Strategic Selling

Never Say Sell explains how to scale individual engagements into long-term business relationships. Cowritten by Tom McMakin, the coauthor of How Clients Buy and expert in account development, and colleague Jacob Parks, this book provides insights into how key rainmakers at firms like Accenture and IBM drive growth from existing relationships. Never Say Sell is a business development guide for professional service providers like consultants, accountants, and lawyers, whether they are sole proprietors or members of account teams tasked with expanding key accounts.

After a stint policing the rough streets of Kansas City, Missouri, Chris Voss joined the FBI, where his career as a hostage negotiator brought him face-to-face with a range of criminals, including bank robbers and terrorists. Reaching the pinnacle of his profession, he became the FBI's lead international kidnapping negotiator. Never Split the Difference takes you inside the world of high-stakes negotiations and into Voss' head.

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.

Make Authentic Connections, Stand Out, and Drive Real Results “Selling with Stories” reveals the secrets behind using storytelling to build trust, make genuine connections, and boost your business success. Whether you’re an entrepreneur, marketer, or salesperson, this book will show you how to leverage your unique life experiences to stand out and succeed. No fluff—just effective storytelling strategies to transform your sales game. The techniques in this book have helped professionals at top companies connect with their audience and win more business. What You’ll Learn In this ...

In today’s fast-paced and competitive business environment, simply meeting customer expectations is no longer sufficient. To truly stand out and drive Sustainable growth, your goal must be to turn satisfied customers into passionate Positive Activists for your brand. This transformation requires a strategic approach that goes beyond the traditional sales methods. Satisfaction Selling: How to Become a Trusted Advisor in High-Value Complex Sales and Build a Movement of Positive Activists is your comprehensive guide to achieving this transformation. This book introduces The Satisfaction ...

How to Outsmart Office Politics is your manual for turning office politics into a career advantage instead of a career hazard. Written in clear, direct language, this book strips away corporate clichés and gives you the real playbook for navigating workplace power dynamics. Through practical strategies, sharp observations, and real-world examples, How to Outsmart Office Politics teaches you to move with precision instead of reacting blindly. You’ll learn to stop seeing office politics as a dirty game and start seeing it as a survival skill—one you can master with discipline and integrity.

Your projects, programs, and career turn on the difference between "no" and "yes". Yet selling ideas, especially the kinds of ideas that make organizations work, is a skill shrouded in mystery. Part emotional intelligence, part politics, part rhetoric, and part psychology, selling ideas is not like tricking someone out of his money. It's about helping others to see things your way: engaging their minds and imaginations.

The way I sold high pricetag equipment “Winning a big project was always – and I say again, always – a thrill!” ‘Big Sales’ is a quick guide to what I think is needed to prepare a sales person to take on the ultra-competitive world of capital equipment sales. It is not a ‘quick fix’ or a ‘100% winning formula’ – they simply don’t exist, and if they did, someone would have turned them into a computer algorithm and sales people wouldn’t be needed anymore! The handbook is more about what you need to understand to be successful in sales, a guide to what you will ...

For years, The Relationship Edge has successfully shown people how to build personal relationships and repair damaged ones with a proven three-step process. This completely updated third edition offers a fresh perspective on that process and includes more contemporary case studies, as well as how to build and nurture relationships online.

An internationally bestselling novelist, Matthew Dicks has also spent ten years consulting with individual clients and organizations ranging from startups to Fortune 500 companies. In Stories Sell, Dicks shows people in business how to get their message across without relying on cookie-cutter presentations or stodgy case studies

Jugar para ganar describe el enfoque estratégico que A. G. Lafley, en estrecha colaboración con el asesor Roger L. Martin, empleó para duplicar las ventas de Procter & Gamble, cuadruplicar sus ganancias y aumentar su valor de mercado en más de cien mil millones de dólares entre 2000 y 2009. Los líderes de cualquier tipo de organización pueden encontrar aquí una guía eficaz sobre cómo orientar las acciones cotidianas hacia objetivos estratégicos, construidos alrededor de los elementos esenciales, que determinan el éxito de todo negocio: dónde jugar y cómo ganar.

When you think about the growth of your company, do you really want to risk going at it alone? You’re running out of time and the stakes have never been higher. To solve the challenges consumers and our communities face, we must accelerate and innovate together, bringing the best of our strengths to address the world’s biggest problems—and your business goals.

The Art of Unscripted Selling" brilliantly merges the spontaneity of improv theater with the strategic world of sales, offering an innovative guide for mastering sales dynamics. This transformative book is more than just a manual; it's a journey that encourages sales professionals to embrace creativity, adaptability, and authenticity. Beginning with a captivating introduction that illustrates the power of improv in revolutionizing sales, the book delves into practical applications and strategies. Each chapter explores a different aspect of this fusion, from developing an improv mindset and ...

"Profitable Printing" is a strategic guide designed to help individuals explore diverse avenues for generating income through their 3D printing skills. This comprehensive 12-part book delves into essential topics such as identifying lucrative products and services, leveraging online marketplaces effectively, and building a strong brand identity in the realm of additive manufacturing. From creating custom accessories for electronics to designing architectural models and decorative items, readers will discover profitable opportunities to monetize their 3D printing expertise. With insights on ...

If you’re tired of the nine-to-five workday rat race, want to ensure a comfortable retirement, or are just convinced that life has more to offer, grab hold of this cutting-edge method for real estate investment. This exciting investment strategy is both satisfying and lucrative. In fact, real estate is the single best way to reach financial freedom and leave a legacy for your family.

As globalization creates increasing challenges to established marketing practices, marketing efforts need to reposition and adapt continuously to maintain an organization's ability to reach potential customers. This Very Short Introduction provides a general overview of the function and importance of marketing to modern organizations. Kenneth Le Meunier-FitzHugh discusses how marketing remains central to creating competitive advantage, and why it needs to be forward looking and constantly reinventing itself in line with new developments in the marketplace.

The ultimate guide to buying and selling. Learn how to buy and sell from someone who knows how to watch, wait, and profit from market signals. Benefit from someone with more than 20 years' experience. Steve has done the research so you don't have to. This book is a game changer, whether you are just starting out, or you need a refresher. These proven tactics will help you develop a system that is hard to beat. Just add your determination and a will to succeed, and you'll be well on your way to trading like a pro.

Strategic Advertising Management provides the firm foundation you need to understand the effective strategic planning of advertising and other marketing communications. Renowned experts in the field, the authors draw on their extensive experience to present the essential principles of communication that demonstrate how advertising works.

Strategic Marketing Mastery is the ultimate guide for entrepreneurs, coaches, consultants, and creators who are ready to stop chasing tactics—and start building a business that thrives. This isn’t just theory. It’s a complete, actionable system to attract ideal clients, sell with confidence, and scale with clarity. Inside, Kohelet reveals the exact steps to craft an irresistible core offer, launch with impact, automate with authenticity, and grow a brand that stands out—without burning out.

Every salesperson has heard it—the dreaded words: “I’m just looking.” But what if you could turn those hesitant browsers into eager buyers? In I’m Just Looking... The Secret to Selling the Difficult Customer, master automotive trainer Amid Jones unveils SPARC—The Strategic Automotive Sales System, a game-changing approach designed to help sales professionals connect, engage, and close more deals without pressure or gimmicks.