In Selling Above and Below the Line, master sales trainer Skip Miller shows how to simultaneously sell to both the frontline manager as well as the executive who is more concerned with profit/loss indicators such as ROI, time saved, risk lowered, and productivity improved - a strategy used by Google, Apple, Cisco WebEx, and other powerhouses.

This audiobook contains the playbooks that took me from sleeping on my gym floor to owning a portfolio of companies that generate $200,000,000 per year in under a decade. Wanna know the biggest difference between those two time periods? How many leads I was getting.

People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.

Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is a must-listen for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, one-million-dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.

The methods contained within this book are so simple, so instantaneous, and so effective, it’s as if they work by magic. If you implement even one tactic in this book, you’ll see the change in your prospects' demeanor. And you’ll know the $100M Offers method worked when you start hearing, “What do I need to do to move forward?” before you even ask for the sale.

In Selling in a Crisis, the world's most sought-after sales trainer Jeb Blount delivers an essential blueprint for staying motivated, keeping your pipeline full, increasing sales, retaining your customers, and advancing your career in times of uncertainty and change. In his classic, no-nonsense style, Jeb gives you fifty-five easy to consume tips, techniques, and tactics that are time-tested and proven to help you stay on top when everything and everyone else is down.

As a salesperson your product knowledge is extensive, but that's not enough. If you fail to ask the right questions - the ones that uncover a customer's real needs - you will never close the deal. Questions that Sell reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price - and increase your success rate as a result.

In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

In Measure What Matters, Doerr shares a broad range of first-person, behind-the-scenes case studies, with narrators including Bono and Bill Gates, to demonstrate the focus, agility, and explosive growth that the Objectives and Key Results system has spurred at so many great organizations. This book will help a new generation of leaders capture the same magic.

Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth...with zero cold calls. This is NOT another book about how to cold call or close deals. This is an entirely new kind of sales bible for CEOs, entrepreneurs and sales VPs to help you build a sales machine.

This book is about not just growth, but high-growth, explosive-growth, the kind of growth that weather satellites can see from space. The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.

Productivity power couple Demir and Carey Bentley have shown more than 50,000 busy people how to take charge of the chaos with a groundbreaking methodology for becoming radically productive. In Winning the Week, they reveal the core of this method, a seven-step process that radically reimagines how you plan and execute your week. With surprising and counterintuitive insights, the Bentleys show you how to escape burnout and soar to the highest levels of productivity. This new method is indispensable to winning on your own terms.

When Frank Bettger was 29, he was a failed insurance salesman. By the time he was 40, he owned a country estate and could have retired. What are the selling secrets that turned Bettger's life around from defeat to unparalleled success and fame as one of the highest-paid salesmen in America? The answer is inside How I Raised Myself from Failure to Success in Selling. Bettger reveals his personal experiences and explains the foolproof principles that he developed and perfected.

Snowflake CEO Frank Slootman is one of the tech world's most accomplished executives in enterprise growth, having led Snowflake to the largest software IPO ever after leading Data Domain and ServiceNow to exponential growth and the public market before that. In Amp It Up, he shares his leadership approach for the first time.

We all need more energy, the vitality that helps us stay motivated, focused and productive in life. We know we receive energy from good nutrition, along with working out, adequate sleep and maintaining positivity. But there is another major source for the energy we need: having the right kinds of relationships with others. Not the ones that drain us, but the ones that refuel us.

Drawing on cutting-edge neuroscience, behavioral economic, and social psychology research, acclaimed author, former Harvard professor, and think tank founder Todd Rose reveals how so much of our thinking about each other is informed by false assumptions that drive bad decisions that make us dangerously mistrustful as a society and hopelessly unhappy as individuals.

Founder of Slutty Vegan, Pinky Cole has spent her life dreaming of financial security. After a fire destroyed the New York City restaurant she put everything into building, she was back to square one, working hard for someone else's dream. Her life has been a series of lessons that have given her the tools to build a business that drew the attention of some of the world's top investors. In I Hope You Fail, Pinky tells her own story to empower you in yours.

