Summary: Sales Growth By McKinsey & Company Inc.
Strategy 1 Find Growth Before Your Competitors Do Look Ten Quarters Ahead Sales leaders continuously monitor economics, consumer behavior, and other forces to identify two …
Sales
Summary: Coaching Salespeople into Sales Champions By Keith Rosen
DEFINING THE ROLE OF A SALES COACH The following is an overview of a coach’s role and core responsibilities. Focuses on strengths, not weaknesses. …
Summary: Creating Sales Stars By Stephan Schiffman
Breaking Through Their Mindset 1.Salespeople today do not see their managers as the same authority figure that past generations did. 2.Many young salespeople today believe …
Summary: How Not to Sell By Mike Wicks
So, Who Cares if They Need or Want It? A warm body is a warm body; sell to them as if your life depends on …
Summary: Sell Different! By Lee B. Salz
Differentiating the Buying Experience and Creating “Wow!” Not enough executives and salespeople think about the buying experience as an opportunity to Sell Different! Yet, that …
Summary: Ace It! By Bernie Weiss
Are You All In? There are not many jobs that reward productivity as much as a sales job. What’s not to like? Most people will …
Summary: Sell with a Story By Paul Smith
Elements of a Great Story A WORTHY LESSON The first element to consider in choosing a story is the lesson the story teaches. In fact, …
Summary: Sales Development By Ryan Reisert
Getting the Job Present: Show that you can excel on the job today, that you will be fun to work with, that you are passionate …
Summary: Never Be Closing By Tim Hurson
Think About It—Think Better to Sell Better Perhaps the overriding parallel between thinking and selling is that many people think success in both these activities …
Summary: Go-Givers Sell More By Bob Burg
Create Value Your job is not to make a sale but to create something else: value. In fact, as a salesperson you can define your …