Sooner or later, every business owner will need to transfer ownership of their business. Selling the business is the final chapter of the owner's role in building it. For most business owners, this is an emotional and sometimes overwhelming event. Many business owners have built a company or owned it for years, even decades. They are at it night and day, 24/7 - thinking about the business, cultivating customer relationships, and solving problems. They eat it, drink it and sleep it. It is no surprise, then, that selling the business is an emotional process. It's also a complex process. There are financials to audit, profitability to demonstrate, operations to tighten, confidentiality to maintain, titles to transfer, a price to negotiate and much more. In addition, the business must continue to operate during the process. Now in its third printing, Tom Lyon's, Exit Strategies has helped thousands of business owners wade through and understand the complexities and the emotions involved in selling a business. The principles in this book are designed to help you avoid costly mistakes and instead exist your business with less stress and more money in your pocket.

Exit Strategy: Maximizing the Value of Your Business

Business & Money

Lyons, Thomas W.

Management & Leadership

Sales Gravy Press

In today's ever changing world everyone is struggling to find more time. Each day millions of Sales Professionals start their day behind and never catch up. In The Race To Success, author Cheryl Clausen challenges you to think differently about time and in doing so she turns the whole concept of time management upside down. One step at a time you will move from being time strapped to time abundant, into a future in which you enjoy both personal and professional success. This book is for those serious about using their time to produce the greatest results. Results you can't even imagine at this moment. Results that will change your life and your business forever. The Race To Success will give you the tools to make more of the one thing we all need these days - time! - Jeb Blount, bestselling author of Power PrinciplesCheryl Clausen has delivered a magnificent work for sales people who are ready to take their sales game to the next level. - Lee B. Salz, author of the award winning book Soar Despite Your Dodo Sales Manager, C.E.O. of Business Expert Webinars, and President of Sales ArchitectsCheryl's new book on managing and making the most of our most precious commodity - time - is awesome!  Believe me, reading and applying the ideas in this book will be time well spent. - Mike Brooks, Mr. Inside Sales, bestselling author of The Real Secrets of the Top 20%Once you experience increased productivity, improved work-life balance, and new levels of professional success you can bet people will want to know your secret. Tell them! - Clayton Shold, award winning author of Salesopedia About the Author: With more than 20 years of coaching experience, Cheryl A. Clausen is a recognized author who has published more than 500 articles on the topics of time mastery, marketing, and sales.  She's a regular contributor to Salesopedia, Top 10 Sales Articles, Sales Gravy, and Top Sales Dog, and she writes a column in The Heartland Messenger. She works with individuals and organization's developing knowledge, skills, and strategies to increase sales.

The Race to Success

Clausen, Cheryl A

Marketing & Sales

To win more sales means you must stand out in the overcrowded, highly competitive global marketplace. You need to be the first one noticed so those potential customers are running up to you first, seeking you out, and shoving your competitors to the side. Mixing a practical and direct approach with personal stories and observations, Leanne Hoagland-Smith paints a simple while vivid picture of how sales people can literally be the Red Jacket in a sea of gray suits. In this brilliant new book she hands you the keys that unlock doors that lead to increased sales, loyal customers, and a more fulfilled sales career.    You don't have to be "in sales" to appreciate this book - its core principles apply across every personal and business application. - Debra Anthony, Publisher NBIZ MagazineAn ideal book for both beginner and advanced sales & marketing professionals. You can open to almost any page and find an instant nugget to feed your brain the kind of mental food that brings more sales in the door by afternoon. - Christopher Knight, CEO EzineArticles.comBe the Red Jacket in a sea of gray suits is a must read for all sales professionals that want to transform themselves to be best of the best. - George Richardson, Chairman Profectus ServicesOutstanding! One of the best sales books I've read in years. - Jeb Blount, Author of Power Principles and Sales Guy's 7 Rules For Outselling The Recession

