Sales Eats First examines how B2B sales organizations in today's most admired corporations develop and deploy major intellectual capital. They courageously inject their intellectual capital into the value propositions that benefit both customers and their own companies. Capon and Tubridy show that today's most successful companies are customer-motivated organizations where sales has the recognized responsibility for identifying customer needs and crafting and delivering solutions to meet those needs as an equal partner with marketing, product development, and other functions. They show an irrepressible flair for differentiating products in categories where competitors have resigned themselves to believing that differentiation is impossible. Their customer-motivated sales machines deliver the numbers, keep competitors at bay, and unlike products and programs, are very difficult to replicate. This book should also be invaluable for other functional managers, especially those that interface with sales. Companywide managers, including CEOs, should also benefit as they learn how to leverage sales excellence to achieve superior business performance.

The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.

Become a better salesperson by learning to debunk the sales myths and focus your strategy on a proven approach that will drive the results you want. Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to show up in your inbox? Are you having trouble believing what the new self-proclaimed “experts” post on LinkedIn and beginning to question their proclamation that everything in sales has changed? The one constant in the world of sales is the noise from self-titled experts and thought leaders informing you of the latest tools, tricks, and strategies that you should utilize. However, ironically, the more modern solutions you adopt, the harder it is to get results. Bestselling author and sales expert Mike Weinberg offers a wake-up call to salespeople and sales leaders on how to bypass the noise so you can start winning more, new sales. In Sales Truth, Weinberg shares some of the truths you’ll learn including: Many self-proclaimed sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results. The number of “likes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to?a seller or sales team. What has worked exceedingly well in sales and sales management for the past couple of decades is still the (not so) secret to sales success today. Look no further than Weinberg’s powerful principles and proven strategies to help you become a professional sales master and create more new sales opportunities.

Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!

Author of cult classics The Pumpkin Plan and The Toilet Paper Entrepreneur offers a simple, counterintuitive cash management solution that will help small businesses break out of the doom spiral and achieve instant profitability. Conventional accounting uses the logical (albeit, flawed) formula: Sales - Expenses = Profit. The problem is, businesses are run by humans, and humans aren't always logical. Serial entrepreneur Mike Michalowicz has developed a behavioral approach to accounting to flip the formula: Sales - Profit = Expenses. Just as the most effective weight loss strategy is to limit portions by using smaller plates, Michalowicz shows that by taking profit first and apportioning only what remains for expenses, entrepreneurs will transform their businesses from cash-eating monsters to profitable cash cows. Using Michalowicz's Profit First system, readers will learn that: · Following 4 simple principles can simplify accounting and make it easier to manage a profitable business by looking at bank account balances. · A small, profitable business can be worth much more than a large business surviving on its top line. · Businesses that attain early and sustained profitability have a better shot at achieving long-term growth. With dozens of case studies, practical, step-by-step advice, and his signature sense of humor, Michalowicz has the game-changing roadmap for any entrepreneur to make money they always dreamed of.

Journalist Ryan Nerz spent a year penetrating the highest echelons of international competitive eating and Eat This Book is the fascinating and gut-bustingly hilarious account of his journey. Nerz gives us all the facts about the history of the IFOCE (Independent Federation of Competitive Eating)--from the story of a clever Nathan's promotion that began in 1916 on the corner of Surf and Stillwell in Coney Island to the intricacies of individual international competitions, the controversial Belt of Fat Theory and the corporate wars to control this exploding sport. He keeps the reader turning the pages as we are swept up in the lives of Sonya "The Black Widow" Thomas, "Cookie" Jarvis, "Hungry" Charles Hardy, and many other top gurgitators whose egos and secret agendas, hopes and dreams are revealed in dramatic detail. As Nerz goes on his own quest to become a top gurgitator, we become obsessed with him as he lies awake at night in physical pain from downing dozens of burgers and learning to chug gallons of water to expand his increasingly abused stomach. Sparing no one's appetite, Nerz reveals the training, game-day strategies and after-effects of competition in this delectably shocking banquet of gluttony and glory on the competitive eating circuit.

The runaway bestseller with more than five million copies in print! You too can change your life with the priceless wisdom of ten ancient scrolls handed down for thousands of years. “Every sales manager should read The Greatest Salesman in the World. It is a book to keep at the bedside, or on the living room table—a book to dip into as needed, to browse in now and then, to enjoy in small stimulating portions. It is a book for the hours and for the years, a book to turn to over and over again, as to a friend, a book of moral, spiritual and ethical guidance, an unfailing source of comfort and inspiration.”—Lester J. Bradshaw, Jr., Former Dean, Dale Carnegie Institute of Effective Speaking & Human Relations “I have read almost every book that has ever been written on salesmanship, but I think Og Mandino has captured all of them in The Greatest Salesman in the World. No one who follows these principles will ever fail as a salesman, and no one will ever be truly great without them; but, the author has done more than present the principles—he has woven them into the fabric of one of the most fascinating stories I have ever read.”—Paul J. Meyer, President of Success Motivation Institute, Inc. “I was overwhelmed by The Greatest Salesman in the World. It is, without doubt, the greatest and the most touching story I have ever read. It is so good that there are two musts that I would attach to it: First, you must not lay it down until you have finished it; and secondly, every individual who sells anything, and that includes us all, must read it.”—Robert B. Hensley, President, Life Insurance Co. of Kentucky

Presents advice on using Internet searching to perform successful telephone sales.

A weary-looking man stands at an intersection, backpack at his feet. Curled up nearby is a mixed-breed dog, unfazed by the passing traffic. The man holds a sign that reads, ¿Two old dogs need help. God bless.¿ What¿s happening here? Leslie Irvine breaks new ground in the study of homelessness by investigating the frequently noticed, yet underexplored, role that animals play in the lives of homeless people. Irvine conducted interviews on streetcorners, in shelters, even at highway underpasses, to provide insights into the benefits and liabilities that animals have for the homeless. She also weighs the perspectives of social service workers, veterinarians, and local communities. Her work provides a new way of looking at both the meaning of animal companionship and the concept of home itself.