{"title":"Books","description":null,"products":[{"product_id":"bk-en-21pr-jrmm-01-21st-century-prospecting","title":"21st Century Prospecting","description":"\u003cp\u003eToday’s selling environment demands a change in one’s personal prospecting paradigm. It is about shifting the way one thinks about and conducts one-on-one interactions with prospective buyers across multiple platforms.\u003c\/p\u003e\n\u003cp\u003eIn \u003cem\u003e21st Century Prospecting: The Authoritative Playbook for New Business Development\u003c\/em\u003e, authors and Sandler trainers, John Rosso and Mark McGraw, provide a guide for sales professionals on how to connect and engage effectively with prospective buyers in today’s complex, multi-platform selling environment.\u003c\/p\u003e\n\u003cp\u003eA must-have book for sales professionals to create enduring success at a high and sustainable level in the 21st century:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eA proven action plan for setting up and executing a powerful, personalized prospecting regimen that quickly delivers initial contacts with today’s decision-makers.\u003c\/li\u003e\n\u003cli\u003eStress-free strategies for dramatically increasing personal referral totals.\u003c\/li\u003e\n\u003cli\u003eProven strategies for generating positive initial interactions across multiple communication platforms.\u003c\/li\u003e\n\u003c\/ul\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806287175832,"sku":"BK.44904399.001","price":20.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/21stCentury_Cover_R3-2.jpg?v=1788552167"},{"product_id":"bk-en-acc-hk-01-accountability-the-sandler-way","title":"Accountability The Sandler Way","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"http:\/\/www.amazon.com\/Accountability-Sandler-Way-Hamish-KNox-ebook\/dp\/B00RNF4A38\/ref=pd_sim_kstore_4?ie=UTF8\u0026amp;refRID=1DKS8GAHJV20E9Z8CS7W\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eAccountability can be a way of life for your sales team. And it's easier than you think. For most salespeople, \"accountability\" is a terrifying word. It usually conjures up images of micromanagers controlling their employees' every move. It may even trigger memories of doing punishment laps, push-ups or other hated chores because we failed to live up to an ambiguous standard. In ACCOUNTABILITY THE SANDLER WAY, Hamish Knox shows how sales managers can create an accountability-driven work culture for their teams and themselves ... by investing just 20 minutes a week in the classic Sandler sales and management principles. Sandler clients - both managers and salespeople -- discover that sustainable success in the world of sales comes from being accountable to specific, measureable actions.\u003c\/p\u003e\n\u003cp\u003eFor readers of this book, \"accountability\" means something very different than what it means for others. It means creating clarity for yourself and your employees around goals (yours and theirs), the path to achieve those goals (yours and theirs) and the consequences triggered by failing to stick to the path. Don't get nervous -- no one's going to have to do any punishment laps! ACCOUNTABILITY THE SANDLER WAY gives you all the tools you need to implement a sustainable accountability program for yourself and your team ... even when time is tight. About Sandler Founded in 1967, Sandler Training is the largest provider of sales, leadership and customer service training in the world, serving businesses of all sizes with short- and long-term programs that offer continuous coaching, reinforcement and support for sales professionals.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806287208600,"sku":"BK.44904347.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/Accountability-Optimized.png?v=1788472401"},{"product_id":"bk-en-aq-ag-01-asking-questions-the-sandler-way","title":"Asking Questions The Sandler Way","description":"\u003cp\u003e\u003cspan\u003ePurchase your \u003ca href=\"https:\/\/www.amazon.com\/Asking-Questions-Sandler-Antonio-Garrido-ebook\/dp\/B073ZJS5DW\" target=\"_blank\"\u003eKindle\u003c\/a\u003e or \u003ca href=\"https:\/\/www.amazon.com\/Asking-Questions-Sandler-Way-Question\/dp\/B08R11JVYW\" target=\"_blank\"\u003eAudiobook\u003c\/a\u003e version on Amazon.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eGarrido’s breakthrough book for salespeople shows how to get both buyer and seller to the right solution, faster, more efficiently, and with less stress – by asking the right questions, in the right way, at the right time, for the right reason.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eWhen does the sales process really begin? Some say that sales starts at the very first “hello.” Everything before that first critical opening word, these people say, is marketing; everything after that is sales. Others say that the real work of sales doesn’t begin till the prospect first says, “No.” “Otherwise,” they insist, “it’s just order-taking.”\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eAntonio Garrido’s ASKING QUESTIONS THE SANDLER WAY rejects both of those answers. It holds that selling begins when you start asking good questions.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eMost salespeople have a fairly blunt and unsophisticated sales strategy that doesn’t rely all that much on thoughtful questioning. This book is about asking the right questions, so that both the seller and the buyer discover the right solution as efficiently and as effectively as possible—even if they discover that the right solution right now is for the prospect to buy from the competition. Although that may be an unconventional selling standard, it’s a powerful and extremely effective one.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eThis book is about not looking, sounding, or thinking like the average salesperson. It’s about keeping barriers down and communication lines open. It’s about getting to the right solution, faster, more efficiently, and with less stress. It’s about asking the right questions, in the right way, at the right time, for the right reason. It’s about asking questions the Sandler way.\u003c\/span\u003e\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806287241368,"sku":"BK.44904365.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/AskingQuestions-Optimized.png?v=1788544344"},{"product_id":"bk-en-bts-bm-01-bootstrap-selling-the-sandler-way","title":"Bootstrap Selling The Sandler Way","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"http:\/\/www.amazon.com\/Bootstrap-Selling-Sandler-Way-Flourish-ebook\/dp\/B012UIMTI0\/ref=sr_1_sc_1?ie=UTF8\u0026amp;qid=1438267969\u0026amp;sr=8-1-spell\u0026amp;keywords=Bootsrap+selling+the+sandler+way\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eYou and you alone own the responsibility to produce sales.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003eAt some point, good salespeople learn the difference between simply “doing the job” … and accepting the personal responsibility to produce certain results. This book focuses on “Bootstrap Selling,” which is all about becoming fully accountable for sales behaviors. You might have a large team around you, and you could have a great and supportive boss. Yet the difference between a self-starting, high-performance bootstrapping sales professional and an order-taker is that the bootstrapper knows personal commitment and acceptance of responsibility makes good things happen – and acts accordingly. Herein you will find nineteen career-changing lessons in \u003cstrong\u003eBootstrap Selling The Sandler Way.\u003c\/strong\u003e\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806287274136,"sku":"BK.44904352.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/BootstrapSelling-Optimized.png?v=1788544814"},{"product_id":"bk-en-ccs-tn-01-call-center-success-the-sandler-way","title":"Call Center Success The Sandler Way","description":"\u003cp\u003e\u003cspan\u003ePurchase your \u003ca href=\"http:\/\/www.amazon.com\/dp\/B01NAD42RL\"\u003eKindle\u003c\/a\u003e version on Amazon.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eAuthor Tom Niesen shares the secrets of designing, supporting, and running a profitable inside sales call center by using the Sandler Selling System.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eEven in this age of “do not call” lists and voicemail jail, more and more companies are setting up call centers to drive new business.  Why?\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eIt could be because people are spending less time “shopping” and more time just buying.  Just a few years ago the buying process for most people started when they picked up the phone and started to talk to a salesperson, either in person or on the phone. In today’s world, with all the data at our fingertips, a salesperson often isn’t contacted until more than fifty percent of the sales process is done!\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eFor many purchases, people don’t feel the need to spend a whole lot of time in front of a sales person -- or even much time on the phone. For many purchases, the conversations and fact finding now occupy a relatively brief span of time.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eWhen we target such consumers, though, there are certain basic questions we struggle with.\u003c\/span\u003e\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003e\u003cspan\u003eHow do we get the people we call to want to stay on the line with us?\u003c\/span\u003e\u003c\/li\u003e\n\u003cli\u003e\u003cspan\u003eOr, in an inbound model, how do we connect with them most effectively during those critical opening seconds when they pose their question or issue?\u003c\/span\u003e\u003c\/li\u003e\n\u003cli\u003e\u003cspan\u003eOnce we do have them on the phone, how do we keep them on the line and turn that call into profit?\u003c\/span\u003e\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003e\u003cspan\u003eIn his new book, author Tom Niesen shows call center managers how to empower their teams to accomplish these critical business goals … using the Sandler Selling System.\u003c\/span\u003e\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806287306904,"sku":"BK.44904360.001","price":23.