory of Relativity,” by Lee Salz

Filed under: career development, goals, motivation, sales psychology, success — Paul McCord @ 7:58 am
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Successful Selling and the Theory of Relativity
by Lee Salz

Albert Einstein formulated the theory that says that space and time are relative concepts rather than absolute concepts. For example, consider a car speedometer reading at 65 miles per hour. How fast is the car going? This question seems like the beginning of the joke of who is buried in Grant’s tomb and you are expecting a punch line. No joke here, I assure you. As a matter of fact, most would respond 65 miles per hour. This is the correct answer if and only if you are comparing the car to someone who is not moving. However, if you compare that same car to the car driving next to it that is driving 55 miles per hour, your car is only moving at 10 miles per hour.

So, what does that have to do with sales? When you look at your sales performance, to what standard do you compare yourself? Is it to the others on the sales team? Is it to your quota? Is it to a sales record that has stood for 10 years in your company? Maybe you look at your performance relative to your income goals?

While any of these comparative points are important, they all have one thing in common. They limit your potential. How good can you be? If you set a ceiling to that, you will never know. Yes, hitting your quota is important. Achieving your income goal is also important. But could you achieve more? Could you be better? The car moving at 65 miles per hour is moving pretty fast, but only relative to a non-moving entity. Your competitors are moving right along with you. Maybe you are in the lead, but competition does not stagnate. To them, maybe you are only moving at 10 miles per hour.

Compare that same car to a jet. The speed of the car is not overly impressive. The jet can get you from New York to Florida in a couple of hours. The car needs 24 hours to reach the same destination. Competitors get smarter. Customers get smarter. And you have to get better if you are going to be successful. What worked yesterday is not going to work tomorrow. Self improvement is the only way to do it.

There are no ceilings in sales unless you place them there. One of my favorite quotes is, “When someone says it can’t be done, it only means that HE can’t do it.” Every day people accomplish the seemingly impossible. How do they do it? Simple. They don’t compare themselves to any standard. They have no limitations. As I write this, I’m flying on a plane. If the Wright brothers believed in ceilings, I’d be driving. If Bill Gates believed that people would never own a personal computer, I’d be writing this on a typewriter.

To further make this point, I thought I would share a personal story. When I was in the eighth grade, my family moved from New York to New Jersey. (Where to start with the jokes…) At the time that we moved, I was an excellent student, A’s across the board. Shortly after moving, I injured my knee playing baseball. I ended up having two knee surgeries and spent my entire freshman year of high school on crutches. Here I am living in a new state, going to a new school, knowing next to no one. I lost my focus.

I became friendly with a few kids who were not very good students. They were nice kids, not troublemakers, but they did not perform well in school. During my freshman year of high school, I set my personal worst records for grades, but I was able to rationalize my performance. My grades were nothing to write home about, but I was scoring better than my friends. From that relative point of view, I was doing fine.

Towards the end of my freshman year, I became friends with a different group of kids. These friends later attended Wharton, Harvard, Emory, and Bates. All prestigious schools…  Relative to them, my grades were a disgrace. They never made me feel badly about it, but I felt uncomfortable. Their success drove me to rediscover myself. During the remainder of my high school and collegiate career, I elevated my game to top of the class. I credit much of that with changing my approach to relativity.

Nature also uses the theory of relativity. If you put a fish in a 10 gallon tank, the fish will only grow to a certain size. The surroundings of the fish limit its size and growth. Put that same fish in a larger tank and the fish will continue to grow. Want to get better at golf? Play with better golfers. Want to run faster? Train with better runners.

What limitations are you putting on your sales success? Are you failing to achieve your quota? Are your friends on the team missing their quota too? Do you accept that because you are all failing? Or do you compare yourself to a higher standard? What are you doing each and every day to improve yourself? Is your goal just to be better, or is it to be the best?

You are the only obstacle to your success. Get out of your own way and enjoy the results.

Lee B. Salz is a sales management guru who helps companies hire the right sales people, on-board them, and focus their sales activity using his sales architectureR methodology.  He is the President of Sales Architects, the C.E.O. of Business Expert Webinars and author of “Soar Despite Your Dodo Sales Manager.” Lee is an online columnist for Sales and Marketing Management Magazine, a print columnist for SalesforceXP Magazine, and the host of the Internet radio show, “Secrets of Business Gurus.” Look for Lee’s new book
in February 2009 titled, “The Sales Marriage” where he shares the secrets to hiring the right sales people. Lee can be reached at lsalz@SalesArchitecture.com.

