Download “Selling Ain’t Hard…”
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Download “Selling Ain’t Hard…”
Posted on April 18, 2012 by Sales Influence
Mastering the Complex Sales & Value Leakage – Jeff Thull’s Rule
Posted on April 13, 2012 by Sales Influence
Mastering the Complex Sales & Value Leakage by Jeff Thull
Filed under: Book Reviews | Tagged: jeff thull, mastering complex sale, sales training, selling, value leakage | 1 Comment »
Competing on Value by Mack Hanan and Peter Karp
Posted on May 22, 2011 by Sales Influence
Competing on Value re-emphasizes that the approach to selling should be value-creation and not price justification. Although it was written in 1991, this book could’ve been easily written last month. The principle of selling on value and demonstrating ROI is more important today than ever.
Filed under: B2B Sales, Book Reviews | Tagged: atlanta, competing on value, georgia, mack hanan, peter karp, roi, tco, value creation, value selling, value strategy, victor antonio | Leave a Comment »
Ram Charan: What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales
Posted on March 25, 2011 by Sales Influence
Victor Antonio Recommends: What the Customer Wants You to Know: How Everybody Needs to Think Differently About Sales by Ram Charan
Filed under: Book Reviews | Tagged: Ram Charan, victor antonio, What the Customer Wants You to Know | Leave a Comment »
Book Recommendation: Customer Centered Selling: Sales Techniques for a New World Economy by Robert Jolles
Posted on March 25, 2011 by Sales Influence
Victor Recommends: Customer Centered Selling: Sales Techniques for a New World Economy by Robert Jolles
Filed under: Book Reviews | Tagged: Customer Centered Selling, New World Economy, Robert Jolles, Sales Techniques | Leave a Comment »
(Influence) Book Review : The Evolution of Consciousness
Posted on January 10, 2011 by Sales Influence
Book Review: The Evolution of Consciousness – If you want to understand how we’ve think and how our brain works…this book will provide great insight!
Filed under: Book Reviews | Tagged: atlanta, brain, evolution of consciousness, frontal cortex, georgia, neurons, robert ornstein, victor antonio | Leave a Comment »
Download my new book, “Sales Anonymous – A 12 Step Program to Better Selling”
Posted on October 28, 2010 by Sales Influence
Sales Anonymous Pre-Release
Filed under: Book Reviews | Tagged: sales book training victor antonio atlanta georgia sales anonymous 12 step program | Leave a Comment »
(Sales) Book Review: Power Base Selling by Jim Holden (1990)
Posted on August 6, 2010 by Sales Influence
Book review of Power Base Selling by Jim Holden
Filed under: Book Reviews | Tagged: atlanta, b2b, georgia, influence, jim holden, organizations, power base selling, sales book, sales influence, sales training, selling, victor antonio | 3 Comments »
(Sales) Book Review: Selling to the C-Suite by Stephen Bistritz and Nicholas Read
Posted on July 28, 2010 by Sales Influence
book review – Selling to the C-Suite by Stephen Bistritz and Nicholas Read
Filed under: Book Reviews | Tagged: c-level selling, cxo, neil rackham, nicholas read, sales research, selling to big companies, selling to senior executives, selling to the c-suite, selling to the cxo, selling to the top, stephen bistritz | 4 Comments »
Neil Rackham on Creating a Sales Training Program (1981)
Posted on July 5, 2010 by Sales Influence
Neil Rackham video on what it takes to develop a great training program.
Filed under: Book Reviews | Tagged: neil rackham, sales trainer, sales training, sales training program, skills development, spin selling, train the trainer, training program | 3 Comments »
(Sales) Book Review: The Art of Pricing by Rafi Mohammed
Posted on June 14, 2010 by Sales Influence
Rafi Mohammed who wrote a book titled, The Art of Pricing: How to Find the Hidden Profits to Grow Your Business.
Filed under: Book Reviews | Tagged: art of pricing, atlanta georgia, book review, price, pricing, pricing strategies, proposals, rafi mohammed, sales, sales book review, sales trainer, sales training, victor antonio | Leave a Comment »
(Sales) Book Review: Demonstrating to Win! by Robert Riefstahl
Posted on May 30, 2010 by Sales Influence
If you’re an engineer, technician or geek who has to do software presentations, you should read “Demonstrating to Win!” by Robert Riefstahl. Here’s my review of the book.
Filed under: Book Reviews, Presentation Skills | Tagged: application engineer, atlanta, atlanta georgia, business speaker, demonstrations, demos, engineer, geek, presentation, Presentation Skills, presenting to win, robert riefstahl, sales persuasion, sales trainer, sales training, software demonstration, software engineer, software presentation, software presenter, technician, victor antonio | Leave a Comment »
Tip: Malcolm Gladwell’s Book ‘Outlier’
Posted on May 16, 2010 by Sales Influence
If you really, I mean really want to know why some people succeed and others fail, then read Malcolm Gladwell’s book Outlier. In my opinion, his best piece (better than The Tipping Point and Blink).
Filed under: Book Reviews | Tagged: Blink, Malcolm Gladwell, Outlier, The Tipping Point | Leave a Comment »
(Sales) Book Review: How I Raised Myself From Failure to Success in Sales by Frank Bettger (1949)
Posted on May 6, 2010 by Sales Influence
Frank Bettger’s sales classic reviewed.
Filed under: Book Reviews | Tagged: atlanta georgia, frank bettger, how i raised myself from failure to success, sales, sales book, sales trainer, sales training, selling, victor antonio | 2 Comments »
(Sales) Book Review: Never Cold Call Again by Frank Rumbauskas Jr.
Posted on May 6, 2010 by Sales Influence
This book challenges the notion that cold calling is effective in today’s changing landscape. Is it?
Filed under: Book Reviews, Cold Calling | Tagged: atlanta georgia, business speaker, cold calling, frank rumbauskas, georgia, never cold call again, sales, sales influence, sales trainer, sales training, victor antonio | 2 Comments »
(Influence) Book Review: Neuromarketing by Patrick Renvoisé & Christophe Morin
Posted on May 6, 2010 by Sales Influence
This book outlines a new approach to help build and deliver messages that influence decision-makers.
Filed under: Book Reviews | Tagged: atlanta georgia, business speaker, christopher morin, influence, Motivation, neuromarketing, patrick renevoise, persuasion, sales influence, sales persuasion, victor antonio, why we buy | Leave a Comment »
(Influence) Book Review: Why We Make Mistakes by Joseph Hallinan (2009)
Posted on May 5, 2010 by Sales Influence
Book by Joseph Hallinan which is quite insightful on how we make decisions.
Filed under: Book Reviews, Influence & Persuasion | Tagged: atlanta georgia, book review, business speaker, influence, joseph hallinan, persuasion, sales influence, sales trainer, selling, victor antonio, why we make mistakes | 2 Comments »