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/CallCenterSuccess-Optimized.png?v=1788544897"},{"product_id":"bk-en-chg-hk-01-change-the-sandler-way","title":"Change The Sandler Way","description":"\u003cp\u003e\u003cstrong\u003e\u003cspan\u003eTHIS BOOK IS ON BACKORDER UNTIL FURTHER NOTICE\u003c\/span\u003e\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003ePurchase your \u003ca href=\"http:\/\/www.amazon.com\/dp\/B01M5DRRK8\"\u003eKindle\u003c\/a\u003e version on Amazon.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eThere are four stages of transition that all of us experience when making a successful adjustment to a new work situation … and eight common, potentially negative consequences that are likely to accompany any organizational change initiative. Leaders who understand these four stages, and who understand the human dynamics behind the eight most common challenges, can improve their odds of success. Based on the work of David Sandler, creator of the Sandler Selling System.\u003c\/span\u003e\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806287339672,"sku":"BK.44904359.001","price":24.25,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/Change-Optimized.png?v=1788544922"},{"product_id":"bk-en-cs-am-01-customer-service-the-sandler-way","title":"Customer Service The Sandler Way","description":"\u003cp\u003e\u003cspan\u003ePurchase your \u003ca href=\"http:\/\/www.amazon.com\/Customer-Service-Sandler-Way-Strategic-ebook\/dp\/B012UINYVG\/ref=sr_1_1?ie=UTF8\u0026amp;qid=1438267911\u0026amp;sr=8-1\u0026amp;keywords=customer+service+the+sandler+way\"\u003eKindle\u003c\/a\u003e version on Amazon.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eYour customer service plan is only as strong as its weakest link.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eWhat would a social media revolt, based on a single mishandled customer exchange, cost your company? This book’s 48 Rules for Strategic Customer Care give you the guidelines you need to make intelligent strategic investments in customer care, based on the world-famous Sandler Selling System.\u003cem\u003e Customer Service the Sandler Way\u003c\/em\u003e helps you and create and sustain a working culture built on the belief that the customer not only matters, but is the only reason your organization exists.\u003c\/span\u003e\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806287372440,"sku":"BK.44904353.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/CustomerService-Optimized_1b599a95-83e6-4716-a7f8-75350d913a1e.png?v=1788544967"},{"product_id":"bk-en-dp-mjkg-01-digital-prospecting","title":"Digital Prospecting","description":"\u003cp\u003e\u003cspan\u003ePurchase your \u003ca href=\"https:\/\/www.amazon.com\/Digital-Prospecting-Finding-Nurturing-Technologies-ebook\/dp\/B07MW9L9JS\/ref=sr_1_1?s=digital-text\u0026amp;ie=UTF8\u0026amp;qid=1548702858\u0026amp;sr=1-1\u0026amp;keywords=digital+prospecting+mike+jones+ken+guest\"\u003eKindle\u003c\/a\u003e version on Amazon.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eTwo senior sales trainers licensed in the world-famous Sandler Selling System offer a proven, battle-tested process for an integrated twenty-first-century prospecting system that leverages today’s social technologies.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eTraditional cold calling is becoming less and less effective every day, because the way people prefer to communicate is rapidly changing.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eIf you’ve ever found yourself frustrated with the diminishing returns you have experienced from traditional prospecting methods … if you’ve ever tried and failed to use social media and email to develop a consistent stream of quality leads … if you’ve ever had the sense that there should be a better calendar structure to your overall prospecting strategy, so that there’s a clear, unfolding pattern of contact that turns leads into active business opportunities  … you may want to keep reading.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eThis book outlines the most effective ways to prospect using email and social selling interactions as the initial point of contact with the prospect. The process it offers is not meant to replace cold calls. It’s meant only to give you the tools you need to evaluate which method makes the most sense, given your unique situation.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eDIGITAL PROSPECTING is required reading for front-line salespeople eager to bring their business development plan up to date … and for the executives who train, supervise, coach, and mentor them.\u003c\/span\u003e\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806287437976,"sku":"BK.44904378.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/DigitalProspecting-Optimized.png?v=1788546186"},{"product_id":"bk-en-vito-dmam-01-five-minutes-with-vito","title":"Five Minutes with VITO","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"http:\/\/www.amazon.com\/Five-Minutes-WIth-David-Mattson-ebook\/dp\/B009PDJWIY\" target=\"_blank\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eVITO is the Very Important Top Officer, the person with the ultimate veto power.\u003c\/p\u003e\n\u003cp\u003eSandler Training\u003csup\u003e®\u003c\/sup\u003e\u003cspan\u003e \u003c\/span\u003eand VITO Selling have combined over 80 years of sales know-how, 1,200 hours of audio and video programs, 5,000 pages of training materials, and direct experience in training over 15,000,000 sales people...and distilled it all into one concise, power selling resource. \u003ci\u003eFive Minutes With VITO\u003c\/i\u003e\u003cspan\u003e \u003c\/span\u003eis the definitive guide for sales people who want to start where they belong—at the top!\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806288158872,"sku":"BK.44904341.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/FiveMinuteswithVITO.png?v=1788546536"},{"product_id":"bk-en-brlr-dah-01-from-the-board-room-to-the-living-room","title":"From the Board Room to the Living Room","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/BOARD-ROOM-LIVING-Communicate-Positive-ebook\/dp\/B07CXPFVCG\/ref=sr_1_1?s=digital-text\u0026amp;ie=UTF8\u0026amp;qid=1526475827\u0026amp;sr=1-1\u0026amp;keywords=board+room+to+the+living+room\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eCorporate trainer David A. Hiatt captures the essence of the powerful communication tactics he trains business leaders to deploy in sales and negotiation settings … and shows how to use these same techniques to improve relationships, deepen conversations, move past drama and games, and achieve more positive outcomes at home and in the workplace.\u003c\/p\u003e\n\u003cp\u003eMastering communication skills is a lifelong process, and at any point in time there is room for improvement for even the most accomplished communicators. In FROM THE BOARD ROOM TO THE LIVING ROOM, corporate trainer David A. Hiatt shares a lifetime of experience in helping people communicate better and create win\/win situations. Hiatt captures the essence of the powerful communication tactics he trains business leaders to deploy in sales and negotiation settings … and shows how to use these same techniques to improve relationships, deepen conversations, move past drama and games, and achieve more positive outcomes at home and in the workplace. Hiatt draws on over two decades of experience as a trainer of the world-famous Sandler sales methodology; he holds a master’s degree in communications.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806288191640,"sku":"BK.44904374.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/BoardRoomtoLivingRoom-Optimized.png?v=1788546670"},{"product_id":"bk-en-gsbc-dm-01-goal-setting-boot-camp","title":"Goal-Setting Boot Camp","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/Goal-Setting-Boot-Camp-Getting-Where\/dp\/173514729X\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003e\u003cem\u003eGoal-Setting Boot Camp \u003c\/em\u003eis for anyone and everyone who has big dreams and big ambitions and is willing to take action on them... by changing and doing different things. Whether you want more money, a promotion, a more satisfying relationship, or anything else important that you are willing and able to take action on, the proven, intensive four-day process outlined in these pages can lead you to personal breakthroughs and greater fulfillment in virtually any area of life. Based on principles developed by David Sandler, creator of the Sandler Selling System.\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003eAs a certified Sandler trainer, \u003c\/span\u003e\u003cb\u003eKevin Shulman\u003c\/b\u003e\u003cspan\u003e has helped individuals, companies, and professional organizations across the country to set and attain important goals for almost 30 years.  He has delivered training in a diverse range of venues, yet still spends most of his time with his local clients. He is also frequently asked to assist in training other sales trainers. He completed his undergraduate work at the University of Southern California, where he obtained a degree in psychology, followed by graduate studies in industrial psychology at Wayne State University. He specializes in helping business owners, sales leaders, and salespeople grow their base of business and reach their full potential.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806288322712,"sku":"BK.44904394.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/Goal-SettingBootCamp.png?v=1788547129"},{"product_id":"bk-en-gms-sand-01-gold-medal-selling","title":"Gold Medal Selling","description":"\u003cp\u003eurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/dp\/B0883GFQMB\/ref=sr_1_2?dchild=1\u0026amp;keywords=gold+medal+selling+book\u0026amp;qid=1588708700\u0026amp;sr=8-2\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003e\u003ci\u003eGold Medal Selling \u003c\/i\u003eidentifies the ten sales “muscles” that the most successful salespeople condition over time … and keep conditioning. Each chapter begins with the real-life story of a gold-medal-winning athlete whose career exemplifies the sales discipline under discussion. Profiles of Jesse Owens, Michael Phelps, Serena Williams, Cathy Freeman and many other champions bring the key conditioning principles of Gold Medal Sellers to life!\u003c\/p\u003e\n\u003cp\u003eHow much specialized training must a world-class athlete put in before they reach that coveted top step, hear their country’s national anthem played, and receive the gold medal? The answer varies by country and by specialty…but it is always measured in years and sometimes even in decades.