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What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance.

Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

The instant New York Times Bestseller
#1 Wall Street Journal Business Bestseller
Instant Washington Post Bestseller

"Brims with a surprising amount of insight and practical advice." --The Wall Street Journal

Daniel H. Pink, the #1 bestselling author of Drive and To Sell Is Human, unlocks the scientific secrets to good timing to help you flourish at work, at school, and at home. 

Everyone knows that timing is everything. But we don't know much about timing itself. Our lives are a never-ending stream of "when" decisions: when to start a business, schedule a class, get serious about a person. Yet we make those decisions based on intuition and guesswork.

Timing, it's often assumed, is an art. In When: The Scientific Secrets of Perfect Timing, Pink shows that timing is really a science.

Drawing on a rich trove of research from psychology, biology, and economics, Pink reveals how best to live, work, and succeed. How can we use the hidden patterns of the day to build the ideal schedule? Why do certain breaks dramatically improve student test scores? How can we turn a stumbling beginning into a fresh start? Why should we avoid going to the hospital in the afternoon? Why is singing in time with other people as good for you as exercise? And what is the ideal time to quit a job, switch careers, or get married?

In When, Pink distills cutting-edge research and data on timing and synthesizes them into a fascinating, readable narrative packed with irresistible stories and practical takeaways that give readers compelling insights into how we can live richer, more engaged lives.
Ditch the failed sales tactics, fill your pipeline, and crush your number

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!

The New York Times bestselling Freakonomics changed the way we see the world, exposing the hidden side of just about everything. Then came SuperFreakonomics, a documentary film, an award-winning podcast, and more.

Now, with Think Like a Freak, Steven D. Levitt and Stephen J. Dubner have written their most revolutionary book yet. With their trademark blend of captivating storytelling and unconventional analysis, they take us inside their thought process and teach us all to think a bit more productively, more creatively, more rationally—to think, that is, like a Freak.

Levitt and Dubner offer a blueprint for an entirely new way to solve problems, whether your interest lies in minor lifehacks or major global reforms. As always, no topic is off-limits. They range from business to philanthropy to sports to politics, all with the goal of retraining your brain. Along the way, you’ll learn the secrets of a Japanese hot-dog-eating champion, the reason an Australian doctor swallowed a batch of dangerous bacteria, and why Nigerian e-mail scammers make a point of saying they’re from Nigeria.

Some of the steps toward thinking like a Freak:

First, put away your moral compass—because it’s hard to see a problem clearly if you’ve already decided what to do about it. Learn to say “I don’t know”—for until you can admit what you don’t yet know, it’s virtually impossible to learn what you need to. Think like a child—because you’ll come up with better ideas and ask better questions. Take a master class in incentives—because for better or worse, incentives rule our world. Learn to persuade people who don’t want to be persuaded—because being right is rarely enough to carry the day. Learn to appreciate the upside of quitting—because you can’t solve tomorrow’s problem if you aren’t willing to abandon today’s dud.

Levitt and Dubner plainly see the world like no one else. Now you can too. Never before have such iconoclastic thinkers been so revealing—and so much fun to read.

Use data, technology, and inbound selling to build a remarkable team and accelerate sales

The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand.

As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements:

Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople

Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless.

The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable.

A formula does exist.

Why are some people able to make positive change while others remain the same? 

In his international bestseller, The Happiness Advantage, Harvard trained researcher Shawn Achor described why happiness is the precursor to greater success. This book is about what comes before both. Because before we can be happy or successful, we need to first develop the ability to see that positive change is possible. Only once we learn to see the world through a more positive lens can we summon all our motivation, emotion, and intelligence to achieve our personal and professional goals.