August 25, 2008

Sales Shebang Conference–Jill Konrath Gives the Details

Filed under: Sales Resources, career development, sales, sales training, selling — Paul McCord @ 7:03 am
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Jill Konrath, the founder of the Sales Shebang, the top annual conference geared specifically to helping women business-to-business salespeople get the skills and support they need to succeed, gives a glimpse of the upcoming conference.

Even better, go to the official Sales Shebang website, get the facts and register. You can also register for some upcoming free preview calls with some of the conference presenters that will not only give you a taste of what will happen at the conference but will also give you some ideas you can immediately implement in your sales business.

And, yes, men can attend also.

jill-konrath discusses the Sales Shebang Conference

NOTE: Sorry, Jill’s phone had some static in the background–hopefully it won’t be too distracting.

August 8, 2008

A Few New Web Resources You Should Know About

Filed under: Book Recommendations, Sales Resources, business, career development, sales, sales training, selling, small business, success — Paul McCord @ 5:42 am
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If you haven’t found these resources yet, they’re worth looking into:

Insightory: Insightory is another in a long line of sites featuring the work of top business thought leaders.  Insightory’s difference is that they have a number of experts from around the world that are not often found on most other sites.  The site has some excellent material.

Sales Training Warehouse: For those from ‘Down Under’ there’s a new site that features sales training material from several top sales experts.  You’ll find coaching, books, training CD’s and more.  The site is new but the offerings will continue to grow.  For non-Aussie training material such as mine, one of the advantages of the site-besides aggregating resources on a single site–is that pricing has been converted from American dollars and the VAT added so you know what you’re going to pay right up front.

Sales Book Awards: My friends Jeb Blount and Jonathan Farrington have decided it is time to do something about recognizing the best sales books.  Their answer?  They created the Sales Book Awards.  You can nominate your favorite sales books for recognition in several categories.  Nomination deadline is Sept 30-so hurry and get your nominations in.

Business Expert Webinars: Another friend, Lee Salz, has created Business Expert Webinars.  Lee has gathered together dozens and dozens of business experts from almost every area of business you can think of to offered one-hour webinars.  Webinars are very reasonably priced at $79.00 each.  Take a look at their offerings-and register for a webinar.

August 4, 2008

Interview with Mike Brooks, Mr. Inside Sales, on His New Book

Filed under: Book Recommendations, career development, sales, sales training, selling — Paul McCord @ 6:35 am
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Mike Brooks, Mr. Inside Sales, has just released The Real Secrets of the Top 20% (Sales Gravy Press, 2008). I interview him about the book and how it will help salespeople increase their effectiveness and their income.

mike-brooks-invterview-revised

The Real Secrets of the Top 20% is available at Amazon, Barnes and Noble, Borders, and all fine bookstores.

August 1, 2008

From Classroom to Paycheck–Making Sales Training Work

Filed under: Coaching, Sales Management, career development, sales, sales training, selling, success — Paul McCord @ 7:23 am
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One of the most common complaints that I and other sales trainers get from both salespeople and companies is that sales training in any form, whether via book, workshop, seminar, or on-line course, has little or no impact for most of the men and women who take the training.  Unfortunately, their complaint is backed up by a number of studies that confirm that training does not change the behavior, attitudes, or results of the vast majority of salespeople.

Where does the fault lie for this miserable return on investment from training?  Does it lie with the sales trainer who performed the training?  Is the problem with the content of the training?  Maybe the issue is with the teaching methods employed?  Perhaps the real problem is with the salespeople themselves?

No doubt blame can be affixed to all of the above.  But there seems to be a more basic issue that is obvious but often overlooked.  Sales training is not simply an intellectual activity; by its very nature it demands behavior change.  To be effective, sales training requires that negative or ineffective behaviors be replaced with positive or effective behaviors.  Sales training has more in common with sports coaching than it does with academic teaching.  It is action oriented.  The lessons must be integrated into one’s behavior, not just filed away in one’s mental filing cabinet.

Changing behavior is different than absorbing information.  The basic problem with sales training is that the delivery format-even in a workshop that entails role play and group interaction-is predominately information oriented.

To be effective, sales training must be converted from information to behavior and that can’t be done in an hour or half-day or even a two or three day training session.  It takes time.  It takes repetition of action.  It takes making and learning from mistakes.  It requires the student be able to analyze performance, isolate mistakes, and institute new behavior that corrects the mistake.