\u003c\/p\u003e\n\u003cp\u003eNow, how much sales training do most salespeople get before they start competing on behalf of their company? Often there is zero specialized training—or, if the salespeople are lucky, they may get a couple of days at a seminar.\u003c\/p\u003e\n\u003cp\u003eMost sales “athletes” have simply not put in the training time. This book identifies the ten sales “muscles” that the most successful salespeople condition over time … and keep conditioning. Each chapter begins with the real-life story of a gold-medal-winning athlete whose career exemplifies the sales discipline under discussion. Profiles of Jesse Owens, Michael Phelps, Serena Williams, Cathy Freeman and many other champions bring the key conditioning principles of Gold Medal Sellers to life!\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806288519320,"sku":"BK.44904385.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/GoldMedalSelling.png?v=1788547253"},{"product_id":"bk-en-h2s-dm-01-how-to-sell-to-the-modern-buyer","title":"How to Sell to the Modern Buyer","description":"\u003cdiv\u003eAccording to Sandler CEO David Mattson, the definition of professional selling is simple. It’s a conversation between adults to uncover the truth. This definition – so at odds with the high-pressure approaches to selling that have come to define salespeople in popular culture – lies at the heart of Mattson’s breakthrough book\u003cspan\u003e \u003c\/span\u003e\u003cem\u003eHow to Sell to the Modern Buyer\u003c\/em\u003e. His message is both timeless and timely, as changes in technology and buying habits have transformed the buyer journey.\u003c\/div\u003e\n\u003cp\u003eTo address those changes, Mattson provides 52 concise, tested selling rules for professionals who must learn to adjust to dramatic marketplace changes – fast.\u003c\/p\u003e\n\u003cp\u003eAlso available on\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/a.co\/d\/dWC0cUG\"\u003eAmazon\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eand\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/a.co\/d\/1ExTZLi\"\u003eKindle\u003c\/a\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e“David Mattson’s definition of sales—’a conversation between adults to uncover truth’—is timeless and also timely, as technology and other factors affect business-development skills.\u003cspan\u003e \u003c\/span\u003e\u003cem\u003eHow to Sell to the Modern Buyer\u003c\/em\u003e\u003cspan\u003e \u003c\/span\u003erecognizes that the most important thing about selling is the buyer, and provides practical advice about behaviors and techniques relevant to dealing with buying changes. Read this book, because it’s not the customer’s responsibility to adapt to your selling approach; it’s your responsibility to adapt to how and why they buy.” \u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003e –FRANK CESPEDES, senior lecturer at Harvard Business School and author, \u003c\/span\u003e\u003cem\u003eSales Management That Works\u003c\/em\u003e\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":67580879569048,"sku":"BK.44904400.001","price":31.5,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/HowtoSelltotheModernBuyer_3b828e42-c2f2-413b-a969-da6bd6cac267.png?v=1788552080"},{"product_id":"bk-en-li-dm-01-linkedin-the-sandler-way","title":"LinkedIn The Sandler Way","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"http:\/\/www.amazon.com\/gp\/product\/B013C9IUAC?*Version*=1\u0026amp;*entries*=0\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003eLinkedIn The Sandler Way,\u003c\/strong\u003e\u003cspan\u003e \u003c\/span\u003ethe first book release from Sandler Training and LinkedIn, offers powerful, cutting-edge best practices for effective social selling with LinkedIn. Its 25 discussions uncover big ideas for prospecting and selling online -- ideas that typically haven’t yet become part of a sales team’s daily culture. Within just a few days, you can learn, adopt, and model these LinkedIn best practices so that they become consistent behaviors for everyone in your organization who sells for a living. And all the tactics dovetail with Sandler selling principles.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806288978072,"sku":"BK.44904351.001","price":23.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/LinkedIn-Optimized.png?v=1788552542"},{"product_id":"bk-en-mcsw-dd-01-making-channel-sales-work","title":"Making Channel Sales Work","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/MAKING-CHANNEL-SALES-WORK-World-Class-ebook\/dp\/B07FDHMRH2\/ref=sr_1_1_twi_kin_1?ie=UTF8\u0026amp;qid=1548703230\u0026amp;sr=8-1\u0026amp;keywords=making+channel+sales+work\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eA concise and structured approach to third-party sales management that blends many of the tools and the rigor of Sandler Training with specific guidance for channel managers.\u003c\/p\u003e\n\u003cdiv\u003e\u003cem\u003eCreate a World-Class ­Third-Party Selling Program!\u003c\/em\u003e\u003c\/div\u003e\n\u003cdiv\u003e\n\u003cp\u003eChannel sales is selling that takes place by means of any third party. Sales completed through value-added resellers, partners, systems integrators, independent representatives or agents, licensed distributors, and franchisees are all examples of channel sales. Many companies operate under a channel-sales model without ever having heard of the term!\u003c\/p\u003e\n\u003cp\u003eRegardless of what it’s called, this model presents both special challenges and special opportunities. Whether you are an early-stage venture or a small vendor of products, intellectual property, or services looking to build your footprint quickly and reliably; whether you already have a channel process in place and you want to improve or revitalise it,or you are aiming to create your ­ first channel program from scratch; whether you are working with a group of independent agents or you are looking to build a franchise operation from the ground up—this book has been written with you in mind.\u003c\/p\u003e\n\u003c\/div\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806289010840,"sku":"BK.44904375.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/MakingChannelSalesWork.png?v=1788552587"},{"product_id":"bk-en-mtc-po-01-making-the-climb","title":"Making the Climb","description":"\u003cp\u003e\u003cem\u003eMaking the Climb\u003c\/em\u003e\u003cspan\u003e \u003c\/span\u003eby Peter Oliver is the antidote to the “sink or swim” approach that sabotages too many aspiring sales professionals. Most emerging sales managers receive little or no training before taking on the job. That is a huge mistake. The climb from individual contributor to manager is worth planning and preparing for, because this role is not only among the toughest on the organizational chart, but it is also the one that offers the most upside (and downside), both personally and for the organization.\u003c\/p\u003e\n\u003cp\u003e\u003cem\u003eMaking the Climb\u003c\/em\u003e\u003cspan\u003e \u003c\/span\u003eis the must-have playbook for anyone making the transition from salesperson to sales manager:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eAllows managers and leaders to identify the mindsets, key behaviors, and skills needed to achieve success.\u003c\/li\u003e\n\u003cli\u003eProvides strategies for overcoming the three most common pitfalls emerging sales managers face, to a successful move from salesperson to sales manager.\u003c\/li\u003e\n\u003cli\u003eOutlines a proven action plan for emerging sales managers and their mentors.\u003c\/li\u003e\n\u003cli\u003eHelps salespeople emerge on purpose into the next phase of their career—and become true sales leaders.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eAlso available in \u003ca href=\"https:\/\/www.amazon.com\/Making-Climb-Salesperson-Manager-Beyond-ebook\/dp\/B094DNT8P5\" target=\"_blank\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eon Amazon.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806289109144,"sku":"BK.44904397.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/MakingtheClimb.png?v=1788553345"},{"product_id":"bk-en-mm-mc-01-motivational-management-the-sandler-way","title":"Motivational Management The Sandler Way","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"http:\/\/www.amazon.com\/dp\/B01MAZ0XAN\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eWhy do managers usually fail when it comes to motivating employees, in particular salespeople? What should they do instead? In answering those questions, author Mike Crandall recommends many innovative strategies inspired by the work of David Sandler, creator of the Sandler Selling System.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806289141912,"sku":"BK.44904358.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/MotivationalManagement-Optimized.png?v=1788553369"},{"product_id":"bk-en-nio-cb0-01-negotiating-from-the-inside-out","title":"Negotiating from the Inside Out","description":"\u003cdiv\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/Negotiating-Inside-Out-Playbook-Business-ebook\/dp\/B08BX4TCK2\/\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/div\u003e\n\u003cp\u003eOvercome the inner obstacles to successful negotiations that everyone faces … and master the simple three-step process that leads to successful outcomes in virtually any negotiating situation.\u003c\/p\u003e\n\u003cp\u003e\u003cem\u003eNegotiating from the Inside Out\u003c\/em\u003e\u003cspan\u003e \u003c\/span\u003ehelps you overcome internal obstacles and master the skill of negotiating, using proven principles from Sandler. The book shows you how to deliver a positive outcome even when you are facing stressful negotiation situations…by anticipating your counterpart's likely moves, strengthening your position, and planning your own moves as early as possible. It also identifies the twelve classic gambits top negotiators are likely to throw your way – and shows you how to respond.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806289338520,"sku":"BK.44904393.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/NegotiatingfromtheInsideOut.png?v=1788553401"},{"product_id":"bk-es-yctak-dhs-01-no-puedes-ensenar-a-un-nino-a-andar-en-bicicleta-en-un-seminario","title":"No Puedes Enseñar a un Niño a Andar en Bicicleta en un Seminario","description":"\u003cp\u003e\u003cstrong\u003eThe popular \u003cem\u003eYou Can't Teach a Kid to Ride a Bike at a Seminar\u003c\/em\u003e\u003cspan\u003e \u003c\/span\u003ebook translated into Spanish.