Book Summaries

Mark Hunter’s own start in sales was inauspicious, to say the least. He was fired from his first two stints before he began to learn the lessons that he covers in A Mind for Sales.

In Fix This Next, Mike Michalowicz describes how every business has a hierarchy of needs, and if you can understand where you are in that hierarchy, you can identify what needs immediate attention.

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.

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.