Are you having trouble believing what the new self-proclaimed “experts” post on LinkedIn and beginning to question their proclamation that everything in sales has changed? The one constant in the world of sales is the noise from self-titled experts and thought leaders informing you of the latest tools, tricks, and strategies that you should utilize. However, ironically, the more modern solutions you adopt, the harder it is to get results. Mike Weinberg offers a wake-up call to salespeople and sales leaders on how to bypass the noise so you can start winning more new sales.

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. He discovered that sales can be incredibly rewarding, such as when your customers call you for advice, thanking you for improving their business, and letting you know they just referred you to colleagues. The difference is simply developing mindset and momentum habits.

The Eight Paradoxes of Great Leadership unpacks the fresh strategies and new mindset required today from a next-generation leader. Author Dr. Tim Elmore helps leaders of all kinds navigate increasingly complex, rapidly changing environments, as well as manage teams who bring a range of new demands and expectations to the workplace that haven’t been seen even one generation prior.

Based on thousands of interviews from John Lee Dumas’ highly acclaimed podcast, Entrepreneurs on Fire, this revolutionary step-by-step roadmap provides a proven path for entrepreneurs like you to achieve the financial freedom and lifestyle fulfillment you are capable of. Let The Common Path to Uncommon Success show you how.

Every day, you have an opportunity to use your voice to have a positive impact - at work or in your community. You can inspire and persuade your audience - or you can distract and put them to sleep. Nervous, rambling robotic - these presentation styles can ruin a talk on even the most critical topics. And with each weak performance, career prospects dim. To get ahead and make an impact, you need to deliver well-crafted messages with confidence and authenticity. You must sound as capable as you are.

Learn how to cultivate the most incredible customer experiences on earth through this essential guide by Colin Cowie, distinguished purveyor of unforgettable “wow” events for the world’s most demanding clients.

Action explores the ways that a modern-day writer can successfully tell an action story that not only stands apart, but wins the war on clichés. Teaming up with the former co-host of The Story Toolkit, Bassim El-Wakil, legendary story lecturer Robert McKee guides writers to award-winning originality by deconstructing the action genre, illuminating the challenges, and, more importantly, demonstrating how to master the demands of plot with surprising beats of innovation and ingenuity.

In September 2015, Shane Watson, one of cricket's greatest allrounders, was contemplating retirement. At 34, he was still in great physical shape, but his form had deteriorated following a tragedy the year before. Mentally, he was in the darkest hole of his life. A chance meeting with IndyCar champion Will Power changed everything, prompting Shane to work with world-renowned mental performance coach Dr Jacques Dallaire. It was a decision that would reshape his life. Watson discovered the keys to a consistent mental process that gave him access to his skillset once more.

Now, based on years of academic research, The Formula finally unveils the ground-breaking discoveries of their pioneering study, not only highlighting the scientific and mathematic principles that underpin success, but also revolutionizing our understanding of: Why performance is necessary but not adequate. Why "experts" are often wrong How to assemble a creative team primed for success. How to most effectively engage our networks.

As a woman in Silicon Valley who worked her way to the top of the corporate ladder—she's a former VP at Facebook and the current president and CEO of Ancestry—Deborah Liu knows firsthand the challenges and obstacles in the workplace that keep the deck stacked against women in the workplace...and the ways to overcome them. For every woman who grew up competing on the uneven playing field, who is told she is too aggressive, assertive, dramatic, or emotional, this book is the battle cry you need to learn to thrive within the system that exists today.

We all want to experience great joy, peace, and love in our lives. We all want to find our true purpose and live an abundant life. But to do that, we have to first ask ourselves a few questions and get to know someone who we might be unconsciously allowing to drive our lives: our younger selves.

Make a lasting impact by launching new initiatives, inspiring others, and championing innovative approaches with this from-the-trenches guide by trusted executive mentor, entrepreneur, and leadership expert Joel Peterson.