Book Summaries

Browse the full archive of Soundview Executive Book Summaries®.
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  • Image of The Innovative Sale

    The Innovative Sale

    by Mark Donnolo
    Item #: 3620
    Sales and creativity expert Mark Donnolo details six Innovative Sale principles –– pattern, variety, unity, contrast, movement and harmony –– that can be used to create better value propositions and assess your team’s Creative Quotient for Sales. This guide will help you incorporate creativity into your sales practices and better understand your customers.
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  • Image of Sell Yourself First

    Sell Yourself First

    by Thomas A. Freese
    Item #: 33XTFS
    According to Thomas A. Freese, whose Question-Based Selling system has been adopted and implemented by thousands of salespeople in companies all over the world, YOU are the biggest differentiator between you and your competitors. In Sell Yourself First, he shows how to leverage personal assets to win the confidence of customers by displaying a host of intangible attributes, such as credibility, competence, confidence, integrity, creativity, attitude, and thought leadership.
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  • Image of B2B Street Fighting

    B2B Street Fighting

    by Brian Dietmeyer
    Item #: 33TTFS
    Based on six years of research and 15 years of practical application and consulting on over 20,000 B2B negotiations in nearly 50 countries, B2B Street Fighting will redefine how you think about negotiation. B2B Street Fighting by Brian J. Dietmeyer shows you how to change the negotiation conversation from the price of your products and services to the value of your solutions, and build value for you and your customers in every deal.
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  • Image of The Challenger Sale

    The Challenger Sale

    by Brent Adamson, Matthew Dixon
    Item #: 34KTFS
    Based on a 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, but only one-the Challenger- delivers consistently.
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  • Image of Rainmaking Conversations

    Rainmaking Conversations

    by John E. Doerr, Mike Schultz
    Item #: 3324
    Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account. Rainmaking Conversations offers a research-based, field-tested, practical selling approach that will help you master the art of the sales conversation.
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  • Image of SNAP Selling

    SNAP Selling

    by Jill Konrath
    Item #: 3227
    In SNAP Selling, Jill Konrath alerts us to the fact that we are on the edge of a new age in selling — it’s no longer a numbers game. Today, you actually will be more successful if you make fewer calls, meetings and presentations. Konrath offers four SNAP rules to win more sales, and she teaches us that sales is an outcome not a goal.
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  • Image of A Seat at the Table

    A Seat at the Table

    by Marc Miller
    Item #: 3203
    Bestselling author Marc Miller delivers a new, critical tool for connecting with decision makers to make more and bigger sales. He offers a new sales approach designed to help salespeople earn A Seat at the Table – the place reserved for those select people who set the direction and the budget of an enterprise.
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  • Image of Making the Number

    Making the Number

    by Aaron Bartels, Greg Alexander, Mike Drapeau
    Item #: 3105
    Comparing a sales force to those of relevant peers leads to many opportunities to improve performance. Making the Number will show you and your sales team how to crush the competition. The authors take readers through their five-step methodology, showing how to select metrics; gather, compute, and compare external and internal data; and then actually use the data. Whether you’re a sales rep, a manager, or a CEO, this book will show you a better way to make your number.
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  • Image of What the Customer Wants You to Know

    What the Customer Wants You to Know

    by Ram Charan
    Item #: 31TTFS
    More than ever these days, the sales process tends to be a war about price. But there's a better way to think about sales, says best-selling author Ram Charan. Charan defines this new approach to selling as value creation selling (VCS), which he says is radical but nonetheless practical. VCS differentiates you from the competition, paving the way to better pricing, better margins and higher revenue growth built on win-win relationships that deepen over time.
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