Soundview Executive Book Summaries® publishes summaries of the best business books of the year on sales issues including sales management, sales techniques, selling strategies, consultative selling, negotiation, sales presentations and more. Become a rainmaking seller with the sales techniques in these summaries.

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  • Image of Smart Sales Manager

    Smart Sales Manager

    by Josiane Chriqui Feigon
    Item #: 38CS03B
    The exploding demand for inside sales leaders means that top reps are being promoted even if they are unprepared for management. Despite their expertise with traditional techniques, many don’t "get" the new world of Sales 2.0.
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  • Image of Slow Down, Sell Faster!

    Slow Down, Sell Faster!

    by Kevin Davis
    Item #: 38CS03A
    Slow Down, Sell Faster! shows you how to stop jumping the gun and work with your customers to identify and quantify their real needs, so by the time you begin your pitch in earnest, you're already halfway home.
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  • Image of Poweful Proposals

    Poweful Proposals

    by David G. Pugh, Terry R. Bacon
    Item #: 38CS01C
    "Powerful Proposals" gives businesses proven strategies for creating customer-centered documents that outshine the competition every time.
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  • Image of Persuasive Business Proposals

    Persuasive Business Proposals

    by Tom Sant
    Item #: 37CS12C
    With clear instructions as well as before-and-after samples, "Persuasive Business Proposals" takes readers step-by-step through a highly effective process for writing customized packages that capture new business.
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  • Image of Emotional Intelligence for Sales Success

    Emotional Intelligence for Sales Success

    by Colleen Stanley
    Item #: 37CS10C
    In "Emotional Intelligence for Sales Success," sales trainer and expert Colleen Stanley shows how closely EI is tied to sales performance and how salespeople can sharpen their skills to maximize results.
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  • Image of The Machine

    The Machine

    by Justin Roff-Marsh
    Item #: 3802
    Sales management radical Justin Roff-Marsh presents a nontraditional sales approach that incorporates the division of labor, in which sales responsibility shifts from autonomous agents to a centrally coordinated team to build more efficient sales functions.
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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 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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