Summary: The Unsold Mindset By Colin Coggins
You Can’t “Act” Authentic A great irony about being authentic is that, given the cultural messaging we’re exposed to about putting on personas, it can …
Sales
Summary: The Jelly Effect By Andy Bounds
Why ‘the Jelly Effect’? Business people say too much irrelevant stuff • all the time • every day • to every type of person. Think …
Summary: How to Speak So People Really Listen By Paul McGee
SIN 1: A failure to make your message sticky or memorable Having a great message is one thing. Getting it remembered is another entirely. Think …
Summary: Selling In A Crisis By Jeb Blount
Look Forward, Not Backward The key to outselling a crisis is action. The strong look forward, not backward. Those who quickly adapt and innovate thrive. …
Summary: Why Winners Win By Gary Pittard
The four-step path Winners win because they follow the four-step path of the success journey: Attitude: It all starts with the right attitude! This alone …
Summary: Sales Growth By McKinsey & Company Inc.
Strategy 1 Find Growth Before Your Competitors Do Look Ten Quarters Ahead Sales leaders continuously monitor economics, consumer behavior, and other forces to identify two …
Summary: Coaching Salespeople into Sales Champions By Keith Rosen
DEFINING THE ROLE OF A SALES COACH The following is an overview of a coach’s role and core responsibilities. Focuses on strengths, not weaknesses. …
Summary: Creating Sales Stars By Stephan Schiffman
Breaking Through Their Mindset 1.Salespeople today do not see their managers as the same authority figure that past generations did. 2.Many young salespeople today believe …
Summary: How Not to Sell By Mike Wicks
So, Who Cares if They Need or Want It? A warm body is a warm body; sell to them as if your life depends on …
Summary: Sell Different! By Lee B. Salz
Differentiating the Buying Experience and Creating “Wow!” Not enough executives and salespeople think about the buying experience as an opportunity to Sell Different! Yet, that …