In Before Happiness, Achor reveals five actionable, proven strategies for changing our lens to positive:
 
- The Most Valuable Reality: See a broader range of ideas and solutions by changing the details on which your brain chooses to focus 
- Success Mapping: Set goals oriented around the things in life that matter to you most, whether career advancement or family or making a difference in the world
- The X-spot: Use success accelerants to propel you more quickly towards those goals, whether finishing a marathon, reaching a sales target, learning a language, or losing 10 pounds
- Noise-Canceling: Boost the signal pointing you to opportunities and possibilities that others miss
- Positive Inception: Transfer these skills to your team, your employees, and everyone around you 
 
By mastering these strategies, you’ll create an renewable source of positivity, motivation, and engagement that will allow you to reach your fullest potential in everything you do.
A revelatory examination of the alchemy of successful selling and its essential role in just about every aspect of human experience.

When Philip Delves Broughton went to Harvard Business School, an experience he wrote about in his New York Times bestseller Ahead of the Curve, he was baffled to find that sales was not on the curriculum.  Why not, he wondered?  Sales plays a part in everything we do—not just in clinching a deal but in convincing people of an argument, getting a job, attracting a mate, or getting a child to eat his broccoli.  Well, he thought; he’d just have to assemble his own master class in the art of selling.  And so he did, setting out on a remarkable pilgrimage to find the world’s great wizards of sales. 

Great selling is an art that demands creativity, mindfulness, selflessness, and resilience; but anyone who says you can become a great salesperson in 15 minutes is either a charlatan or a fool.  The more Delves Broughton traveled and listened, the more he found a wealth of applicable insight.  In Morocco, he found the master rug merchant who thrives in Kasbah by using age-old principles to read his customers.  In Tampa, he met with Tony Sullivan, king of the infomercial, and learned the importance of creating a good narrative to selling effectively.  In a sold-out seminar with sales guru Jeffrey Gitomer, he uncovered the ways successful selling approaches religion, inspiring faith and even a sense of duty in customers.  From celebrity art dealer Larry Gagosian to the most successful saleswoman in Japan, Broughton tracked down anyone who would help him understand what it took to achieve greatness in sales. 

Though sales is the engine of commerce and industry—more Americans work in sales than in manufacturing, marketing, or finance—it remains shrouded in myth. The Art of the Sale is a powerful beam of light onto the field, a wise and winning tour of the best in show of this endeavor which is nothing less than the means by which all of us, one way or another, get our way in the world.

The bestselling authors of the classic Difficult Conversations teach us how to turn evaluations, advice, criticisms, and coaching into productive listening and learning

We swim in an ocean of feedback. Bosses, colleagues, customers—but also family, friends, and in-laws—they all have “suggestions” for our performance, parenting, or appearance. We know that feedback is essential for healthy relationships and professional development—but we dread it and often dismiss it.

That’s because receiving feedback sits at the junction of two conflicting human desires. We do want to learn and grow. And we also want to be accepted just as we are right now. Thanks for the Feedback is the first book to address this tension head on. It explains why getting feedback is so crucial yet so challenging, and offers a powerful framework to help us take on life’s blizzard of off-hand comments, annual evaluations, and unsolicited advice with curiosity and grace.

The business world spends billions of dollars and millions of hours each year teaching people how to give feedback more effectively. Stone and Heen argue that we’ve got it backwards and show us why the smart money is on educating receivers— in the workplace and in personal relationships as well.

Coauthors of the international bestseller Difficult Conversations, Stone and Heen have spent the last ten years working with businesses, nonprofits, governments, and families to determine what helps us learn and what gets in our way. With humor and clarity, they blend the latest insights from neuroscience and psychology with practical, hard-headed advice. The book is destined to become a classic in the world of leadership, organizational behavior, and education.
The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience.
 
Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom.
 
Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? 
 
The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time.
 
Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including...
 
·Self-discipline: How to keep your commitments to yourself and others.
·Accountability: How to own the outcomes you sell.
·Competitiveness: How to embrace competition rather than let it intimidate you.
·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions.
·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide.
·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs.

Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work.
Sales genius is a team sport.
 
As a B2B sales leader, you know that by Murphy’s Law, despite your team's best efforts, some deals will inevitably get stuck or key relationships will go sour. And too often, it's the most important ones—the last thing you need when millions of dollars are on the line. 
 
