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These pages aim to keep readers informed of recently published research on sales related topics, by including abstracts of peer-reviewed academic research published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes. In this edition, we start with three articles on sales performance….
Rightly praised as a text that exemplifies how an understanding of sales management can be firmly founded on academic rigour, the fourth edition of this book provides a comprehensive introduction to selling and sales management – of potential benefit to undergraduates, postgraduates and postgraduate practitioners alike. Case studies ground this book in the real world, while international examples make it…
Strategic alliances provide organisations with an alternative approach to delivering growth and shareholder value from either organic or acquisition-led growth. A successful strategic alliance can enable a company to grow faster and more profitably through leveraging the strengths of one or more alliance partner compared with just going it alone. Alliances are gaining recognition as a core strategy to enable…
Making the leap into sales management means meeting a whole new set of challenges, says Schwartz. As a manager, you’re going to have to quickly develop the skills that allow you to build and supervise a sales team, communicate effectively, set goals, be a mentor, and much more. Now that you’ve been handed these unfamiliar responsibilities, you’re going to have…
This book starts with the assumption that readers know how to sell, but recognises getting CEOs and VIPs to call you back is the tricky part. Hall-of-Fame-nominated marketer and Wall Street Journal cartoonist Stu Heinecke discovered he could get past traditional gatekeepers to reach those elusive executives by thinking outside the box and using personalized approaches he calls ‘contact campaigns.’…
This book is about not just growth, but high-growth, even explosive-growth. “The kind of growth that weather satellites can see from space,” as the author says. She adds: “The success of any business-to-business company is directly linked to how effectively they acquire new pipeline. To skyrocket growth, sales development is the answer.” This book encapsulates author Trish Bertuzzi’s three decades…
According to Weinberg, no matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. “Whether you’re a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals,” he says….
Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business. It’s also one of the most dreaded for the salesperson and the recipient, says Art Sobczak. Smart Calling claims to have the solution: Sobczak’s proven, never-experience-rejection-again system. While other books on cold calling dispense long-perpetuated myths such as…
These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes In this edition, we start with four articles on sales performance. The…
Unfinished Business: Women, Men, Work, Family, Anne-Marie Slaughter, Oneworld, October 2015 Anne-Marie Slaughter argues why women (and men) can’t have it all. She looks at the hurdles women face in the workplace and sets out her vision for true equality between men and women with an action plan on how to get there. +
Insight Selling: How to sell value & differentiate your product with Insight Scenarios by Michael David Harris, paperback, 6 January 2014 How does a salesperson deliver insight so that it challenges the customer’s thinking without challenging the customer? That’s the question that this book will answer. Part one of this book examines why “Insight Selling” will help you sell value…
The Sales Bible: The Ultimate Sales Resource, Jeffrey Gitomer The new softbound edition of global sales authority Jeffrey Gitomer’s bestselling classic, The Sales Bible, has been updated and appended to include social media answers, and claims to offer the ultimate sales methods and strategies that really work every day, in real-world selling situations. +
Losing the Signal: The Untold Story Behind the Extraordinary Rise and Spectacular Fall of BlackBerry by Jacquie McNish and Sean Silcoff, Flatiron Books, 2015 The authors tell the story of how an engineer and a salesman came together to create a business communication device that conquered the world in the early 2000s, and how quickly it was toppled by the…
Brilliant Selling: What the Best Salespeople Know, Do and Say (Brilliant Business) by Jeremy Cassell and Tom Bird, Pearson paperback, 31 May 2012 Written by MD of performance improvement consultancy RTP (Release the Potential) Jeremy Cassell and RTP director Tom Bird, this book starts with the premise that you can sell anything you want and targets are always achievable. Whether…
Big Data in Practice: How 45 successful companies used big data analytics to deliver extraordinary results, Bernard Marr, hardcover 11 April 2016 Big data is on the tip of everyone’s tongue. Everyone understands its power and importance, but many fail to grasp the actionable steps and resources required to utilise it effectively. This book fills the knowledge gap by showing…
These pages aim to keep readers informed of recently published research on sales-related topics, by including abstracts of peer-reviewed academic research published in a range of journals. We have grouped them in the following broad themes: sales performance; customer management; capability development; behavioural studies; and systems and processes. In this edition, we start with two articles on sales performance. The…
7 Steps To Sales Force Transformation: Driving Sustainable Change in Your Organization by Warren Shiver and Michael Perla, Palgrave MacMillan, January 2016, 978-1137548047, $35 Up to 75% of attempted transformations fail. According to authors Warren Shiver and Michael Perla, the root of the problem is two-fold: salespeople are notoriously reluctant to change, and all too often, even when the sales…
