Performance Selling

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.

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—...

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.

What is the recipe for becoming a high performing b2b salesperson? Conversational Selling provides a detailed look into the preparation and execution of seven key sales conversations that drive success. The sales capabilities required in today’s business environment are outlined in an easy to apply format. By providing a framework and set of strategies this book will help any b2b salesperson, regardless of experience, to increase their productivity.

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....

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.

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.

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.

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.

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.

Data Driven is a uniquely practical guide to increasing sales success using the power of data analytics. Written by one of the world's leading authorities on the topic, this book shows you how to transform the corporate sales function by leveraging big data into better decision making, more informed strategy, and increased effectiveness throughout the organization. This book tells the story of a newly hired sales chief under intense pressure to deliver higher performance from her team and how data analytics becomes the ultimate driver behind the sales function turnaround.

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.

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...

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.

In Revenue Revolution: Designing and Building a High-Performing Sales System, the cofounder and CEO of Triple Session, Matt Doyon, delivers an insightful and practical discussion of how to maximize sales success by encouraging collaboration between sales leadership and front-line sales personnel. In the book, you'll learn how to utilize a design-build model to create a fully integrated sales organization made up of six interlocking systems.

En EL ARTE DE VENDER DE TU ARTE podrás aprender paso a paso lo que tienes que hacer para vender tus obras y vivir como un artista exitoso. Un libro fácil y valioso, para todos los artistas que quieran modernizar y actualizar sus estrategias de venta y alcanzar la prosperidad económica.

It sounds so simple: Tell stories from your life, and people will remember your message. But when you get down to crafting one, there's nothing easy about it. Material for stories surrounds us. Yet few people are skilled at sharing personal anecdotes and even fewer know how to link them to professional goals. Whether you want to stand out in the interview process, add punch to a presentation, or make a compelling case for a new initiative, Let the Story Do the Work shows you how to mine your experience for simple narratives that convey who you are.

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.

TV WRITING TOOL KIT 2nd Edition—is an update of my latest story tools, breakdowns, and handouts. The book covers story structure for a TV pilot and spec script, logline formulas for Logline For Your Life and your story, and character. With character, the book goes into the wound and the flaw. I cover everything that I teach in Writers on the Verge at NBC. There are breakdowns for several shows, including—THE GOOD WIFE, MODERN FAMILY, THE NIGHT MANAGER, HOMELAND, FLEABAG, and DEAD TO ME. The book also explores staffing and development.

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.