Sales Training Consultants

IT Industry Specialists

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    • Core sales skills
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    • Level 1 - reaction
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    • Level 4 - results
  • Common mistakes
    • No clear objectives
    • Its not sales training
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    • No executive sponsorship
    • An isolated course
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  • The way forward
    • Tailoring for your needs
    • elearning for the basics
    • Face to face for momentum
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SALES BOOKS

Selling Skills

• Getting Into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know, Kevin Davis. New York: Random House, 1996. (ISBN 0-8129-2628-5)
• Stop Selling and Start Partnering, Larry Wilson
• Changing the Game, Larry Wilson. New York: Simon and Schuster, 1987.
• SPIN Selling, Rackham, Neil. New York: McGraw Hill, 1988.
• Solution Selling by Michael T. Bosworth (Irwin Publishing, 1995).
• Samurai Selling: The Ancient Art of Service in Sales by Chuck Laughlin, Karen Sage and Marc Bockmon (St. Martin's, 1993).
• The 25 Sales Habits of Highly Successful Salespeople , by Stephan Schiffman (Adams Publishing, 1994).
• The AMA Handbook of Successful Selling, by Bob Kimball (NTC Publishing Group, 1993).
• The Selling Bible: For People in the Business of Selling, by John L. Lawton (Council Oaks Distribution, 1995)
• Closing Tactics, Andoni Lizardi
• Negotiate to Close, Gary Karass
• Ziglar on Selling, Zig Ziglar. Nashville, TN: Ziglar Corporation, 1991.
• The Sales Strategist: 6 Breakthrough Strategies to Win New Business, Warren Kurzrock. New York: Irwin Publishing, 1996. ISBN: 0-7863-0738-2.
• Selling to VITO: the Very Important Top Officer, Anthony Parinello, Massachusetts, Bob Adams, 1994.
• Selling to the Top, David A. Peoples. New York, John Wiley & Sons, 1994.
• Sales Reengineering From the Outside In, Mark Blessington and Bill O'Connell (McGraw Hill, 1995).
• Strategic Selling, Stephen Heiman and Robert Miller.
• Conceptual Selling, Stephan Heiman and Robert Miller. Berkeley, CA: Miller Heiman, 1987.
• Selling the invisible, Harry Beckworth
• Cracking New Accounts: Tips and Techniques for Opening and Closing the Sales in Half the Time, Terry L. Booton (Probus, 1994).
• Guerilla Selling: Unconventional Weapons and Tactics for Increasing Your Sales, Jay Conrad Levinson, Orvel Ray Wilson and Bill Gallagher (Houghton Mifflin, 1992).

Business Acumen

• The One to One Future: Building Relationships One Customer at a Time, by Don Peppers and Martha Rogers (Doubleday, 1993).
• The Monster Under the Bed by Stan Davis & Jim Bodkin. (Simon and Schuster, 1994).
• Corporate Life Cycles: How and Why Corporations Grow and Die and What to Do about It by Izak Adiches. (Englewood Cliffs, NJ: Prentice Hall, 1990).
• The Little Black Book of Business Math, by Michael C. Thomsett. (New York: Anacom, 1988).
• The Art of War, by Sun-Tzu (Delacorte, 1989).
• The Goal, by Eliyahu M. Goldratt (North River Press, 1992).
• The E Myth: Why Most Small Businesses Don't Work and What to Do About It by Michael E. Gerber (Harper-Business, 1990).
• The Popcorn Report: The Future of Your Company, Your World, Your Life by Faith Popcorn (Harper-Business, 1992).
• Finance and Accounting for Non-Financial Managers by William G. Droms, (Reading MA: Addison Wesley, 1990).
• The Vital Difference: Unleashing the Powers of Sustained Corporate Success, by Frederick G. Harmon and Garry Jacobs, (AMACOM, 1985).
• What They Don't Teach You at Harvard Business School, Mark H. McCormack, (Bantam Books, 1984).
• Zap, the Power of Empowerment by Jeff Cox.
• Marketing, by Robert D. Hisrich (Barron's Educational Series, 1990).
• Multi-Level Marketing: The Definitive Guide to America's Top MLM Companies (Summit Group, 1993).
• Relationship Marketing: Successful Strategies for the Age of the Customer, by Regis McKenna (Addison Wesley, 1993).
• How to Drive Your Competition Crazy, Guy Kawasaki.
• The Ten-Day MBA : A Step-By-Step Guide to Mastering the Skills Taught in America's Top Business Schools @amazon.com
• The Complete MBA For DummiesŪ @amazon.com
• Financial Statements : A Step-By-Step Guide to Understanding and Creating Financial Reports @amazon.com
• Business Planning : 25 Keys to a Sound Business Plan (The New York Times Pocket MBA Series) @amazon.com
• Tracking & Controlling Costs : 25 Keys to Cost Management (The New York Times Pocket MBA Series) @amazon.com
• Forecasting Budgets @amazon.com