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cbr id=\"isPasted\"\u003e\u003c\/p\u003e\n\u003cp\u003eTraditional selling techniques - frequently taught at seminars and on late-night cable television - are the norm in professional selling, but just about everyone in sales today agrees that these antiquated techniques simply don't work. Every sales prospect has heard the old techniques countless times before, and most know what a salesperson is going to say even before the presentation begins! That's why prospects can so easily control a sales call and destroy the salesperson's self-esteem in the process.\u003c\/p\u003e\n\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\n\u003cp\u003eProspects never controlled David Sandler or anyone who masters his groundbreaking selling techniques. In \u003cem\u003e“You Can't Teach a Kid to Ride a Bike at a Seminar,”\u003c\/em\u003e\u003cspan\u003e \u003c\/span\u003eyou learn to master the seven key sales principles of the Sandler Selling System and how and when to use them. You don't have to be subservient, forfeit your self-esteem, or fake enthusiasm about your product or service – and you never have to lie!\u003c\/p\u003e\n\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\n\u003cp\u003eThe \u003cem\u003e\"Bike Book\"\u003c\/em\u003e\u003cspan\u003e \u003c\/span\u003eis the touchstone for Sandler's renown and recognition for unique, non-traditional sales training. David Sandler's last body of work, over 100,000 copies have sold in 22 countries around the world!\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806290223256,"sku":"BK.44904332.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/NoPuedesEnsenaraunNinoaAndarenBicicletaenunSeminario.png?v=1788553467"},{"product_id":"bk-en-pc-db-01-patient-care-the-sandler-way","title":"Patient Care The Sandler Way","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/Patient-Care-Sandler-Way-Practice-ebook\/dp\/B072HHFQLY\/ref=sr_1_1_twi_kin_2?ie=UTF8\u0026amp;qid=1508770260\u0026amp;sr=8-1\u0026amp;keywords=patient+care+the+sandler+way\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eThe definitive resource for effective patient care, based on the proven principles of the Sandler Selling System.\u003c\/p\u003e\n\u003cp\u003eGreat medical practices look and sound different than their competition.\u003c\/p\u003e\n\u003cp\u003eSure, profitability contributes to greatness, as does superior medical expertise—but these are not enough. Great medical practices put a high priority on delivering an extraordinary experience—for both their patients and their internal staff. As a result, they are better positioned to withstand the unique pressures and demands that occur in the medical field. They are less vulnerable to external changes, and stronger internally. Healthcare professionals at great medical practices experience less stress on the job and treat each other with more respect.\u003c\/p\u003e\n\u003cp\u003eGreat medical practices create an experience so positive that patients can’t stop talking about it. Patients talk to friends, relatives, and acquaintances about the care they received. They can’t help posting nice things about this great practice on social media. And they can’t imagine recommending anyone else.\u003c\/p\u003e\n\u003cp\u003ePATIENT CARE THE SANDLER way shows how to create this experience. It offers timeless, proven principles for effective patient care, based on the communication skills and success principles of the Sandler Selling System.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806290256024,"sku":"BK.44904363.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/PatientCare-Optimized.png?v=1788553556"},{"product_id":"bk-en-pro-jr-01-prospect-the-sandler-way","title":"Prospect The Sandler Way","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"http:\/\/www.amazon.com\/Prospect-Sandler-Way-Stress-Free-Development-ebook\/dp\/B00LFTL9A0\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eIn \u003cem\u003eProspect the Sandler Way\u003c\/em\u003e, John Rosso shares thirty core principles for mastering stress-free lead development by phone and over the Internet, in accordance with the selling system developed by David H. Sandler.\u003c\/p\u003e\n\u003cp\u003eIncludes up-to-date strategies on 21\u003csup\u003est\u003c\/sup\u003e\u003cspan\u003e \u003c\/span\u003ecentury topics like conducting effective on-line pre-call research, and using LinkedIn to generate referrals.\u003c\/p\u003e\n\u003cp\u003eJohn Rosso is a highly regarded and recognized business development expert specializing in executive sales coaching and sales productivity, with more than 20 years in the Sandler Training organization.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806290321560,"sku":"BK.44904340.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/Prospect-Optimized.png?v=1788553575"},{"product_id":"bk-es-sr-dm-01-reglas-sandler-the-sandler-rules-spanish-edition","title":"Reglas Sandler (The Sandler Rules, Spanish Edition)","description":"\u003cp\u003eThe bestseller Sandler Rules book translated into Spanish.An Amazon and Wall Street Journal Bestseller!David Mattson, CEO and President of Sandler Training, delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation.Do you ever wonder why some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales.Why is it that two salespeople selling the same product in the same market can have such different results?Are great salespeople born with a special gift—perhaps the right personality?Were they better educated?Did they have more experience?Were they just lucky to find themselves in the right places at the right times with the right people?No, they simply understand human relationships, and how to use that knowledge to close deals.These forty-nine unforgettable rules are the basis of Sandler’s unique sales training, and are frank, sometimes fun, and always easy to put to use.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806290387096,"sku":"BK.44904335.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/ReglasSandler_TheSandlerRules_SpanishEdition.png?v=1788553609"},{"product_id":"bk-en-rsow-rf-01-retail-success-in-an-online-world","title":"Retail Success in an Online World","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/RETAIL-SUCCESS-ONLINE-WORLD-Compete-ebook\/dp\/B07VYMJD1R\/ref=sr_1_1?keywords=RETAIL+SUCCESS+in+an+online+world\u0026amp;qid=1564763299\u0026amp;s=gateway\u0026amp;sr=8-1\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eWith all the technological and economic shifts leading to significant change in the world of retailing, it’s important to understand what really works -- as well as what really doesn’t -- in the current retail selling environment. Surviving and thriving in this market means not just meeting, but exceeding, customer expectations. In this book, you learn what makes that possible: a nurturing relationship…combined with a tested, repeatable, zero-pressure sales process.\u003c\/p\u003e\n\u003cp\u003eEven in the face of revolutionary changes facing owners of small and mid-sized retail shops, what remains constant is the need for direct, personal interaction with a customer who needs help. That help comes most powerfully in the form of nurturing, real-time, in-person support for buyers who are facing a problem they haven’t yet solved … or who need in-person guidance in creating a successful outcome on an important purchase. For these customers, face-to-face interactions still matter.\u003c\/p\u003e\n\u003cp\u003eGetting nurturing support from a real, live human being is part of how our species is wired. It is one of the main reasons face-to-face retail continues to be a part of the shopping landscape, and can never be fully replaced with a mouse-click or a 100% online experience. People will always need allies. They will always be receptive to the possibility of working with allies they meet in person, allies they like and who are like them.\u003c\/p\u003e\n\u003cp\u003eRETAIL SUCCESS … IN AN ONLINE WORLD shows how to harness this basic human need, so you can compete, and win, in the Amazon era.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806290419864,"sku":"BK.44904381.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/RetailSuccess-Optimized.png?v=1788553821"},{"product_id":"bk-en-ses-dm-01-sandler-enterprise-selling-winning-and-growing-major-accounts","title":"Sandler Enterprise Selling: Winning and Growing Major Accounts","description":"\u003cp\u003eCompetitively pursuing large, complex accounts with multiple constituencies and multiple decision makers—to say nothing of winning and growing such accounts—is perhaps the biggest challenge for sales professionals. Each of these pursuits represents a significant investment of the selling company’s human, financial, management, and logistical resources. In order to justify those investments, multiple parts of the selling organization must work together seamlessly. The business value of the proposed solutions they identify, develop, and implement must be unassailable . . . because the competition is likely to be both sophisticated and relentless.\u003c\/p\u003e\n\u003cp\u003eSandler Enterprise Selling, based on the proprietary Sandler Selling System methodology created by David H. Sandler, provides a practical six-stage approach for winning business with profitable enterprise clients, serving them effectively, and expanding the relationship over time.