It takes coaching.

There are a few salespeople in each training class that really seem to get the training.  They understand not just the concepts being trained; they understand how to implant those into their daily activity.  They also have the drive to work through the mistakes, the false starts, the missed opportunities, the disappointments they encounter while honing their newly learned skills.  They are the exception.  They are the few who management sees a positive change in and wonder why the others didn’t make the same changes.

Most of us don’t have the ability or the patience to implement the training, work through the issues, and hone the skills while consistently ‘blowing’ the implementation on our own.  We have to have help.  We have to have an outside observer, a sounding board, an encourager, a disciplinarian.  We have to have a coach.

Coaching has been a staple of sports for thousands of years.  Every athlete, from the youngest to the best player in the world, has a coach.  Their coach performs a number of duties but the primary duty is to oversee behavior change.  Teach information, yes.  Discipline, yes.  Encourage, yes.  But all of those are supplements to the primary goal-behavior change.

A few years ago a friend of mine, a minor league baseball player, was trying to improve his prospects of being promoted to the majors.  One area where he thought he could add value to his game was learning to bunt.  Not a power hitter, he needed some additional ways to help his team and bunting could be one.  He read several books and watched videos of a number of the game’s top bunters.  After reading the best books and watching the best bunters could he bunt?  No.  He had the concepts, but he didn’t have the behaviors.  So, he headed to the field with his hitting coach.  Over the course of weeks-and untold hours of work-his bunting skills improved markedly.  But they still weren’t major league quality.  He ended up hiring a bunting coach during the off season that could spot the tiny mistakes and negative behavior in his bunting technique and help him replace those actions with the positive actions that would result in success.  It took him almost a year and a half to become a really good bunter-almost three years to become a top bunter.  Translating what he learned into actions, into behaviors, was a long-term process that required a great deal of practice and coaching–and lots of blown opportunities in games.

Selling is no different.  Knowledge in sales is useless unless you use the knowledge, and that comes in the form of action-whether that action is instituting the referral generation process, dealing with those pesky objections, or closing the sale.  And just as with an athlete, translating the information into action requires coaching.

If you want the sales training you or your teams engage in to ‘work,’ that is to instill positive behavior and eliminate negative behavior, you must have a coach.

Individual salespeople must find their own coach, whether through a formal paid coaching arrangement with a professional trainer/coach, their manager, or another member of their team.

More and more sales trainers are including group or individual coaching in their corporate sales training proposals.  Some trainers are including ‘coaching the coach’ segments into their training proposals where they train the management team to be the team’s coach.  Some companies are simply relying on their management team to coach without formal coaching training for the particular sales training that was just delivered.

Sales training doesn’t work if it is information oriented only.  Sales is a contact sport.  It requires salespeople to learn not just information but to perform certain actions, and those actions don’t come naturally or easily for most of us.

Sales training can have a high degree of success for you or your sales team.  Not on its own, but in conjunction with active coaching.  Whether you’re an individual salesperson or a manager looking to train your team, if you’re not going to back the training up with active coaching, you may as well save your money.  However, if you choose to add coaching to the training mix, you’ll see a significant change in your sales performance-and your paycheck.

July 5, 2008

Guest Article: “Lift vs. Drag: A Business Leader’s Perspective,” by Waldo Waldman

Filed under: Leadership, business, career development, management, small business, success — Paul McCord @ 7:13 am
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LIFT VS. DRAG – A Business Leader’s Perspective
By Waldo Waldman

So, how do you get a 35,000-pound F-16 jet fighter to fly?

It’s no easy feat. To overcome the force of gravity, you have to create a force greater than gravity’s grasp. That force is lift.

As the F-16 blasts through the sky, there is an “enemy” of lift that must be overcome. It’s an aerodynamic force which resists the forward motion of the jet (known as drag.)

There are two kinds of drag – induced and parasite. Induced drag is a “good drag.” It is a byproduct of lift and is necessary for flight. Parasite drag is not helpful because it battles against the “good” drag, working to slow the aircraft down. It’s caused by the non-lifting portions of the aircraft, such as the landing gear, missiles, and external fuel tanks.

Here’s the big picture. In order to fly, a jet’s lift must exceed drag. The less drag, the easier the plane flies.