Strategic Sales Planning

• The Magic Lamp: Goal Setting for People Who Hate Setting Goals, Keith Ellis, Three Rivers Pr., 1998, ISBN: 060980166X.
• Achieving Individual and Team Goals, Terry R. Bacon, Thomas Doggett, International Learningwork, 1996, ISBN: 1577400135.
• The Agile Manager's Guide to Goal-Setting and Achievement (The Agile Manager Series), Walter Wadsworth, Velocity Pub., 1998, ISBN: 0965919323.
• All About Goals and How to Achieve Them, Jack Ensign Addington, Devorss and Co (Txp), 1977, ISBN: 0875162371.
• 10 Minute Guide To Planning (10 Minute Guides), Edwin E. Bobrow, IDG Books Worldwide, 1997, ISBN: 0028618181.
• The Sales Strategist: 6 Breakthrough Strategies to Win New Business, Warren Kurzrock. New York: Irwin Publishing, 1996. (ISBN 0-7863-0738-2)
• Sales Reengineering From the Outside In, by Mark Blessington and Bill O'Connell (McGraw Hill, 1995).
• First Things First, Steven Covey, Roger Merrill and Rebecca R. Merrill (Simon & Schuster, 1994)
• Winning the Fight between You and Your Desk by Jeffrey J. Mayer (Harper Business, 1994)
• Strategic Selling, Heiman, Stephen and Miller, Robert.
• Conceptual Selling, Heiman, Stephen and Miller, Robert. Berkeley, CA: Miller Heiman, 1987.
• Successful Large Account Management, by Robert Miller
• Major Account Sales Strategies, by Neil Rackham. New York: McGraw Hill, 1989.
• Managing Major Accounts, Neil Rackham
• Stop Selling and Start Partnering, Larry Wilson
• Power of Consultative Selling, Bryce Webster
• Organizational Capability: Competing from the Inside Out, by Dave Ulrich and Dale Lake, (John Wiley and Sons, 1990).
• Getting to Yes: Negotiating Agreement without Giving In, Fisher and Uri.
• Cracking New Accounts: Tips and Techniques for Opening and Closing the Sales in Half the Time, by Terry L. Booton (Probus, 1994).
• Guerilla Selling: Unconventional Weapons and Tactics for Increasing Your Sales, by Jay Conrad Levinson, Orvel Ray Wilson, and Bill Gallagher (Houghton Mifflin, 1992).

Customer Focus

• Discipline of Market Leaders, Treachy, Michael and Wiersema, (Addison Wesley, 1995)
• Brain Power: Learn to Improve Your Thinking Skills , Karl Albrecht. Prentice Hall, 1987.
• Seven Habits of Highly Effective People. Stephen R. Covey. New York: Simon & Schuster, 1990.
• Raving Fans: A Revolutionary Approach to Customer Service , Ken Blanchard and Sheldon Bowles. New York, William Morrow & Co., 1993. ISBN 0-688-12316-3.
• Stop Selling and Start Partnering, Larry Wilson & Hersch Wilson.
• One-to-One Marketing, Martha Rodgers and Don Peppers.
• The Customer Driven Company: Moving from Talk to Action , Richard C. Whiteley. Addison Wesley, Reading, MA, 1991. ISBN 0-201-57090-4.
• Customer Centered Growth: 5 Strategies for Building Competitive Advantage, Dianne Hessen and Richard Whitely. Addison Wesley, Reading, MA, 1996. ISBN: 0-201-47967-2.
• Getting Into Your Customer's Head: 8 Secret Roles of Selling Your Competitors Don't Know , Kevin Davis. New York, Random House, 1996. ISBN 0-8129-2628-5.
• Changing the Game, Larry Wilson, New York, Simon & Schuster, 1987.
• Solution Selling, Michael T. Bosworth. Irwin Publishing, 1995.
• Customer Visits: Building a Better Market Focus , Edward F. McQuarrie, Sage Pubns., 1998, ISBN: 0761908838.
• Customer Focus: A Strategy for Success, Roger Langevin, Bill Christopher, Crisp Pubns., 1998, ISBN: 1560524855.
• The Discipline of Market Leaders: Choose Your Customers, Narrow Your Focus, Dominate Your Market , Michael Treacy, Frederik D. Wiersema, Perseus Pr., 1997, ISBN: 0201407191.
• Implementing Quality With a Customer Focus , David N. Griffiths, Quality Resources, 1991, ISBN: 0873891104.