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806290682008,"sku":"BK.44904349.001","price":34.65,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/SandlerEnterpriseSellingWinningandGrowingMajorAccounts.jpg?v=1788554173"},{"product_id":"bk-en-ssp-dmbs-01-sandler-success-principles","title":"Sandler Success Principles","description":"\u003cp\u003eAnother Amazon Bestseller!Purchase your Kindle version on Amazon.This latest Amazon bestselling training book encompasses some of the ‘Attitude’ material that supports the behaviors and techniques in the Amazon and Wall Street Journal bestseller, The Sandler® Rules, 49 Timeless Selling Principles and How to Apply Them. This is the perfect companion book!What if you discovered the personal insights necessary to re-create the beliefs, behavior and attitudes of the highest earning, most successful sales people?David Mattson, CEO and President of Sandler Training and a thought-leader in the training industry, delivers the information and guidance you need in this thought-provoking book to help you exceed your vision of what your career and life can be…Discover the little known, direct connection between your thoughts and success.Learn why strategies and techniques aren’t enough, and play a secondary role to your attitudes and beliefs, fears, perceptions of possibility, and most importantly, self-image—all critical elements of success.Figure out why you haven’t always chosen the best behaviors, attitudes or techniques to achieve the success you want.Finally, get on the right pathway to remedy and replace the root causes of failure or mediocre performance.As you read, it may occur to you that you have access to everything you need, to get whatever you desire…\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806291042456,"sku":"BK.44904336.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/SandlerSuccessPrinciples.png?v=1788555867"},{"product_id":"bk-en-sss-dm-01-scaling-sales-success","title":"Scaling Sales Success","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/Scaling-Sales-Success-Principles-Leaders-ebook\/dp\/B08Y568MZS\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on \u003ca href=\"https:\/\/www.amazon.com\/Scaling-Sales-Success-Principles-Leaders\/dp\/1735147265\"\u003eAmazon\u003c\/a\u003e.\u003c\/p\u003e\n\u003cp\u003eSixteen proven “rules of the road” for sales leaders who aim to lead a team that generates scalable revenue growth.\u003c\/p\u003e\n\u003cp\u003eThis book is about leadership. It is meant for leaders who are responsible for the performance of a sales team.\u003c\/p\u003e\n\u003cp\u003eLeadership is a very different skill from day-to-day management. This is because leadership is focused on the business, whereas management is devoted to solving problems that arise in the business. More of the “soft skills”–rapport-building, listening, public speaking, and so on--are required for effective leadership than are required for management. That may seem to suggest that leadership is the easier of the two paths, but the truth is that leadership is far harder for many people, because it is less tactical. Not all sales managers are sales leaders, but I believe all sales managers can learn to be sales leaders. And in order to scale the success of your team in a way that supports ongoing, aggressive growth, leadership is a non-negotiable requirement. In fact, it is impossible to create scalable revenue growth with day-to-day management alone. For that kind of growth, you need real leadership, leadership that is committed to creating and supporting a special kind of sales team: the kind that corrects itself. This means engaging people.\u003c\/p\u003e\n\u003cp\u003eWhen people are engaged and motivated and feel they are part of something larger than themselves– that is to say, when they are happy – they are more productive. This book aims to show you how to make that happen. It outlines sixteen proven “rules of the road” for those leaders who are ready to make the journey necessary to transform a team of disengaged or marginally engaged salespeople into a cohesive, committed team capable of generating scalable revenue growth.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806291140760,"sku":"BK.44904396.001","price":35.65,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/ScalingSalesSuccess.png?v=1788556044"},{"product_id":"bk-en-sml-mj-01-selling-in-manufacturing-and-logistics","title":"Selling in Manufacturing and Logistics","description":"\u003cp\u003e\u003ca href=\"https:\/\/www.amazon.com\/SELLING-MANUFACTURING-LOGISTICS-Strategies-Salespeople-ebook\/dp\/B078J44PX3\/ref=sr_1_1_twi_kin_2?ie=UTF8\u0026amp;qid=1526475616\u0026amp;sr=8-1\u0026amp;keywords=selling+in+manufacturing+and+logistics\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eand\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/Selling-Manufacturing-Logistics-Strategies-Salespeople\/dp\/B07JR33XNG\/\"\u003eAudiobook\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversions available for purchase on Amazon.\u003c\/p\u003e\n\u003cp\u003eTwo “blue-collar bulldogs” with a combined half-century of experience share a proven twelve-point system for sales success within the complex, multi-layered, and demanding field of manufacturing and logistics.\u003c\/p\u003e\n\u003cp\u003eEveryone is selling, all the time—but not everyone sells well, and not everyone realizes that selling is what’s happening. This is true to some degree in all aspects of business, but it is particularly true for businesses involved in the manufacturing, distribution, and delivery of products.\u003c\/p\u003e\n\u003cp\u003eThere are so many different departments that must come together in collaboration to ensure the successful delivery of a product—and consequently a satisfied customer—that everyone along the chain should, ideally, be selling all the time, to everyone, in every department. That’s a major task! This book shows managers and salespeople what works when it comes to connecting all the dots … and, just as important, what doesn’t work. The system outlines works for sellers in any company that manufactures, distributes, or delivers products to end users.\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003eSELLING IN MANUFACTURING AND LOGISTICS outlines a proven twelve-point system for sales success within these mature vertical sectors of the economy. Jones and Guest’s twelve key strategies for sales professionals in this dynamic field, all based on the Sandler Selling System, are as follows:\u003c\/p\u003e\n\u003col\u003e\n\u003cli\u003eUnderstand the Players\u003c\/li\u003e\n\u003cli\u003eGet in Front of the Right Prospects\u003c\/li\u003e\n\u003cli\u003eSet the Plan\u003c\/li\u003e\n\u003cli\u003eLeverage Both Digital and Voice to Voice Prospecting\u003c\/li\u003e\n\u003cli\u003eTake Control of the Selling Day\u003c\/li\u003e\n\u003cli\u003eSet Expectations\u003c\/li\u003e\n\u003cli\u003eKnown When to Bid … and When Not to Bid\u003c\/li\u003e\n\u003cli\u003eDe-Commoditize Your Offering\u003c\/li\u003e\n\u003cli\u003eFollow Up Strategically\u003c\/li\u003e\n\u003cli\u003eThink Beyond the “Close”\u003c\/li\u003e\n\u003cli\u003eGrow “Accounts” into “Relationships”\u003c\/li\u003e\n\u003cli\u003eMake Accountability a Way of Life\u003c\/li\u003e\n\u003c\/ol\u003e\n\u003cp\u003eThese twelve “blue-collar bulldog” strategies will help you identify the best ways to move the sales process forward, step away from “opportunities” that won’t turn into anything, and get today’s technology to work for you, rather than you working hard for the technology. If you follow this program, you will have additional time, and more focused time, to spend in front of the right prospects …you will get decisions sooner … and you will close more sales.\u003c\/p\u003e\n\u003cp\u003eThe book features a special appendix on effective strategies for the hiring and retention of drivers – a perennial “hot button” issue for leaders in these companies.\u003c\/p\u003e\n\u003cp\u003e“Ken and Mike nail it!  What a refreshing take on the Sandler Selling System, as applied in the Logistics and Manufacturing sector.  I gained many insights that can help me in our energy supply business, and I could also see applications for these principles and insights in nearly any type of industry.”  -- Jason Reynolds, Vice President of Operations and Business Development,  The R.W. Earhart Company\u003c\/p\u003e\n\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806291173528,"sku":"BK.44904371.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/SellinginManufacturingandLogistics.png?v=1788560184"},{"product_id":"bk-en-sps-ep-01-selling-professional-services-the-sandler-way","title":"Selling Professional Services The Sandler Way","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"http:\/\/www.amazon.com\/Selling-Professional-Services-Sandler-Way-ebook\/dp\/B00LU850H4\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eMust-have information for law firm partners and other professional service providers. ‘Business development,’ practice development,’ client retention…’ no matter what you call it; you need sales skills to do it successfully!\u003c\/p\u003e\n\u003cp\u003e\u003cem\u003eSelling Professional Services The Sandler Way\u003c\/em\u003e\u003cspan\u003e \u003c\/span\u003eteaches non-selling professionals how to sell: a critical skill in law firms, where compensation is typically based on generated revenues.\u003c\/p\u003e\n\u003cp\u003eAfter more than two decades in the Sandler organization focused heavily on professional service provider organizations in their market, Chuck and Evan Polin have become recognized experts on the business development issues faced by this sector.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806291206296,"sku":"BK.44904339.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/SellinginManufacturingandLogistics_f876ba59-4f95-4ee8-bdf0-61113e41c435.png?v=1788561426"},{"product_id":"bk-en-shm-cdkb-01-selling-to-homeowners-the-sandler-way","title":"Selling to Homeowners The Sandler Way","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"http:\/\/www.amazon.com\/Selling-Homeowners-Sandler-Way-Consumers-ebook\/dp\/B01AITJ73S\/ref=sr_1_1?s=books\u0026amp;ie=UTF8\u0026amp;qid=1452694821\u0026amp;sr=1-1\u0026amp;keywords=selling+to+homeowners+the+sandler+way+kindle\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eSelling to homeowners is different – and challenging. To succeed in this environment, you need the Sandler Selling System.\u003c\/p\u003e\n\u003cp\u003eSELLING TO HOMEOWNERS THE SANDLER WAY shows how the Sandler Selling System delivers career-changing results for salespeople who close deals in the buyer's personal, private domestic space. This kind of selling applies to dozens of industries, from remodeling to insurance. It is profoundly different from business-to-business selling …and it can be challenging. But the Sandler principles that improve performance have been proven to work in every in-home setting, with any product or service.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806291271832,"sku":"BK.44904354.