Book Summaries

Powerful Proposals gives businesses proven strategies for creating customer-centered documents that outshine the competition every time.

Sales coaching works. Crushing Quota breaks the process down into manageable components.

Same Side Selling gives practical steps to overcome sales barriers and turn con¬frontation into cooperation.

Radical Integrity: 7 Breakthrough Strategies for Transforming Your Business, Sales, and Life breaks down into seven steps a system of how to become the successful sales leader that you were born to be.

The world’s fastest growing companies share seven ingredients in their recipes for hypergrowth. Ross and Lemkin break these down into steps that leaders can easily use as a guide for growing their businesses and increasing revenue.

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.

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.

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.

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.