Be the Red Jacket in a Sea of Gray Suits: The Keys to Unlocking Sales Success

Hoagland-Smith, Leanne

Are you getting results the results you deserve at the bargaining table? You deserve a great deal but you will have to negotiate for it. Big deal negotiators know the rules to winning great deals without sacrificing their bottom-line. They know how to: 
<ul>
<li>Uncover hidden agendas</li>
<li>Effectively negotiate price </li>
<li>Demand and define tradeoffs </li>
<li>Use influence to their advantage </li>
<li>Manage power imbalances </li>
</ul>
You can too. Negotiation Rules! is packed with dozens of relevant and practical techniques that will help you successfully negotiate your next big deal. 
You can't play the game if you don't know the rules!" - Professor G. Richard Shell, author of Bargaining for Advantage and The Art of Woo
I know from experience that the concepts and techniques in Negotiation Rules! work. - MaryPat Theiler Cheng, Vice President, Netstar Communications, Inc.
Grab this book before your competitors do! - Lee B. Salz, CEO of Business Expert Webinars and author of the award-winning book Soar despite Your Dodo Sales Manager
Negotiation Rules! should be on every Sales Professional's reading list. By following the approach in this book you will close BIGGER deals, create happier customers, and ultimately bring home a bigger paycheck. - Jeb Blount, author of Power Principles and Sales Guy's 7 Rules for Outselling the Recession

Negotiation Rules: A Practical Guide to Big Deal Negotiation

Nyden, Jeanette

Get Back to Work Faster: The Ultimate Job Seeker's Guide

KONRATH, Jill

Job Hunting & Careers

The canned pitch is dead! It requires much more than the completion of a sales course to be a successful salesperson in today's volatile business environment. 
Hank Trisler, founder and chief executive author of The Trisler Company, brings to bear his rich experience and common sense tactics in this newly revised 3rd edition of his classic, bestselling book. Sprinkled with humorous anecdotes and hypothetical situations, No Bull Selling tells you what you need to make that sale. You will learn how to:
<ul>
<li>Create rapport with the buyer</li>
<li>Determine the customer's needs and ability to buy</li>
<li>Cold call effectively</li>
<li>Get an appointment</li>
<li>Improve your communication and appearance</li>
<li>Build relationships and much more . . .</li>
</ul>
With Hank Trisler's down-to-earth and effective advice, you will acquire the success you've always dreamed of. No Bull Selling will teach you exactly what you need to know to become a super salesperson, no matter what you are selling. Learn the secret, and you too will be able to sell it like it is!
No Bull Selling is my all time favorite sales book. I've made more than a million dollars in commissions using the techniques I learned in this book and you can too. Hank Trisler is, and always will be, my hero. - Jeb Blount, CEO of SalesGravy.com and Author of Power Principles and Sales Guy's 7 Rules for Outselling The Recession
No Bull Selling is a true sales classic that still offers great advice for people who sell to consumers. It's filled with numerous strategies to turn prospects into buyers, build strong relationships and close more sales. - Jill Konrath Author of Selling to Big Companies
No Bull Selling is one of those must read sales books because it gives sales reps what they need most: the basic, common sense approach to sales. Any one of the gems contained in this book will make you a top producer. If you're looking for a book on sales that is filled with substance, not fluff, then pick up and read this book today. You'll be happy you did! - Mike Brooks, Author of The Real Secrets of the Top 20%: How To Double Your Income Selling Over The Phone
Hank Trisler is one of the true sales thought leaders. No Bull Selling passes the test of time with real-world, practical teachings that can take any sales person's game to the next level. Don't just read it...follow it! - Lee B. Salz, CEO of Business Expert Webinars and award-winning Author of Soar Despite Your Dodo Sales Manager
Hank Trisler gets it right, No Bull Selling is an invaluable tool for anyone that needs to drive top line sales revenue, I highly recommend it. - David Steel, Author of The Care and Feeding of Highly Aggressive Salespeople

