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Once a year, I write a newsletter highlighting noteworthy sales or sales management books. Lately, I've read a number of e-books written by experienced sales practitioners. Contrasted with traditional books, e-books are typically shorter in length, cover one topic in depth, and feature interesting and credible research. This format offers helpful information to time- challenged professionals.
Guide to Top Sales Tools
By Nancy Nardin
The number of sales apps available in the marketplace (key account management, coaching, sales force automation, video sharing, list/lead management, mobile sales forces and sales contest leader boards, etc.) overwhelm many of us. All claim to boost sales force productivity in one way or another. But which app should you choose? Let a leading and award-winning expert on the subject of sales productivity tools, Nancy Nardin, recommend and help you find the right apps for your organization.
The Art of Cold Calling and the Science of Contact Ratios
By Ken Krogue and Kraig Kleeman
Are there are better days of the week and times of the day to prospect for new business? (Yes, there are). Do certain words and phrases illicit a better response from prospects? Will making certain statements cause the prospect to lose interest? (Yes and yes.) If you manage a rep making a lot of outbound cold calls by phone, this e-book provides helpful suggestions and useful information for increasing their effectiveness - whether they're attempting to set an appointment or close a sale.
Cracking the LinkedIn Sales Code
By Jill Konrath & Ardath Albee
LinkedIn has 225 million users. The authors spoke to over 3,000 of them, focusing on top sellers who use LinkedIn to generate sales opportunities. Tune in to the mindset of these superstars. Find out which capabilities they use most. Learn about the 8 Action Steps they routinely take to maximize the amazing reach of this professional social network site. Share the findings with your reps to enable them to become top producers too.
Sales Onboarding
By Trish Bertuzzi
When onboarding new sales hires, go beyond the traditional orientation program. Dig deeper. Provide the additional information they'll need as they cold call, talk to prospects, and close sales. Have the CEO meet with new hires to discuss his/her company vision and passion for the business. Help new reps create customized business plans (what industries and sizes of companies to call on) to increase their chances of success. Provide non-traditional sales training (Trish offers great suggestions). Think out of the box. This e-book is loaded with innovative, forward-thinking ideas to make new hire orientation a value packed experience.
Sales / Sales Management Books
Looking for an interesting book on sales or sales management? Check out the latest publications courtesy of Nancy Bleeke of Sales Pro Insider, Inc. Each year Nancy and her staff compile a list of sales books that offer you sales and marketing tips, tools, and techniques.
As a sales manager myself, I have run many staff meetings and coached many sales people and sales managers. Whenever I have made a point and then attached some unbiased research to it, I have seen the look on reps and managers faces change. Their interest level picks up. Sales reps pay attention when their manager's anecdotal information and personal experience gets backed up with reliable data and statistics.
Armed with facts, reps and managers alike feel more confident about experimenting with new sales and sales management ideas and methodologies. Some
experimenting leads to permanent behavioral changes. Provide your sales team with interesting, well presented facts and watch lasting change take place.
Enjoy the summer!
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