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/SellingtoHomeownersTheSandlerWay.png?v=1788561711"},{"product_id":"bk-en-suc-ksab-01-succeed-the-sandler-way","title":"Succeed The Sandler Way","description":"\u003cp\u003e800 CEO Read’s Business Book Best Seller\u003c\/p\u003e\n\u003cp\u003ePurchase your \u003ca href=\"http:\/\/www.amazon.com\/Succeed-Sandler-Way-Professional-Breakthroughs-ebook\/dp\/B01AITJ8LE\/ref=sr_1_1?s=books\u0026amp;ie=UTF8\u0026amp;qid=1452694983\u0026amp;sr=1-1\u0026amp;keywords=succeed+the+sandler+way+kindle\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eFirst-person interviews with salespeople, sales managers and CEOs who transformed their careers with the Sandler Selling System.\u003c\/p\u003e\n\u003cp\u003eSUCCEED THE SANDLER WAY features 14 compelling success stories from real people who have used the Sandler Selling System to create major personal and professional breakthroughs. Each chapter is an in-depth profile of an actual Sandler client. As each case study proves, the guiding principle for creating a breakthrough is deceptively simple-sounding: Be candid with yourself. Taking a good, hard look at yourself is a prerequisite of any breakthrough.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806291337368,"sku":"BK.44904355.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/SucceedTheSandlerWay.png?v=1788561782"},{"product_id":"bk-en-21ra-ag-01-the-21st-century-ride-along","title":"The 21st Century Ride-Along","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/21st-Century-Ride-Along-Leaders-Real-Time-ebook\/dp\/B084ZXQ73Z\/ref=sr_1_1?keywords=the+21st+century+ride+along\u0026amp;qid=1582839542\u0026amp;sr=8-1\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eDeveloping and coaching the sales team by sitting in on their sales calls is one of the best ROI opportunities open to any organization, large or small. This book shows managers how to use these “ride-along” sessions—whether in-person or digital—to make the sales team more efficient and productive.\u003c\/p\u003e\n\u003cp\u003eFor sales leaders, coaching salespeople by means of discreet, personal participation in their sales calls, through what is popularly known as a “ride-along,” is a high-risk undertaking. It’s the kind of thing that most managers are never actually trained to do. That’s unfortunate, because these sessions have a huge impact on both the relationship with the salesperson and the relationship with the buyer.\u003c\/p\u003e\n\u003cp\u003eAntonio Garrido’s THE 21ST CENTURY RIDE-ALONG shows managers how to avoid the most common mistakes and deliver the greatest possible value during these meetings, which can take place in person or via interactive media platforms.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806291828888,"sku":"BK.44904384.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/The21stCenturyRide-Along.png?v=1788562186"},{"product_id":"bk-en-asp-bm-01-the-art-and-skill-of-sales-psychology","title":"The Art and Skill of Sales Psychology","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/Art-Skill-Sales-Psychology-Sellers-ebook\/dp\/B07NT947P6\/ref=sr_1_1?crid=U5B76E80QAMV\u0026amp;keywords=the+art+and+skill+of+sales+psychology+by+brad+mcdonald\u0026amp;qid=1564587046\u0026amp;s=books\u0026amp;sprefix=the+art+and+skill+of%2Cstripbooks%2C176\u0026amp;sr=1-1\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003e\u003cbr\u003e\u003c\/p\u003e\n\u003cp\u003eThe  ART AND SKILL OF SALES PSYCHOLOGY lays out, in accessible terms that any sales professional can understand, how to identify and learn from the psychological motivators that cause buyers and sellers to do what they do. The book offers clarity and control over the sales process to salespeople, and powerful insights on coaching to managers.\u003c\/p\u003e\n\u003cp\u003eThis book is a primer for exploring why people do what they do in sales situations.\u003cbr\u003e\u003cbr\u003eIf you are in sales and you have ever struggled to understand the mindset of your prospect; if you have ever wondered why honest, moral, ethical people choose to lie to a salesperson; if you have ever wished for more control over sales interactions that seem to ride a fine line between trust and confusion; if you have ever struggled to understand and deal effectively with your own mindset and your own frustrations when selling—this book is for you. It provides critical insights on human behavior that will help you to understand and control your sales calls.\u003cbr\u003e\u003cbr\u003eIf you are a sales manager or a coach, this book will challenge you. It will ask you to consider the possibility that the best way to help a struggling salesperson may be to help them to create a better understanding of the fears, anxieties, and confusion that often arise about the sales process—both the seller’s and the buyer’s. Understanding this is more essential than drilling your team in the right tactics. Of course, the tactics are important. They’re the answer to the question, “What do I do?” But understanding the “why” behind the tactics might just be the best place to start.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806291861656,"sku":"BK.44904379.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/TheArtandSkillofSalesPsychology.png?v=1788562257"},{"product_id":"bk-en-cs-jw-01-the-contrarian-salesperson","title":"The Contrarian Salesperson","description":"\u003ch2\u003e800 CEOs Read Best-Selling Business Book\u003c\/h2\u003e\n\u003cp\u003ePurchase your \u003ca href=\"https:\/\/www.amazon.com\/dp\/B01INZZ7E2#navbar\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eTo keep his job, struggling salesperson Alan Atleaster must master the Eight Rules of the Contrarian Salesperson – the essential elements of non-traditional selling.\u003c\/p\u003e\n\u003cp\u003eIn this fast-paced business parable, fed-up boss Harvey Hardnose sends a struggling salesperson, Alan Atleaster, into the care of eccentric sales coach Carl Contrario. Over the next eight weekends, Alan strives to hold on to his job … by learning, and living, the Eight Rules of the Contrarian Salesperson:\u003c\/p\u003e\n\u003cp\u003e1. Zig When Others Zag\u003c\/p\u003e\n\u003cp\u003e2. Sell Adult To Adult\u003c\/p\u003e\n\u003cp\u003e3. Everything Is An Iceberg\u003c\/p\u003e\n\u003cp\u003e4. No Coasting\u003c\/p\u003e\n\u003cp\u003e5. Manage Behavior, Not Results\u003c\/p\u003e\n\u003cp\u003e6. Use A Sales Process\u003c\/p\u003e\n\u003cp\u003e7. Embrace Deliberate Practice\u003c\/p\u003e\n\u003cp\u003e8. If You Feel It, Say It\u003c\/p\u003e\n\u003cp\u003eBased on the field-tested principles of the Sandler Selling System, THE CONTRARIAN SALESPERSON gives sales professionals a compulsively readable primer on the eight essential elements of non-traditional selling. As Carl Contrario puts it: “Contrarian Salespeople are all about doing the opposite of what other salespeople do … because if you act like every other salesperson, you’re going to be treated like every other salesperson!”\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806291927192,"sku":"BK.44904357.001","price":23.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/TheContrarianSalesperson.png?v=1788562901"},{"product_id":"bk-en-ism-pm-01-the-intentional-sales-manager","title":"The Intentional Sales Manager","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/INTENTIONAL-SALES-MANAGER-purposeful-leadership-ebook\/dp\/B081FK595N\/ref=sr_1_2?keywords=the+intentional+sales+manager\u0026amp;qid=1574353371\u0026amp;sr=8-2\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eUntil you harness the power of your own purposeful intention as a sales leader, your people will never deliver on their full potential. \u003cem\u003eThe Intentional Sales Manager \u003c\/em\u003eshows how to launch, and sustain, the all-important process of personal and organizational transformation that drives the most successful sales teams.\u003c\/p\u003e\n\u003cp\u003eSales managers experience countless challenges on the job, including missed forecasts, morale problems, and lower-than-expected team productivity. Yet we may not realize how many of these challenges are preventable. All too often, these issues arise from a single, underexamined cause: a misunderstanding of our job description.\u003c\/p\u003e\n\u003cp\u003eOur job as sales leaders is not to close sales. Very often, however, we act as though that were our intention! This common problem is compounded by the challenge that the metrics that can create a viable “scorecard” for successful salespeople are harder to identify at the management level. So our intention gets muddied. We don’t support and develop our people. And we find we have more fires to put out.\u003c\/p\u003e\n\u003cp\u003eThis book is about cultivating \u003cem\u003eintentional\u003c\/em\u003e\u003cspan\u003e \u003c\/span\u003esales management – effective management of the sales team that is done on purpose, with decisions made consciously, rather than from sheer force of habit. It is about the personal and organizational breakthrough that allows sales managers to transform themselves and their teams with the power of purposeful leadership.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806291959960,"sku":"BK.44904383.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/TheIntentionalSalesManager.png?v=1789051457"},{"product_id":"bk-en-lacr-sand-01-the-lost-art-of-conflict-resolution","title":"The Lost Art of Conflict Resolution","description":"\u003cp\u003e\u003cstrong\u003eThe Lost Art of Conflict Resolution\u003c\/strong\u003e\u003cspan\u003e offers vitally important insights into the neglected art of reversing cycles of toxic conflict. It shows you how to identify when and how your own buttons get pushed, reveals what causes instinctive responses that can worsen conflict cycles, and teaches you how to interact with others in ways that make them feel heard, respected, and valued. It is the kind of book that can quickly change your life—and the lives of others—for the better. \u003c\/span\u003e\u003cbr\u003e\u003cbr\u003e\u003cspan\u003e“The great gift of this book is that anyone can read it and incorporate the strategies into their businesses, jobs, marriages, friendships, and family.” —Deborah L. Cottrill, MS, CRC, CBIS, Certified Rehabilitation Counselor\u003c\/span\u003e\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806291992728,"sku":"BK.46751954.