End User Effectiveness

• All Consumers Are Not Created Equal, Garth Hallberg. John Wiley & Sons, 1996. 320 pages.
• Real Time, Regis McKenna. Harvard Business School Press, 1998.
• Enterprise One to One, Don Peppers and Martha Rogers, Ph.D. Currency Doubleday, 1997.
• Keeping the Edge, Dick Schaaf. Dutton, 1995.
• Customer-Centered Growth, Richard Whiteley and Diane Hessan. Addison-Wesley, 1996.
• Strategic Customer Alliances : How to Win, Manage, and Develop Key Accounts @amazon.com
• Key Accounts Are Different : Sales Solutions for Key Account Managers @amazon.com
• Account Management (Building Service Management Program) @amazon.com
• Successful Large Account Management by Tad Tuleja(Contributor), et al @amazon.com
• Key Account Management: The Route to Key Supplier Status by Peter Cheverton @amazon.com
• Key Account Management: Maximizing Profitability from Major Customers by John Rock @amazon.com

Negotiation Skills

• Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and Bill Ury (Viking Penguin, 1991).
• Getting Past No, Bill Ury (Viking Penguin, 1993)
• The Tao of Negotiation by Joel Edelman and Mary Beth Crain (Harper Business, 1993).
• How to Out-Negotiate Anyone (Even a Car Dealer) by Leo Reilly (Adams Publishing, 1993).
• Major Account Sales Strategies, by Neil Rackham (McGraw Hill, 1989).
• The Complete Negotiator, Gerard Nierenberger, (Berley Books, 1986).
• The Negotiation Toolkit: How to Get Exactly What You Want in Any Business or Personal Situation @amazon.com
• Deal Power: 6 Foolproof Steps to Making Deals of Any Size by Marc Diener @amazon.com
• The Power of Negotiating: Strategies for Success by Mike R. Stark @amazon.com
• The Shadow Negotiation: How Women Can Master the Hidden Agendas That Determine Bargaining Success by Deborah M. Kolb, Judith Williams @amazon.com

Channel Partner Effectiveness

• The channel advantage, Lawrence Friedman and Timothy Furey
• Market-Based Management: Strategies for Growing Customer Value and Profitability, 2nd edition, (Prentice Hall, 2000) - Roger Best - Part III Tactical Marketing Strategies Chapter 9
• Make Your Dealers Your Partners Harvard Business Review, March-April 1996, pp. 89-96.
• Rethinking Distribution: Adaptive Channels Harvard Business Review, July-August 1996, pp. 112-120. (Englewood Cliffs, NJ: Prentice Hall, 1990).
• The Sales Rep Navigator: How to Find the Perfect Sales Rep or Distributor for Your Business, @amazon.com
• How to Market Your Product Through Distributor sales Networks, @amazon.com
• Planning Telephone Sales: Handbook for Distributor Management, @amazon.com
• The Channel Advantage : Going to Market With Multiple Sales Channels to Reach More Customers, Sell More Products, Make More Profit @amazon.com
• Channel Champions: How leading companies build new strategies to serve customers @amazon.com

Computer Skills

• Lotus Notes for Dummies, @amazon.com
• PowerPoint for Dummies, @amazon.com
• Excel for Dummies, @amazon.com
• Word for Dummies @amazon.com