Heavy Hitter I.T. Sales Strategy is a comprehensive guide for penetrating new accounts, differentiating your solution during the sales cycle, and winning highly competitive accounts. It is based on extensive research and interviews with more than 1,000 key information technology decision makers, top technology salespeople, and vice presidents of sales. The book provides state of the art technology sales strategies and advanced tactics for senior salespeople who want to learn the secrets of top performers.
Technology Sales Organization Strategy: Key Trends and Performance Metrics
Advanced Sales Cycle Strategy: Control the Complex Technology Sale
Sales Call Strategy: Strategically Structure Meetings to Differentiate Yourself in Face-to-face Customer Meetings
New Account Penetration Strategy: Language-based Tactics to Secure Initial Customer Meetings
Personal Communication Strategy: How to Say the Right Words at the Right Time to Convince Customers to Buy
Easy-to-read Format: Extensive Examples, Illustrations, and Practical Case Studies
Readers will find advice on how to win over C-level I.T. executives and senior business leaders across the organization. Discover how I.T. organizational structure impacts company decision making. Determine how to gain strategic account control based upon the people, process, and politics of selling to complex businesses. Learn to conduct persuasive sales calls using sales linguistics, the study of how the customer's mind uses and interprets language.
Steve Martin is the founder of the Heavy Hitter sales training program. The Heavy Hitter Sales philosophy has helped over 100,000 salespeople become top revenue producers at companies including IBM, HP, EMC, Lenovo, Oracle, PayPal, NEC, and McAfee Software. He is the author of critically acclaimed "Heavy Hitter" series of books about enterprise sales strategies for senior salespeople.
The best salespeople are those "Heavy Hitters" who are able touse human nature, language, and intuition to build trustingrelationships with customers and persuade them to buy. Based on hisproven and effective sales program, author Steve Martin's HeavyHitter Selling explains how you too can achieve and maintainthat high level of sales success. Using real-world case studies,examples, and exercises, Martin provides the psychological,physical, and language-based tactics you need to turn yourself intoa Heavy Hitter.
Inside, you'll find proven guidance and expert tips on:Understanding how people think and communicateFinding the right words at the right timePredicting a customer's behavior and influencing histhoughtsBuilding customer rapport and understanding theirmotivationsPersuading both the customer's rational mind and his emotionalsubconscious side
"Like other sales books published recently, this one stressesthe importance of human behavior. But unlike the others, it puts anemphasis on language. Salespeople could well benefit by exploringscientific models of language. Practical exercises make the bookuseful for everyone."
—Harvard Business School Review
"This well-written, insightful book will give you ideas andstrategies you can use to influence and persuade customers in anymarket."
—Brian Tracy, author, Million Dollar Habits
"Traditional selling focuses on product, price, and competitionand misses the most important reason people buy-people and emotion.Heavy Hitter Selling offers a different perspective that isvaluable in understanding how to win."
—Jay Fulcher, President and COO, Agile Software
"Heavy Hitter Selling is different-[a book that] will help youmake lots of money."
—Gerald D. Cohen, CEO, Information Builders, Inc.
Donald Miller’s StoryBrand process is a proven solution to the struggle business leaders face when talking about their businesses. This revolutionary method for connecting with customers provides readers with the ultimate competitive advantage, revealing the secret for helping their customers understand the compelling benefits of using their products, ideas, or services. Building a StoryBrand does this by teaching readers the seven universal story points all humans respond to; the real reason customers make purchases; how to simplify a brand message so people understand it; and how to create the most effective messaging for websites, brochures, and social media. Whether you are the marketing director of a multibillion dollar company, the owner of a small business, a politician running for office, or the lead singer of a rock band, Building a StoryBrand will forever transform the way you talk about who you are, what you do, and the unique value you bring to your customers.
"Steve Martin takes a much-needed look at how successfulexecutives read verbal and nonverbal messages, which allows them toquickly understand the subtext of their customers' minds. The bestpart is that the author shares effective strategies that put morefun into selling and more money into salespeople's pockets."
—Gerhard Gschwandtner Founder and Publisher, SellingPower magazine
"Steve Martin's interesting examination of great leaders inhistory and the parallels he draws between waging a war and waginga sales campaign should be required reading for enterprisesalespeople."
—Jay Fulcher, Chief Executive Officer, Agile Software
"This powerful book provides real-world strategies you can useto increase sales immediately!"
—Brian Tracy, President, Brian Tracy International, author,Getting Rich Your Own Way
"Heavy Hitter Sales Wisdom goes beyond the traditionaldescription of sales cycles to the heart of selling. It's about theemotional connection with the customer, but also the attack anddestruction of the competition."
—Olivier Helleboid, Vice President, Software Operations,Hewlett-Packard
"Heavy Hitter Sales Wisdom provides field sales generals andsales soldiers with tons of strategy, persuasion techniques, andcommon-sense approaches to winning the hearts and minds ofprospects. This book will add new weapons to your arsenal."
—Tim Kelliher, Senior Vice President, Sales, DHL GlobalMail
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 fullWhy understanding the Law of Replacement is the key to avoiding sales slumpsHow to leverage the Law of Familiarity to reduce prospecting friction and avoid rejectionThe 5 C’s of Social Selling and how to use them to get prospects to call youHow to use the simple 5 Step Telephone Framework to get more appointments fastHow to double call backs with a powerful voice mail techniqueHow to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respondHow 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!
Front line sales managers are facing unprecedented change. Managers are dealing with increased demands to do more with less and are still expected to drive sales performance. With little support from the next-line of sales management and a lack of relevant courses and ongoing development you may feel stretched to the limit.
Your role is paramount to the success of your organization. Front line sales managers are the key to unlocking the potential of the sales force and driving sales performance.
1. The #1 performance factor for sales people is the quality of their manager. A high quality manger has far greater impact on performance than skills training or compensation.
2. The #1 manager activity associated with rep success is coaching. Coaching is the single most impactful activity that front lines sales managers perform. Studies show that effectual coaching can impact sales performance by as much as 20%!
3. The #1 reason why top performing sales reps leave an organization is their relationship with their manager. Great front line sales managers do a better job retaining top performing sales people than mediocre managers.
Most CEO’s recognise the upside of coaching and yet are still reluctant to embrace change. The fact is, most organizations don’t invest sufficient funds to support the growth and development of their front line sales managers. As a result, corporations are not reaping the true value from their investments in sales forces and the numbers continue to decline.
I have coached dozens of front line sales managers and have seen firsthand, the impact they can have on performance if given proper support and development.
Overworked and under-supported front line sales managers are desperately looking for resources to improve their performance. This book was written for sales managers who understand the need to develop themselves. They have figured out that they must take charge of their own success. For this book, I distilled over 20 years of my sales management, sales executive and sales executive coaching insights into one simple reference guide. I am always amazed at the positive reaction I continually receive when I share these tips with the sales leaders that I coach. Once you begin, you will immediately begin to benefit from my experience coaching mediocre managers into “star sales leaders.” You, yourself will become a sales leader to follow.
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.