For those who want to learn more about the research that’s gone into our programs or who want to further develop their skills, we’ve assembled this page of resources. Of course, if you’re looking for help with a specific issue or don’t see what you’re looking for here, we encourage you to call us.
Podcasts to Grow Sales Skills
Guest Podcast: How to Build a “Bankable” Sales Forecast
Terry recently joined Todd Eberhardt of Dynasty Leadership Consulting on the Dynasty Leadership Podcast. In How to Build a “Bankable” Sales Forecast, Terry describes a ‘bankable forecast,’ discusses what companies lack when hiring new sales reps and why so many companies struggle to win complex sales.
Terry explains how the structure and daily operations of your organization can make or break your sales closings. He shares what percentage of your entire workforce will be elite, good or a three-year project to a bad hire. You’ll also learn how to get the business nine times out of 10, no matter what the price is.
White Papers to Grow Sales Skills
Title: Sales Longevity: The Science of Predicting Sales Turnover
Author: David J. Kurlan
Title: The Modern Science of Salesperson Selection
Author: David J. Kurlan
Title: Style Insights – DISC: Instrument Validation Manual
Author: Target Training International
Recommended Reading for Top Sales People
This list will provide you with several recommended books about marketing, negotiation, personal improvement, management and leadership, customer service and selling skills. We hope you enjoy them!
The Cinnamon Story
by Terry Slattery
Description: Terry walks readers through the steps of identifying their differentiating value and winning complex sales.
Earning What You’re Worth
by George Dudley & Shannon Goodson
Description: Cold calling and dealing with call reluctance.
How To Sell More In Less Time With No Rejection
by Art Sobczak
Description: Common sense telephone techniques.
Mastering the Complex Sale
by Jeff Thull
Description: How to compete and win when the stakes are high.
Management and Leadership
Managing by Values
by Ken Blanchard
Description: Focusing on values for organizational culture.
Don’t Fire Them, Fire Them Up
by Frank Pacetta
Description: How to motivate yourself and your team from author’s real life experiences at IBM.
22 Biggest Mistakes Managers Make
by James Van Fleet
Description: And how to correct them.
Getting To Yes
by Roger Fisher, Robert Urey
Description: Negotiating agreements without giving in.
by Peter Stark
Description: Handbook of win/win tactics.
Fundamentals of Negotiating
by Gerald Nierenberg
Description: Title says it all.
The Nordstrom Way
by Robert Spector
Description: Now Nordy’s excels at customer service.
Customers For Life
by Carl Swell
Sustaining Knock Your Socks Off Service
by Thos. Connellan, Ron Emke
Seven Habits of Highly Effective People
by Stephen Covey
Description: Approaches for solving personal and professional problems.
Think and Grow Rich
by Napoleon Hill
Description: A Classic in positive mental attitude and its relationship to success.
What To Say When You Talk To Yourself
by Shad Helmstetter
Description: Using affirmations to achieve greater success.
Don’t Worry, Make Money
by Richard Carlson, Phd
Description: Simple ways to keep little things from taking over your life.
Selling The Invisible
by Harry Beckwith
Description: Good book on how to market and sell services.
The 22 Immutable Laws of Marketing
by Al Ries, Jack Trout
Description: Strategies for marketing products and services. Good book.
by Seth Godin
Description: New age marketing; how to shape your message to market successfully in today’s economy. Good book.