No Bull Selling: 3rd Edition

Trisler, Hank

Real Estate

Take a good look at your sales career.  Are you successful? At the top of your game? Are you the $1,000,000 a year rep or the $30,000 a year rep?  For sales professionals and sales leaders it is becoming increasingly difficult to stay ahead of the pack. Aggressive competitors, savvy buyers, and corporate bureaucracy all conspire to hold even the best of the best back. In Funnels & Forecasts well known sales expert Bill Sayers helps you break through the barriers and achieve the sales success you deserve. His practical advice, tips and exercises wrapped into an easy to read book, that doubles as a handy reference guide, will give you the winning edge in the great game of sales.EndorsementsMake this book required reading - once a year, every year! - Clayton Shold, President of Salesopedia.comI don't care if you've been selling for thirty years, or whether this is your first day--there's something in this book for you. "The Technology Trap" all by itself is worth the price of admission. Get this book and devour it at once. You'll be glad you did. - Hank Trisler, Author of No Bull SellingAre you in the top 20% of your sales team, company or industry? Funnels & Forecasts is a practical, no-nonsense guide that will get you there. - Mike Brooks - Mr. Inside Sales, award winning author of The Real Secrets of the Top 20%Funnels & Forecasts is an absolute must have for your sales library. In this book Bill Sayers gives you all the ammunition you need to blow away your competitors. - Jeb Blount, CEO of SalesGravy.com, Author of Power Principles and Sales Guy's 7 Rules for Outselling the RecessionAuthor Bio: One of the world's foremost experts in sales and sales leadership, Bill Sayers has more than 25 years of experience in sales and sales leadership. He started his career as an inside sales rep and worked his way up the corporate ladder to the level of VP of Sales at an IBM company. During that time he worked for Revelstoke Lumber, King Products, Linotype, Ryder Transportation, GE Capital IT Solutions and IBM. He has been a professor at George Brown College teaching Personal Selling Skills to the Sports and Event Marketing Graduate Program. He is also on the faculty of Canadian Professional Sales Association and Canadian Management Centre. Bill is an Associate Member of TEC (The Executive Committee).

Funnels & Forecasts: The Great Game of Sales

Sayers, Bill

Are you looking for a way to be more successful selling your products and services over the phone? If you use the phone to cold call, set appointments, follow up with leads or close business, then this book is for you! Packed with over 200 word for word, proven and up to date scripts, the Ultimate Book of Phone scripts will instantly make you more effective as you learn to breeze past gatekeepers, easily connect with decision makers and qualify and close more business over the phone. In it you'll learn:
<ul>
<li>How to establish rapport in under five seconds</li>
<li>The real secrets of cold calling</li>
<li>How to quickly get past gatekeepers</li>
<li>How to get voicemail and email messages returned</li>
<li>Proven techniques and scripts to handle brush off objections like, "We're not interested," "Just send your information," and many more.</li>
<li>How to overcome 90% of the objections you get when closing like, "We just don't have the budget," and "We looked at it and it's not for us," and many more.</li>
<li>Plus bonus sections on how to overcome the top ten objections in Real Estate, Insurance Sales, Mortgage Sales, Ticket Sales and more!</li>
</ul>
If you're ready to double your income selling over the phone the Ultimate Book of Phone Scripts is for you. You'll find it's easy to get past rejection and close more sales once you start these proven scripts!
"This book will quickly double and triple your ability to get through to decision makers and make more sales-faster!" - Brian Tracy, Best-selling Author of Eat That Frog
"The Ultimate Book of Phone Scripts is an amazing resource. If you need to know what to say in any selling situation, all you have to do is turn to a page, copy down the word for word script, adapt it to your selling style, and in an instant you're a Top 20 producer! - Jeffrey J. Fox, NY Times Best-selling Author of How To Become a Rainmaker
"Mike Brooks has nailed it! Scripts don't tie your hands, they free you up to take control of the potentially-slippery phone sale. It doesn't matter if it's a product sale or getting a commitment for an appointment, preplanned questions help you take control and get your potential clients talking--telling you what they'll own. Read this book and you'll win more sales!" - Tom Hopkins, Author of How to Master the Art of Selling
"Mike Brooks nails it! The Ultimate Book of Phone Scripts is absolutely the best guide for selling over the phone that has ever been written. This book gives you everything you need to double your income today!" - Jeb Blount, Author of People Buy You

