Two senior sales trainers licensed in the world-famous Sandler Selling System offer a proven, battle-tested process for an integrated twenty-first-century prospecting system that leverages today's social technologies. Traditional cold calling is becoming less and less effective every day, because the way people prefer to communicate is rapidly changing. If you've ever found yourself frustrated with the diminishing returns you have experienced from traditional prospecting methods ... if you've ever tried and failed to use social media and email to develop a consistent stream of quality leads ... if you've ever had the sense that there should be a better calendar structure to your overall prospecting strategy, so that there's a clear, unfolding pattern of contact that turns leads into active business opportunities ... you may want to keep reading. This book outlines the most effective ways to prospect using email and social selling interactions as the initial point of contact with the prospect. The process it offers is not meant to replace cold calls. It's meant only to give you the tools you need to evaluate which method makes the most sense, given your unique situation. DIGITAL PROSPECTING is required reading for front-line salespeople eager to bring their business development plan up to date ... and for the executives who train, supervise, coach, and mentor them.

Digital Prospecting: Finding Nurturing and Closing Sales with Social Technologies

Mike Jones

Ken Guest

Business & Money

Sandler Systems, Inc.

The ART AND SKILL OF SALES PSYCHOLOGY lays out, in accessible terms that any sales professional can understand, how to identify and learn from the psychological motivators that cause buyers and sellers to do what they do. The book offers clarity and control over the sales process to salespeople, and powerful insights on coaching to managers. This book is a primer for exploring why people do what they do in sales situations. If you are in sales and you have ever struggled to understand the mindset of your prospect; if you have ever wondered why honest, moral, ethical people choose to lie to a salesperson; if you have ever wished for more control over sales interactions that seem to ride a fine line between trust and confusion; if you have ever struggled to understand and deal effectively with your own mindset and your own frustrations when selling-this book is for you. It provides critical insights on human behavior that will help you to understand and control your sales calls. If you are a sales manager or a coach, this book will challenge you. It will ask you to consider the possibility that the best way to help a struggling salesperson may be to help them to create a better understanding of the fears, anxieties, and confusion that often arise about the sales process-both the seller's and the buyer's. Understanding this is more essential than drilling your team in the right tactics. Of course, the tactics are important. They're the answer to the question, "What do I do?" But understanding the "why" behind the tactics might just be the best place to start.

The Art and Skill of Sales Psychology: Why Buyers and Sellers Do What They Do

Brad McDonald

The "Blind-Spots Syndrome" undermines or destroys too many businesses. Mattson offers six powerful leadership strategies that help you identify and correct the most dangerous leadership oversights ... and take your company into the top tier. The "Blind-Spots Syndrome" undermines or destroys too many businesses. Mattson offers six powerful leadership strategies that help you identify and correct the most dangerous leadership oversights ... and take your company into the top tier.

The Road to Excellence: 6 Leadership Strategies to Build a Bulletproof Business

David Mattson

Corporate trainer David A. Hiatt captures the essence of the powerful communication tactics he trains business leaders to deploy in sales and negotiation settings ... and shows how to use these same techniques to improve relationships, deepen conversations, move past drama and games, and achieve more positive outcomes at home and in the workplace. Mastering communication skills is a lifelong process, and at any point in time there is room for improvement for even the most accomplished communicators. In FROM THE BOARD ROOM TO THE LIVING ROOM, corporate trainer David A. Hiatt shares a lifetime of experience in helping people communicate better and create win/win situations. Hiatt captures the essence of the powerful communication tactics he trains business leaders to deploy in sales and negotiation settings ... and shows how to use these same techniques to improve relationships, deepen conversations, move past drama and games, and achieve more positive outcomes at home and in the workplace. Hiatt draws on over two decades of experience as a trainer of the world-famous Sandler sales methodology; he holds a master's degree in communications.

From the Board Room to the Living Room: Communicate with Skill for Positive Outcomes

David A. Hiatt

A concise and structured approach to third-party sales management that blends many of the tools and the rigor of Sandler Training with specific guidance for channel managers. Create a World-Class ¬Third-Party Selling Program! Channel sales is selling that takes place by means of any third party. Sales completed through value-added resellers, partners, systems integrators, independent representatives or agents, licensed distributors, and franchisees are all examples of channel sales. Many companies operate under a channel-sales model without ever having heard of the term! Regardless of what it's called, this model presents both special challenges and special opportunities. Whether you are an early-stage venture or a small vendor of products, intellectual property, or services looking to build your footprint quickly and reliably; whether you already have a channel process in place and you want to improve or revitalise it,or you are aiming to create your ¬ first channel program from scratch; whether you are working with a group of independent agents or you are looking to build a franchise operation from the ground up-this book has been written with you in mind.

MAKING CHANNEL SALES WORK: Ten Tools to Create a World-Class Third-Party Selling Program

David Davies

This book is for women struggling to succeed in a professional sales role. Based on decades of personal experience as a successful saleswoman and personal coach, author Lorraine Ferguson shares insights and practical how to's for overcoming some of the most common concerns and self-doubts and erasing the negative connotations of selling ... so you can stop apologizing for doing your job and reach your full potential as a professional saleswoman. Many women have been socialized to believe that being "good" involves being told by others what to do and what not do, going along with these requests, and apologizing and conceding when there is a conflict or disagreement. These learned scripts don't go away when we find ourselves in front of a buyer; in fact, they feed right into the buyer's system. How? We follow the buyer out of habit and we lose control of the sales process ... because being led by the buyer feels like being "good." We give in to their demands even if they are not in our best interests. When this learned script combines with the typical salesperson's low concept of themselves, it can add up to being steamrolled by the buyer on a sales call. The Unapologetic Saleswoman shows you how to rewrite these internal scripts.

The Unapologetic Saleswoman: Breaking the Barriers, Beating the Odds

Lorraine Ferguson

Regardless of the industry or the company in question, talent is the ultimate resource ... yet it remains the resource today's organizations are likeliest to mismanage. In The Right Hire, Lisette Howlett not only shares a proven system for attracting the very best people to your organization, but also offers important insights on holding on to those people once they're on the team. The seven-step process she shares here has been tested in multiple industries over a period of decades. It works. The only question is: Will you take advantage of it before your competition does? The best estimates from human resource professionals put the cost of the typical bad hire at somewhere between 1 and 2.5 times the person's annual salary ... and for some positions (such as sales) the true cost of making the wrong hire can be considerably higher, often as high as ten times the annual salary. Given the exceptionally high stakes when it comes to making the most important hires, organizations need a clear, proven process to follow in this area. All too often, there is no such process. Lisette Howlett's book is for all the company leaders who have ever made a bad hire, regretted it, and then wished they could be more certain they wouldn't make the same expensive mistake all over again. Her book not only provides a proven system for attracting the very best people to your organization, but also offers important insights on holding on to those people once they're on the team. The seven-step process she shares in The Right Hire: Attract and Retain the Best People, the latest release in the Sandler Management Series, has been tested in multiple industries over a period of decades. It works. The only question is: Will you take advantage of it before your competition does? "A definitive piece of work that will support successful leaders and HR professionals for years to come. Highly recommended." -- James Chessum, Director, Red 5 Recruitment Solutions, UK

The Right Hire: Attract and Retain the Best People

Lisette Howlett

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