"Dealstorming" is Tim Sanders’s term for a structured, scalable, repeatable process that can break through any sales deadlock.  He calls it “a Swiss Army knife for today’s toughest sales challenges.” It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment.
 
Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process,  the more unlikely (but effective!) solutions the team can come up with.  
 
Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast.  You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from non-sales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done.
 
The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as a sales executive and consultant, personally leading dozens of sales collaboration projects. It also features the results of interviews with nearly two hundred B2B sales leaders at companies such as LinkedIn, Altera and Novell. 
 
The strategies laid out in Dealstorming have led to a stunning 70% average closing ratio for teams across all major industries, leading to game-changing deals and long-term B2B relationships. Now you can learn how to make dealstorming work for you.
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place?

Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results.

Not only do sales winners sell differently, they sell radically differently, than the second-place finishers.

In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization.

In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners:

Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people.

Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options.

Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team.

They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

“The ‘inside-the-box approach’ can reveal key opportunities for innovation that are hiding in plain sight” (Daniel H. Pink, author of Drive).

The traditional attitude toward creativity in the American business world is to “think outside the box”—to brainstorm without restraint in hopes of coming up with a breakthrough idea, often in moments of crisis. Sometimes it works, but it’s a problem-specific solution that does nothing to engender creative thinking more generally. Inside the Box demonstrates Systematic Inventive Thinking (SIT), which systemizes creativity as part of the corporate culture. This counterintuitive and powerfully effective approach to creativity requires thinking inside the box, working in one’s familiar world to create new ideas independent of specific problems. SIT’s techniques and principles have instilled creative thinking into such companies as Procter & Gamble, Johnson & Johnson, and other industry leaders. Inside the Box shows how corporations have successfully used SIT in business settings as diverse as medicine, technology, new product development, and food packaging.

Dozens of books discuss how to make creative thinking part of a corporate culture, but none takes the innovative and unconventional approach of Inside the Box. With “inside the box” thinking, companies of any size can become sufficiently creative to solve problems even before they develop and to innovate on an ongoing basis. It’s a system that works!

“Boyd and Goldenberg explain the basic building blocks for creativity and by doing so help all of us better express our potential” (Dan Ariely, author of Predictably Irrational).
In celebration of the 10th anniversary of the landmark book Freakonomics comes this curated collection from the most readable economics blog in the universe. It’s the perfect solution for the millions of readers who love all things Freakonomics. Surprising and erudite, eloquent and witty, When to Rob a Bank demonstrates the brilliance that has made the Freakonomics guys an international sensation, with more than 7 million books sold in 40 languages, and 150 million downloads of their Freakonomics Radio podcast.

When Freakonomics was first published, the authors started a blog—and they’ve kept it up. The writing is more casual, more personal, even more outlandish than in their books. In When to Rob a Bank, they ask a host of typically off-center questions: Why don’t flight attendants get tipped? If you were a terrorist, how would you attack? And why does KFC always run out of fried chicken?

Over the past decade, Steven D. Levitt and Stephen J. Dubner have published more than 8,000 blog posts on the Freakonomics website. Many of them, they freely admit, were rubbish. But now they’ve gone through and picked the best of the best. You’ll discover what people lie about, and why; the best way to cut gun deaths; why it might be time for a sex tax; and, yes, when to rob a bank. (Short answer: never; the ROI is terrible.) You’ll also learn a great deal about Levitt and Dubner’s own quirks and passions, from gambling and golf to backgammon and the abolition of the penny. 

The number one skill for any entrepreneur or business owner is the ability to sell. Why? Because sales = income. Yet, many fail financially not because they do not have great ideas or even good work ethic, but typically because they don’t know how to, refuse to, are afraid to, or don’t think it is important to know how to sell.

SalesDogs was written as the very first of the Rich Dad Poor Dad “how-to” Advisory series to teach in a very fun and impactful way how to overcome the fears, the myths and the obstacles to selling your products, services or yourself. It then teaches a simple, time-proven process of selling that will generate great income in most any business. The reader will learn the five most important selling skills to master, how to overcome any objection, manage a territory and much more.