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/TheLostArtofConflictResolution.png?v=1789051529"},{"product_id":"bk-en-rh-lh-01-the-right-hire","title":"The Right Hire","description":"\u003cp\u003ePurchase the\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/Right-Hire-Attract-Retain-People-ebook\/dp\/B07K8XSH49\/ref=sr_1_2?s=digital-text\u0026amp;ie=UTF8\u0026amp;qid=1548703141\u0026amp;sr=1-2\u0026amp;keywords=the+right+hire\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eRegardless of the industry or the company in question, talent is the ultimate resource … yet it remains the resource today’s organizations are likeliest to mismanage. In The Right Hire, Lisette Howlett not only shares a proven system for attracting the very best people to your organization, but also offers important insights on holding on to those people once they’re on the team. The seven-step process she shares here has been tested in multiple industries over a period of decades. It works. The only question is: Will you take advantage of it before your competition does?\u003c\/p\u003e\n\u003cp\u003eThe best estimates from human resource professionals put the cost of the typical bad hire at somewhere between 1 and 2.5 times the person’s annual salary … and for some positions (such as sales) the true cost of making the wrong hire can be considerably higher, often as high as ten times the annual salary. Given the exceptionally high stakes when it comes to making the most important hires, organizations need a clear, proven process to follow in this area. All too often, there is no such process. Lisette Howlett’s book is for all the company leaders who have ever made a bad hire, regretted it, and then wished they could be more certain they wouldn't make the same expensive mistake all over again. Her book not only provides a proven system for attracting the very best people to your organization, but also offers important insights on holding on to those people once they’re on the team. The seven-step process she shares in The Right Hire: Attract and Retain the Best People, the latest release in the Sandler Management Series, has been tested in multiple industries over a period of decades. It works. The only question is: Will you take advantage of it before your competition does? \"A definitive piece of work that will support successful leaders and HR professionals for years to come. Highly recommended.\" -- James Chessum, Director, Red 5 Recruitment Solutions, UK\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806292648088,"sku":"BK.44904377.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/TheRightHire.png?v=1789051608"},{"product_id":"bk-en-r2e-dm-01-the-road-to-excellence","title":"The Road To Excellence","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/Road-Excellence-Leadership-Strategies-Bulletproof-ebook\/dp\/B07B3BZJZX\/ref=sr_1_1?s=digital-text\u0026amp;ie=UTF8\u0026amp;qid=1526475729\u0026amp;sr=1-1\u0026amp;keywords=the+road+to+excellence\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eThe “Blind-Spots Syndrome” undermines or destroys too many businesses. Mattson offers six powerful leadership strategies that help you identify and correct the most dangerous leadership oversights … and take your company into the top tier.\u003c\/p\u003e\n\u003cp\u003eMost leaders are passionate about their business, and if they had better ideas for how to grow their company, they would use them. They really do want to move their company into the top rank … but they have learned first-hand that just wanting that is not enough. They work very, very hard … but after a while, they realize that, no matter how hard they work, something important seems to be missing, and they’re not quite sure what that something is. They’ve fallen prey to the “Blind Spots Syndrome” – they don’t know what they don’t know about the obstacles they face.\u003c\/p\u003e\n\u003cp\u003eTHE ROAD TO EXCELLENCE identifies the common blind spots that can take any business off track. The book gives you six powerful leadership strategies that, when followed, make it easier for you to find the answer the critical question: \u003cem\u003eWhat, exactly, stands between my company and organizational Excellence – and what do I do about it?\u003c\/em\u003e\u003c\/p\u003e\n\u003cp\u003eOnly when you’ve answered that question can you take your company into the top tier!\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806292680856,"sku":"BK.44904372.001","price":32.5,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/TheRoadToExcellence.png?v=1789053485"},{"product_id":"bk-en-scp-bb-02-the-sales-coachs-playbook-cracking-the-performance-code","title":"The Sales Coach's Playbook: Cracking the Performance Code","description":"\u003cp\u003e\u003cstrong\u003eREVISED AND EXPANDED SECOND EDITION – THE SALES COACH'S PLAYBOOK: CRACKING THE PERFORMANCE CODE\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003eThere is no one-size-fits-all sales coaching model. There are only approaches that have been shown to be successful in particular situations. Acting as coach, the manager must identify each individual salesperson's personal \"success code\" and use that code to unlock the salesperson's potential for success. It is always up to the coach to choose the right approach for the salesperson and the situation. In this sense, effective sales coaching is a series of adjustments to particular people and circumstances.\u003c\/p\u003e\n\u003cp\u003e\u003cem\u003eThe Sales Coach’s Playbook\u003c\/em\u003e\u003cspan\u003e \u003c\/span\u003eoffers an overview of the sales coaching practices the best Sandler-trained sales coaches have found to be most effective over the past four decades, and an in-depth discussion of the situations where they are most likely to be useful.\u003c\/p\u003e\n\u003cp\u003e\u003cstrong\u003e“Creating a common language in your sales team is a constant goal, and this book gives the roadmap.”\u003c\/strong\u003e\u003cbr\u003e—DENIS WAITLEY, author, \u003cem\u003eThe Psychology of Winning\u003c\/em\u003e\u003c\/p\u003e\n\u003cp\u003e \u003c\/p\u003e\n\u003cp\u003eAlso available on \u003ca href=\"https:\/\/a.co\/d\/4UaZdLH\"\u003eAmazon\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eand \u003ca href=\"https:\/\/a.co\/d\/6ugTett\"\u003eKindle\u003c\/a\u003e \u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806292877464,"sku":"BK.44904401.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/TheSalesCoach_sPlaybookCrackingthePerformanceCode.jpg?v=1789053589"},{"product_id":"bk-en-sr-dm-01-the-sandler-rules","title":"The Sandler Rules","description":"\u003cp\u003e\u003cstrong\u003e\u003cem\u003eAn Amazon and Wall Street Journal Bestseller!\u003c\/em\u003e\u003c\/strong\u003e\u003cbr\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"http:\/\/www.amazon.com\/The-Sandler-Rules-Timeless-Principles-ebook\/dp\/B0033WSW7K\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eDavid Mattson, CEO and President of Sandler Training, delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation.\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eDo you ever wonder why some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales?\u003c\/li\u003e\n\u003cli\u003eWhy is it that two salespeople selling the same product in the same market can have such different results?\u003c\/li\u003e\n\u003cli\u003eAre great salespeople born with a special gift—perhaps the right personality?\u003c\/li\u003e\n\u003cli\u003eWere they better educated?\u003c\/li\u003e\n\u003cli\u003eDid they have more experience?\u003c\/li\u003e\n\u003cli\u003eWere they just lucky to find themselves in the right places at the right times with the right people?\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eNo, they simply understand human relationships, and how to use that knowledge to close deals. These forty-nine unforgettable rules are the basis of Sandler’s unique sales training. \u003c\/p\u003e\n\u003cp\u003eFeatured on the\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.talentlms.com\/blog\/best-books-sales-team-training\/\"\u003elist of best Sales books by TalentLMS\u003c\/a\u003e. \u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806293106840,"sku":"BK.44904333.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/TheSandlerRules.png?v=1789053666"},{"product_id":"bk-en-rsp-dm-01-the-sandler-rules-for-sales-leaders","title":"The Sandler Rules for Sales Leaders","description":"\u003cp\u003e\u003cspan\u003eThe definitive resource for effective sales leadership. \u003c\/span\u003e\u003cbr\u003e\u003cbr\u003e\u003cspan\u003eHere’s a mystery. We have a common language and a common process for every single department in the organization ... except sales. Everyone in accounting talks the same language. In marketing, there’s a very analytical process by which team members agree to measure the results. In operations, or engineering, or any other part of the organization you care to name, everyone agrees on the process by which the work gets done, and everyone agrees on the key terms that connect to that process. Yet sales, for some reason, typically doesn't have a consistent process that managers and employees can understand and agree to follow. In fact, on most sales teams, salespeople tend to resist any attempt to establish a consistent process for the team as a whole –– and managers tend to let them! \u003c\/span\u003e\u003cem\u003eWhy? \u003c\/em\u003e\u003cbr\u003e\u003cbr\u003e\u003cspan\u003eThe Sandler Rules for Sales Leaders details a sales management process that works. It offers 49 timeless, proven principles for effective sales leadership.\u003c\/span\u003e\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806293172376,"sku":"BK.44904362.001","price":27.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/TheSandlerRulesforSalesLeaders.png?v=1789054020"},{"product_id":"bk-en-sc-dm-01-the-success-cadence","title":"The Success Cadence","description":"\u003cp\u003ePurchase your \u003ca href=\"https:\/\/www.amazon.com\/Success-Cadence-David-Mattson-ebook\/dp\/B07RN9BBMM\/ref=sr_1_1?keywords=the+success+cadence\u0026amp;qid=1559567711\u0026amp;s=gateway\u0026amp;sr=8-1\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003eIs there a strategy you can count on to deliver rapid, \"hockey stick\" growth to your company? The answer, according to David Mattson, CEO and President of the global organization Sandler Training, and Tom Schodorf and Bart Fanelli, veterans of the high-tech sales wars, is “yes.” Aggressive growth depends on a critical strategic decision: the decision to invest in your sales team.