Let’s look at this on a practical level in fighter combat. When evading missiles or engaging another fighter in close combat, one of the first things you must do is what pilots call “jettison your stores.” You have to get rid of all the parasite drag hanging from the jet that’s not critical to immediate, fast flight. Fuel tanks and bombs, for example, must go. This reduces your weight while simultaneously reducing drag, allowing the fighter to be much more maneuverable to avoid getting shot down.

Simply put, if you don’t need it, you drop it.

What “parasites” do you have dragging you down and stopping you from reaching new heights in your life?

Parasites are the negative relationships that sap you of your energy and time while giving nothing in return. Parasites are also the fears, doubts, mental baggage, dramas, and self-limiting beliefs that strangle your ability to take action. They suck the life out of you. They can drag you down emotionally and hold you back from being a successful leader.

Do you have any of that hanging around?

We all have parasite drag in our lives. We’re just not aware that we have it or we put off doing anything about it until our own personal “missiles” begin to fly. If we’re dragged down too much, the missiles will hit us.

What are you holding on to that you really need to let go of? Here’s my advice. Jettison your parasites now!

Wingmen are the opposite of parasites. They are the relationships in your life who lift you to new heights. “Wingnuts” are parasites that drag you down.

Are you willing to jettison what’s dragging you down so you can become more fulfilled and successful? Perhaps it’s an unhealthy relationship, laziness, or a private addiction such as TV, gambling, or a sugar fix. Or maybe a bad job is bringing you down or a fear of failure is stopping you from starting a new business.

Want to find what gives lift in your life? Look at what drives your passion. Look at the relationships and activities that get you excited and energized and ready to “push it up” in life. Then, pursue them relentlessly. Seek what gives you life.

When flight planning for success, winners have an ability to get rid of distractions and focus on action that leads to positive results. They also surround themselves with people who challenge them. Jim Rohn, one of my favorite philosophers, has a saying that I love, “Don’t spend major time with minor people.” If you want to be a success, spend time with people at work and in your private life who lift you up. Folks who have the courage and compassion to tell it like it is. These people won’t settle for your excuses, but they will inspire you and give you hope.

The question remains: How do you attract these types of people into your life? You do it by giving your time, advice, and hope to those in need. In essence, you become a wingman to others and help them to fly to greater heights. You do the hard work to build your own character before expecting it of others. This is the core of leadership. When you do this, wingmen will naturally be attracted to you. They will feel comfortable coming to you for help and you will slowly but surely find yourself surrounded by people you trust. As I always say, never fly solo.

Leadership Wingtip – Leaders push themselves up, while pulling others up.

Discipline, hard work, and productive relationships are the lifts in life that overcome the parasite drags of unhealthy relationships, addictions and complacency. They are your tools to conquer mediocrity and live with courage. They will help you to win. Don’t leave them from your flight plan.

If you want to reach new heights in business and in life, make sure you do whatever it takes to maximize your lift and minimize your drag. Not only will you avoid the missiles, but you’ll hit your target as well!

Waldo Waldman builds team unity within organizations as a high energy leadership inspirational speaker. A former combat-decorated fighter pilot with corporate sales experience, Waldo brings an exciting and valuable message to organizations by using fighter pilot strategies as building blocks for peak performance, teamwork, leadership, and trust. He has worked with dozens of corporations such as Panasonic, UPS, Hilton, Aflac, Bank of America and Hewlett-Packard. Visit www.yourwingman.com to learn more.

June 21, 2008

Top Sales Experts Releases New Sales E-book

Filed under: Book Recommendations, Sales Management, Sales Resources, career development, management, sales, sales training, selling — Paul McCord @ 7:02 am
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The Top Sales Experts have released a new 139 page e-book with articles by over 50 top sales trainers.

Topics covered range from prospecting to leadership to the sales process to managing sales teams and everything in-between. Authors include Dr. Tony Alessandra, Jill Konrath, Jonathan Farrington, Jeb Blount, Keith Rosen, Wendy Weiss, Dr. Gregory Stebbins, Tim Wackel, Ann Miller, Lee Salz, Kelley Robertson, myself and many others.

I encourage you to click over HERE and download your copy. Over 50 great articles by some of the best minds in the business of sales—and its free. Best yet, when you do download the book, you’ll be automatically registered to receive all future editions of the Top Sales Experts e-books when they come out.

There are a lot of e-books on the market—most of them are quite honestly junk. This is the exception. No matter where you are in your sales career or what sales issues you might be facing, you’ll find numerous articles that will help you sell more, make more money, and get more enjoyment out of your career.

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