The JOLT Effect: How High Performers Overcome Customer Indecision
JOLT was written by Matt Dixon and Ted McKenna, best-selling co-authors of The Challenger Sale. In JOLT, reveals the results of a recent exhaustive study of thousands of sales people across industries and geographies, showing that the traditional relationship building approach no longer drives results.
Dixon and his co-author McKenna report that the authoritative sales person, the Challenger, continues to drive outsized results today. Sales people must take and maintain control of the buyer's journey, providing guidance and support through the process. (Sound familiar, coaching clients?)
With the right tools, most sales people can successfully reframe their customers' expectations and deliver a distinctive buying experience that drives higher close rates, higher customer satisfaction and loyalty.
Purchase the book here on Amazon.
Dixon and his co-author McKenna report that the authoritative sales person, the Challenger, continues to drive outsized results today. Sales people must take and maintain control of the buyer's journey, providing guidance and support through the process. (Sound familiar, coaching clients?)
With the right tools, most sales people can successfully reframe their customers' expectations and deliver a distinctive buying experience that drives higher close rates, higher customer satisfaction and loyalty.
Purchase the book here on Amazon.
The Activator Advantage: What Today's Rainmakers Do Differently
The Activator Advantage, by co-authors Matt Dixon and Ted McKenna, is the latest in a series of ground-braking studies on sales excellence and what differentiates high performers from everyone else.
While this book mostly focuses on the professional services industry, the learnings can be useful for any enterprise rep selling complex solutions.
Purchase the book here on Amazon.
While this book mostly focuses on the professional services industry, the learnings can be useful for any enterprise rep selling complex solutions.
Purchase the book here on Amazon.
To Sell is Human: The Surprising Truth about Moving Others
To Sell is Human, written by Daniel Pink in 2012, provides a fresh look at the art and science of selling.
Pink explores why extroverts may not make the "best" sales people, helps the reader to better understand others' perspectives, provides guidance on how to sharpen your messaging and…importantly highlights the parallel between selling and improv.
Purchase the book here on Amazon.
Pink explores why extroverts may not make the "best" sales people, helps the reader to better understand others' perspectives, provides guidance on how to sharpen your messaging and…importantly highlights the parallel between selling and improv.
Purchase the book here on Amazon.
Will It Make the Boat Go Faster? (Second Edition)": Olympic-Winning Strategies for Everyday Success
The book tells the inspiring story of how Ben Hunt-Davis - an ordinary guy on an ordinary team - achieved something pretty extraordinary: Olympic gold. Coauthor Harriet Beveridge, executive coach, then gives a simple, engaging account of how we can apply these strategies to raise our own game...in sport, in business, and in life.
For sales, the question is easy — are we doing the things each day that help us drive toward creating, managing and closing opportunities. Do we have the "right" mindset that allows us to effectively interact with team members, prospects, customers and others in the environment.
Purchase the book here on Amazon.
For sales, the question is easy — are we doing the things each day that help us drive toward creating, managing and closing opportunities. Do we have the "right" mindset that allows us to effectively interact with team members, prospects, customers and others in the environment.
Purchase the book here on Amazon.
The Four Agreements: A Practical Guide to Personal Freedom
In The Four Agreements, bestselling author Don Miguel Ruiz reveals the source of self-limiting beliefs that rob us of joy and create needless suffering. Based on ancient Toltec wisdom, The Four Agreements offer a powerful code of conduct that can rapidly transform our lives to a new experience of freedom, true happiness, and love.
And…for salespeople…adopting the four agreements will lead to increased personal joy and professional success.
Purchase the book here on Amazon.
And…for salespeople…adopting the four agreements will lead to increased personal joy and professional success.
Purchase the book here on Amazon.