The book quickly de-bunks the idea that you have to be an overly aggressive “attack dog” to be successful. It uses the metaphor of “man’s best friend” to say that a great sales person is like a loyal, persistent and lovable canine. It stipulates that there are five different “breeds” or personalities of SalesDogs that can each make a lot of money by playing to its strength. You will learn how to identify, maximize and train to that strength and also how to teach others on your team to do the same.

While the book is fun and engaging, it also dives deep into the personal development issues that block a person’s ability to generate income and how to overcome them. The book is perfect for first time salespeople, individuals who are uncomfortable with the notion of “selling”, those who need to train others to sell and those who want to simply get better quicker.
In the vein of Neil Strauss’ The Game and Joshua Foer’s Moonwalking with Einstein comes the fascinating story of one man’s colorful, mysterious, and personal journey into the world of magic, and his unlikely invitation into an underground secret society of revolutionary magicians from around the world.

Magic Is Dead is Ian Frisch’s head-first dive into a hidden world full of extraordinary characters and highly guarded secrets. It is a story of imagination, deception, and art that spotlights today’s most brilliant young magicians—a mysterious club known as the52, who are revolutionizing an ancient artform under the mantra Magic Is Dead.

Ian brings us with him as he not only gets to know this fascinating world, but also becomes an integral part of it. We meet the52’s founding members—Laura London, Daniel Madison, and Chris Ramsay—and explore their personal demons, professional aspirations, and what drew them to their craft. We join them at private gatherings of the most extraordinary magicians working today, follow them to magic conventions in Las Vegas and England, and discover some of the best tricks of the trade. We also encounter David Blaine; hang out with Penn Jillette; meet Dynamo, the U.K.’s most famous magician; and go behind the scenes of a Netflix magic show. Magic Is Dead is also a chronicle of magic’s rich history and how it has changed in the internet age, as the young guns embrace social media and move away from the old-school take on the craft.

As he tells the story of the52, and his role as its most unlikely member, Ian reveals his own connection with trickery and deceit and how he first learned the elements that make magic work from his poker-playing mother. He recalls their adventures in card rooms and casinos after his father’s sudden death, and shares a touching moment that he had, as a working journalist, with his childhood idol Shaquille O’Neal.

“Magic—the romanticism of the inexplicable, the awe and admiration of the unexpected—is an underlying force in how we view the world and its myriad possibilities,” Ian writes. As his journey continues, Ian not only becomes a performer and creator of magic—even fooling the late Anthony Bourdain during a chance encounter—he also cements a new brotherhood, and begins to understand his relationship with his father, fifteen years after his death. Written with psychological acuity and a keen eye for detail, Magic Is Dead is an engrossing tale full of wonder and surprise.

Being a professional sales person is a noble profession. Professional sales people help individuals and organizations make some of the most important decisions. Success in sales takes talent, skills, discipline, practice and, most importantly, honesty with a genuine concern for the client.
Experienced sales professional and entrepreneur Nathan Jamail has developed a playbook of techniques and best practices, which have allowed thousands of sales professionals to find success in their selling. From prospecting for new clients to establishing likability, trust and influence with clients, The Sales Professional's Playbook focuses on how to help sales professionals take their sales from poor or mediocre to surpassing limitless expectations. Nothing in this book is theory - it is based on personal experiences learned throughout Nathan Jamail's extensive sales career.
The Sales Professional's Playbook is a book written for sales professionals - designed to be straightforward, easy to read, and simple to understand. The ability to execute the skills and programs outlined takes a sales professional who is willing to prepare and practice, which allows persuasion to be a thing of the past.
Mastering these professional selling skills will:
* Improve confidence
* Improve skills and abilities
* Improve professionalism
* Increase sales and profits
Being a professional sales person is hard work but, more importantly, very rewarding. Don't wait for something to happen or someone to do something. Take control of your success and make the call!
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