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Created by trainerguy (contact me)
I'm a pioneer in the world of Sales Force Development. I wrote Baseline Selling - How to Become a Sales Superstar by Using What You Already Know abou... (more...)
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Best Sales, Sales Training and Sales Management Resources
This Lens focuses on the best in sales and sales management books, sales blogs, sales assessments, sales movies, sales analyses, sales compensation, sales training, sales coaching, sales strategy, sales tactics, selling systems, processes and all tools sales and sales management. Scroll down You'll also see important resources to grow people, profits and revenues.
IF YOU READ ONLY ONE BOOK ON SALES AND SELLING READ...
BASELINE SELLING - HOW TO BECOME A SALES SUPERSTAR BY USING WHAT YOU ALREADY KNOW ABOUT THE GAME OF BASEBALL
Baseline Selling, a best-seller on sales, is everything you'd want from a book. More importantly, it wil show you exactly how to find more quality opportunities and get them closed more quickly and more easily. This book got great reviews, is fun and easy to read, and is memorable and actionable.
For more information on the book, visit www.BaselineSelling.com. To order from Amazon.com click the link below.
For more information on the book, visit www.BaselineSelling.com. To order from Amazon.com click the link below.
Baseline Selling: How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball
Amazon Price: $16.64 (as of 05/09/2008)
PIPELINE MANAGEMENT
What Dave Kurlan has to say:
"The Pipeline should be the company's most accurate predictor of future revenue. Get Objective Management Group's (OMG) Visual Pipeline Tool (See links) to see at a single glance the state, stages, balance and movement of your pipeline, as well as an accurate prediction of future revenue." The Difference Between Sales Winners and Everyone Else
Winners choose to do the things they don't want to do.
Watch Dave Kurlan
His Videos
UNDERSTANDING THE SALES FORCE
Dave Kurlan's Blog about Developing Your Sales Force
The posts on this Blog feature sales management mistakes, misconceptions and misfires as well as tips, suggestions, best practices and core competencies. Here are the five most recent topics...
Fetching RSS feed... please stand byDAILY ACCOUNTABILITY
What Verne Harnish has to say:
In his book, Mastering the Rockefeller Habits". Daily Accountability Meetings are key. OMG can identify how effective your company is at holding its people accountable, whether you have an excuse making culture,whether enough time is being spent on accountability and provide tools for holding salespeople accountable. GETTING THE RIGHT PEOPLE IN THE RIGHT SEATS
What Jim Collins has to say:
In his book, Good to Great, he says, "You must have the right people in the right seats." Are your salespeople all in the right roles for them to succeed and help you grow your company? Let OMG help you do this right. EXECUTION
What Larry Bossidy has to say:
In his book, Execution, Larry Bossidy says, "You must evaluate your people, systems and strategies." OMG does a very comprehensive and effective way of doing this for the sales organization.Dave Kurlan says, "When you evaluate your sales force you'll learn what expectations are reasonable, what it will take for your sales force to execute your strategies, sales management effectiveness at coaching, motivating, recruiting, accountability and growth, quality of the pipeline, who can improve and by how much, recommended training ciriculum, ROI from training and much, much more. The Sales Force Evaluation - Always Actionable or it's free. A must do in 2006."
Sales Blogs
- Why Customers Quit Buying From Direct Sales Consultants
- Even customers that are pleased with a direct sales consultant can end up taking their business and...
- Blog Mission Statement - Blog Master…Not
- If you are an avid reader of The B2B Lead, you know that we are all about targeted marketing, specif...
- Phone Sales Tips
- When making a critical phone call make sure you're standing up. It's amazing how much more energ...
- 6 Direct Sales Tips for First-Time Network Marketers
- 6 Direct Sales Tips for First-Time Network Marketers. Direct sales requires network marketers like y...
HIRING A PLAYERS
What Brad and Geoff Smart have to say:
In his book, Topgrading, Brad Smart says, "You must fill your company with only 'A' players". For your sales force, OMG has a sales specific, customized, pre-employment assessment that predicts with 95% accuracy whether your candidate will succeed in the specific sales position at your company, selling into your specific marketplace. RESOURCES FOR GROWING SALES
- Top Movies for Salespeople
- Each of the movies listed here have at least one fantastic scene that effectively shows either what should or shouldn't be done in sales. My original list contained 10 movies that did not have a sales theme. Visitors have added movies and many of them do have a sales theme. Either way, you'll watch these movies and scenes in a whole new way when you're looking for the lesson described.
- Best Tips on Sales
- Dave Kurlan's writes weekly Baseline Selling Tips and his large archive of tips, exercises, scripts, secrets and expertise is kept right here.
- Marketing Help
- If you're attempting to grow sales, you need effective marketing too. Your marketing must do 3 things: It must be completely integrated (all forms of marketing; not just one),it must be aligned with and support your sales efforts, and it must be results oriented. PENTA Communications gets this and has the best creative in the business.
- Understanding the Sales Force
- If you want to understand the make up of a world class sales organization with effective sales management, and how to grow sales at your company, you must read the posts at this top rated Blog. Rants and Raves about the problems in sales forces big and small. Case histories from the world of sales force evaluations.
- The Baseline Selling Web Site
- Examples, reviews, testimonials, help, explanations, pictures and more from the author of Baseline Selling - How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball.
- Objective Management Group's Web Site
- OMG is the leading provider of sales force evaluations, sales candidate assessments and sales measurement tools. The pioneer in sales assessments, they continue to be well ahead of the pack in 2006 with a brand promise that everything is actionable or it's free! And I'm the founder!
- The Growth Guy - Verne Harnish
- Gazelles was founded by Verne Harnish, "The Growth Guy". See his book, "Mastering the Rockefeller Habits", by clicking on the business books link below. If you don't do anything else, download Verne's One-Page Strategic Plan from his web site. This ingenious document is one important thing you need to achieve significant growth in your company.
- Audio Generator
- Shorten your sell cycle by directing your prospects to audio testimonials that play with a click on your web site. No more wondering if your customers will say the right thing or if your prospects will ever make the call. Total control!
- Sales Autopsy
- Funniest sales horror stories you ever read. Speaker Dan Seidman's humor is the best. Don't forget to read his books, The Death of 20th Century Selling, in which I am a contributing author, and his newest book, Sales Autopsy.
- Subconcious Training Corporation
- Check out Salesmind. It's a CD that helps you eliminate all of your sales weaknesses through the power of self-hypnosis and/or affirmations.
- Sales Round Up
- Sales podcast with sales experts providing help to high tech sales types. Good Stuff.
- Selling Power Magazine
- The primary trade magazine of the sales industry.
- National Sales Compensation Study
- This comprehensive survey contains a wealth of hard-to-find, up-to-date (Feb 2006)compensation, benefits and practices, and expansive allowance information. The scope and content of this survey exceeds that of many national sales surveys at a considerably lower cost.
- Best Books on Sales, Business and Sales Management
- Read these to improve results.
- Guide to Sales Force Development
- This is the complete abridged guide to everything you must do to build a superior sales force.
- Survey of Sales Organizations and Practices
- DePaul University conducted this survey that focuses on practices of companies in the area of recruiting and developing sales organizations.
- Sales and Sales Management Best Practices
- Read these to determine whether you've mastered the most important competencies for sales and sales management.