The Ultimate Book of Phone Scripts

Brooks, Executive and Clinical Director Mike

What's the number challenge for sales leaders and sales organizations?  Recruiting and hiring top talent.  While most sales organizations focus on creating a sales process to increase sales performance, they fail to develop an effective recruiting and interviewing process that attracts top talent. Then they wonder why their sales training and sales process didn't work!   Finally there is a definitive resource designed to help individual sales leaders and entire organizations attract, recruit and hire high-performing salespeople. In Sales Management Guru's Guide to Recruiting High-Performance Sales Teams you'll get detailed interview scorecards, interviewing questions, and sample job descriptions.  Plus a bonus section dedicated to the new hire on-boarding process.  You'll also learn . . .* How  to develop your ideal salesperson profile* How to create  a sales candidate funnel* Where to find top sales talent* Why many sales managers get fired in less than 18 months*  How an Interview Scorecard screens out the "empty suit's"* How to take emotion out of the interview process* Why and how to use  a sales case study to evaluate your candidates* How to use sales assessments and why they  are an important factor in selection* How to properly conduct a telephone interview  and use scoring list to assess talent* How to use social media to evaluate sales candidates* And much more . . .Praise for Your Sales Management Guru's Guide"If you're a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson's savvy advice to create a high-performance sales organization." - Jill Konrath, Author of SNAP Selling and Selling to Big Companies"Ken Thoreson has hit it out of the park with his Your Sales Management Guru's Guide series. If you are serious about taking your sales team to the next level read these books!" - Jeb Blount, Author of People Buy You and Power PrinciplesAbout The AuthorKen Thoreson is a sales management thought leader who has a passion for developing and implementing creative sales management strategies designed to build high-performance sales teams.  As president of Acumen Management Group he helps clients ranging from early stage to Fortune 500 develop winning sales management strategies.

Your Sales Management Guru's Guide to . . . Recruiting High-performance Sales Teams

Thoreson, Ken

In Your Sales Management Guru's Guide series, sales management expert Ken Thoreson teaches sales leaders the essentials for leading and developing high-performance sales teams. 
In this book you'll gain skills and techniques for leading and managing your sales team to the next level. There are 39 chapters literally jammed with hundreds of proven ideas that address every aspect of sales management. Plus a bonus section: The job of sales management, a prescriptive approach to building predictive revenue-a must read by every sales manager.
You'll Learn:
<ul>
<li>How to Build a High-performance Sales Culture</li>
<li>How to Make Monday Morning Sales Meetings Count</li>
<li>Why Leadership Matters</li>
<li>How to Create Your Own Sales Certification Plans</li>
<li>How to Develop Sales Compensation Plans that Work</li>
<li>How to Lead Sales Contests that Increase Sales and Build Teamwork</li>
<li>How to Measure and Manage Sales Activity</li>
<li>How to Uncover Leading Indicators that Predict Revenue</li>
<li>How to Build a Self-managed Sales Team</li>
<li>Time Management Techniques for Sales Managers</li>
<li>And much more . . .</li>
</ul>
 Praise for Your Sales Management Guru's Guide
"If you're a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson's savvy advice to create a high-performance sales organization." - Jill Konrath, Author of SNAP Selling and Selling to Big Companies
"Ken Thoreson has hit it out of the park with his Your Sales Management Guru's Guide series. If you are serious about taking your sales team to the next level read these books!" - Jeb Blount, Author of People Buy You and Power Principles
About The Author
Ken Thoreson is a sales management thought leader who has a passion for developing and implementing creative sales management strategies designed to build high-performance sales teams. As president of Acumen Management Group he helps clients ranging from early stage to Fortune 500 develop winning sales management strategies.

Your Sales Management Guru's Guide To. . . Leading High-Performance Sales Teams

See the best price to sell, buy or rent books by the Sales Gravy Press publisher. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Sales Gravy Press