Performance Selling

You can’t sell without listening to your customers—and yourself. In Listen to Sell, sales coaches Mike Esterday and Derek Roberts draw on their decades of industry experience to reveal the conversations, mindset, and skillset needed to amplify your sales confidence and bring purpose back to your customer relationships. With self-analysis exercises and customized strategies, you’ll learn how your mindset—which encompasses your attitude, what you believe about yourself, and the confidence you have to succeed—is the foundation of top sales performance.

There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management.

Push Back Selling: Stand Up for Yourself, Protect Your Value, and Win More Sales Most salespeople work hard, stay busy, and still feel like they are chasing maybe. They follow up on prospects who never move forward, give away too much information, and lose control of the sales process. They feel pressure from every direction and often blame themselves when sales don’t happen. It does not have to be that way. In Push Back Selling, Mario Jannatpour shares a practical and honest approach to sales that puts you back in charge of your conversations, your time, and your value. Drawing on more ...

Whether you are an accomplished sales executive leading a large organization or a sales manager leading a team, your ability to remove obstacles and speed the sales process will determine your success. High-Performance Selling is geared for the sales leader who has to persuade others to work as a sales force of one.

Go from Reasons to Results! What's preventing you from creating what you want? You are motivated and work hard, but it isn't enough. You feel you have run "smack dab into reality" and are stuck. Narrated by Krystal Zellmer, Brian Klemmer goes beyond platitudes and cliches to offer proven advice that will forever change your personal bottom-line. You will learn three concrete tools that will eliminate feeling overwhelmed by any workload that has increased beyond what you think you can do.

Winning in sales is just like winning in football, you don’t score by playing it safe. You move with purpose, execute with precision, and close with confidence. Red Zone Selling is your ultimate playbook for taking control of deals, eliminating stalls, and finishing strong. Whether you’re facing last-minute objections, slow-moving opportunities, or competitive threats, this framework gives you the structured approach to push every deal over the goal line. With battle-tested strategies inspired by elite athletes and top sales professionals, you’ll master: ● The Closer’s Mindset—...

Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry.

New York Times bestselling coauthor of The Power of Full Engagement, examines the way we tell stories about ourselves to ourselves and, most importantly, the way we can change those stories to transform our business and personal lives. "Your story is your life," says Loehr. As human beings, we...

The Mindset of a Sales Warrior is your ticket to silence your inner critic and unleash the power within you now. Dive into 42 simple, easy-to-apply strategies, with FPG CEO Jason Forrest, and FPG President, Mary Marshall Forrest. You’ll join with some of the top entrepreneurs in the world to free your mind, so you can earn what you re truly worth. Each strategy comes with a powerful real-world application to bring each one to life with your real-life prospects in your industry today. It’s time to unleash the most authentic version of yourself.

There are nearly 50,000 screenplays registered with the Writer’s Guild every year. And 99 percent of them suck. But they don’t have to. That’s why I decided to write this book. So before you head out to another hundred-dollar screenwriting conference to learn how to write a screenplay or buy another paint-by-the-numbers 3-act script formula give my book a try. I can’t guarantee you’ll sell your script.

Written for real estate agents, teams, brokerages, and franchise owners, The High-Performing Real Estate Team is an indispensable resource that will guide you toward growth while providing you with the resources to reach your goals faster.

We need trusting, customer-supplier relationships now more than ever. Technology allows us to understand customers far better at a data level and gives us myriad new ways to communicate. But this explosion of data and technology also creates noise; noise we have to cut through to find trust. Trust. It sits at the heart of all strong relationships. It is no less so in customer relationships. And without trust, the sales process becomes transactional. The dynamics of a technology-based, fast-paced, commercially oriented world cause many salespeople to fall into the transactional-selling trap....

In What's Your Story? Using Stories to Ignite Performance and Be More Successful, author, entrepreneur, professor and master story teller Craig Wortmann demonstrates the powerful impact stories have on the three most common performance challenges: leadership, strategic selling, and motivation. While the technique of telling stories is the oldest form of communication, it's also the one form that rises above the din of our information-saturated environment.

Close more deals by understanding what your customer really wants. Too often, we hear the message that selling is shallow. In reality, it's the opposite. The most effective salespeople are the ones who dive deeper—who prioritize relationships and stay focused on the big picture of what they're playing for. Iceberg Selling is a technique based on the understanding that, for every person, company, and situation, you can only see 10% of what's really going on. Using single-serving lessons and real-life anecdotes, you’ll learn a series of mindsets and best practices.

In this engaging and easy-to-follow audiobook, veteran real estate coach and consultant Brian Icenhower shares what he has discovered about the crucial relationship between human behavior and every facet of the real estate business. From basic beginnings to a deep-dive into the DISC behavior model, this exhaustive book provides invaluable insights into the nature of behavior and how to apply it to everything you do in real estate.

Authored by a former story analyst-turned-development executive, this newly revised, expanded, and updated edition of The 1-3-5 Story Structure Made Simple System guides screenwriters, producers, and other entertainment industry professionals through the industry's best practices. This includes writing, developing, pitching, and selling a screenplay from the buyer's point of view.

Above Quota Performance is filled with actionable, step-by-step guidance that will help rookie and seasoned sales pro alike find greater heights of success in their sales careers.

THIS ISN’T A BOOK ON SALES. IT’S A BOOK FOR SALESPEOPLE. It’s a book for achievement-driven sales professionals seeking to thrive in their careers while maintaining fulfillment and purpose in their lives. In fact, this is THE book for those who want to feel their hearts on fire—and sell that way, too. Whether it’s your best year or your worst, we all face the same challenge—there’s always going to be a next year. Sales is hard.

Next Level Sales Coaching offers insights to sales executives, customer-service managers, business owners, and other professional managers on strategies to overcome common challenges in building a "best in class" sales team. Sales performance can impact a company's revenue, profits, market share, and employee retention. The question is, how do you positively impact those goals? The answer is simple: Sales improve when your team is better trained, coached, and supported.

Want to sell a screenplay, but figure there’s no chance it’ll ever happen? I mean, you don’t know a soul in Hollywood, right? You don’t have James Cameron on your speed dial. Christopher Nolan isn’t in your yoga class. Quentin Tarantino doesn’t shop at the same Whole Foods that you do. I mean, who’s going to take a chance on you? There’s no way you could ever sell a screenplay. Right? Well…