\u003c\/p\u003e\n\u003cp\u003eSales is, after all, all about building and supporting personal business relationships. High-performing salespeople are the means by which those relationships are created and sustained. You need top-tier salespeople to create and support one-on-one relationships with senior-level decision makers. If your objective is rapid, scalable growth, you must target such salespeople in escalating numbers, recruit them, hire them, support them, and ramp them up to full capacity … quickly.\u003c\/p\u003e\n\u003cp\u003eThis book sets out a viable plan for doing just that. In Part One, \u003cem\u003eLaying the Foundation\u003c\/em\u003e, you learn what your real job as a sales leader is. In Part Two, \u003cem\u003eThe Calendar Matters\u003c\/em\u003e, you find out how to establish and sustain the unique organizational rhythm – the cadence -- of a rapid-growth sales culture. And in Part Three, \u003cem\u003eFrom Low Growth to Rapid Growth\u003c\/em\u003e, you get insights on how to overcome the most common obstacles to launching and supporting \"hockey stick\" revenue growth.\u003c\/p\u003e\n\u003cp\u003eYou can transform your company’s performance capacity … by consciously designing a clear daily, weekly, monthly, and quarterly operational cadence for yourself and your growing sales team. \u003cem\u003eThe Success Cadence \u003c\/em\u003eis marketplace rocket fuel. Light it!\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806293336216,"sku":"BK.44904380.001","price":35.65,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/TheSuccessCadence.png?v=1789054102"},{"product_id":"bk-en-usw-lf-01-the-unapologetic-saleswoman","title":"The Unapologetic Saleswoman","description":"\u003cp\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/Success-Cadence-David-Mattson-ebook\/dp\/B07RN9BBMM\/ref=sr_1_1?keywords=the+success+cadence\u0026amp;qid=1559567711\u0026amp;s=gateway\u0026amp;sr=8-1\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e\n\u003cp\u003e\u003cspan id=\"isPasted\"\u003eMany women have been socialized to believe that being “good” involves being told by others what to do and what not do, going along with these requests, and apologizing and conceding when there is a conflict or disagreement. These learned scripts don’t go away when we find ourselves in front of a buyer; in fact, they feed right into the buyer’s system. How? We follow the buyer out of habit and we lose control of the sales process … because being led by the buyer feels like being “good.” We give in to their demands even if they are not in our best interests. When this learned script combines with the typical salesperson’s low concept of themselves, it can add up to being steamrolled by the buyer on a sales call. \u003c\/span\u003e\u003cspan\u003eThe Unapologetic Saleswoman\u003c\/span\u003e\u003cspan\u003e shows you how to rewrite these internal scripts.\u003c\/span\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cspan\u003e\u003cbr\u003eBased on decades of personal experience as a successful saleswoman and personal coach, author Lorraine Ferguson shares insights and practical how to’s for overcoming some of the most common concerns and self-doubts and erasing the negative connotations of selling … so you can stop apologizing for doing your job and reach your full potential as a professional saleswoman.\u003c\/span\u003e\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806293434520,"sku":"BK.44904376.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/TheUnapologeticSaleswoman.png?v=1789054639"},{"product_id":"bk-en-wpb-gn-01-why-people-buy","title":"Why People Buy","description":"\u003ch2\u003e\u003cstrong\u003ePurchase your\u003cspan\u003e \u003c\/span\u003e\u003ca href=\"https:\/\/www.amazon.com\/Why-People-Buy-Features-Benefits-ebook\/dp\/B075QJBQSP\/ref=sr_1_1?s=digital-text\u0026amp;ie=UTF8\u0026amp;qid=1508770468\u0026amp;sr=1-1\u0026amp;keywords=why+people+buy\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/strong\u003e\u003c\/h2\u003e\n\u003cp\u003eLearn the secret of what really drives sales – and how to give people what they need so they want to buy from you.\u003c\/p\u003e\n\u003cp\u003eAre you a salesperson who has been hearing too many “We’ll think it overs”, “Get back to mes”, and “We’ll let you knows”?\u003c\/p\u003e\n\u003cp\u003eIf so, you’re in good company. Author Greg Nanigian has interviewed thousands of chief executives, sales managers, and salespeople, and found that over 90% of them have exactly the same problem.\u003c\/p\u003e\n\u003cp\u003eWhy? Because they’ve been taught to rely on an ineffective traditional selling process, one that includes features, benefits, and free consulting very early in the discussion. This means they present too soon and leave the customer in control of the relationship.\u003c\/p\u003e\n\u003cp\u003eAs a result, they don’t get beyond a superficial discussion of prospects’ interests and problems. They also don’t uncover the impact of those problems on prospects’ companies or families, don’t identify the impact on prospects personally, and don’t establish prospects’ level of commitment to fixing the problem. The bottom line: they never find out the prospects’ true feelings—and feelings are where selling takes place.\u003c\/p\u003e\n\u003cp\u003eThe Sandler Selling System is a tested, proven seven-step process for effective selling. It’s fueled by techniques based in psychological models. The cornerstone of the Sandler system is a step in the process called the Pain Step. In Greg Nanigian’s new book WHY PEOPLE BUY, you’ll discover how you can use the Pain Step to:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eShorten your selling cycle,\u003c\/li\u003e\n\u003cli\u003eSave time by disqualifying prospects who aren’t going to buy, and\u003c\/li\u003e\n\u003cli\u003eImprove your closing ratio dramatically.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003e WHY PEOPLE BUY uncovers what really drives sales. 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Josh Seibert answers that question in his powerful new book from Sandler Training.\u003c\/p\u003e\n\u003cp\u003eIn the real world, adults don’t learn by memorizing facts. There’s a natural learning progression from acquiring knowledge to the application in the work role, to developing skills, to adopting new, productive habits. It looks like this:\u003c\/p\u003e\n\u003cp\u003eKnowledge \u0026gt; Application \u0026gt; Skills \u0026gt; Habits \u0026gt; Results = Learning \u003c\/p\u003e\n\u003cp\u003eInevitably, there are failures along the way. These failures are part of the learning process … but too often, our learning initiatives, and our working cultures, make failure taboo. No one wants to be seen failing.\u003c\/p\u003e\n\u003cp\u003eJosh Seibert’s new book WINNING FROM FAILING: BUILD AND LEAD A CORPORATE LEARNING CULTURE FOR HIGH PERFORMANCE shows company leaders how to harness the natural adult learning progression. His book shows sales leaders (and others) how to create, support, and sustain a workplace learning culture that measurably improves performance. Launching such a culture always starts with top management’s recognition that it is it okay, even essential, for people to fail …  within clearly defined boundaries.\u003c\/p\u003e\n\u003cp\u003eWINNING FROM FAILING is a proven roadmap for creating a high-performance learning culture in the workplace, based on the principles of the Sandler Selling System.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806293631128,"sku":"BK.44904364.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/WinningFromFailing.png?v=1788891457"},{"product_id":"bk-en-yes-dahshs-01-yes-you-can-take-a-day-off","title":"Yes, You Can Take a Day Off","description":"\u003cp\u003eOwning a business can be rewarding…but it can also be exhausting. Many small business owners fall prey to traps that lead to them being spread too thin, cause burnout, or lead to business failure. \u003cbr\u003e\u003cbr\u003eIn \u003cem\u003eYes, You Can Take a Day Off\u003c\/em\u003e, authors Hiatt and Sykes provide a roadmap for entrepreneurs and small business owners on how to identify and steer clear of these nine toxic misconceptions. \u003cbr\u003e\u003cbr\u003eHaving each owned a small business, Hiatt and Sykes share insights and actionable steps that have helped thousands of small-business owners overcome each one of these traps by implementing powerful, proven strategies that:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eSmooth out and accurately predict cash flow. \u003c\/li\u003e\n\u003cli\u003eBuild a repeatable and scalable framework for growing revenue.\u003c\/li\u003e\n\u003cli\u003eDefine the vision and direction that others will follow. \u003c\/li\u003e\n\u003cli\u003eBridge gaps in communication. \u003c\/li\u003e\n\u003cli\u003eCreate and sustain a healthy work\/life balance.\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eAlso available in \u003ca href=\"https:\/\/www.amazon.com\/dp\/1737010283\" target=\"_blank\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eon Amazon.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806293663896,"sku":"BK.44904398.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/Yes_YouCanTakeaDayOff.png?v=1788891376"},{"product_id":"bk-en-yctak-dhs-01-you-cant-teach-a-kid-to-ride-a-bike-at-a-seminar-2nd-edition","title":"You Can't Teach a Kid To Ride a Bike at a Seminar (2nd Edition)","description":"\u003cp\u003eYou Can’t Teach a Kid to\u003cspan\u003e \u003c\/span\u003e\u003cstrong\u003eRide\u003c\/strong\u003e\u003cspan\u003e \u003c\/span\u003ea Bike at a Seminar, Second Edition, retains David Sandler's classic, battle-tested advice on driving personal and organizational success by breaking the rules of conventional selling. And now Sandler Training’s CEO, David Mattson, has revisited it to provide additional skills designed for today’s highly competitive, more complex, tech-savvy sales landscape. With this powerful guide, you’ll learn how to:\u003c\/p\u003e\n\u003cul\u003e\n\u003cli\u003eTake the lead in the \"buyer\/seller dance\"\u003c\/li\u003e\n\u003cli\u003eGet the prospect to do most of the talking\u003c\/li\u003e\n\u003cli\u003eHave a process for answering questions from prospects\u003c\/li\u003e\n\u003cli\u003eKnow when a prospect is shopping you . . . and what to do about it\u003c\/li\u003e\n\u003cli\u003eMove the relationship forward without becoming an unpaid consultant\u003c\/li\u003e\n\u003cli\u003eMaster the seven steps of the \"Sandler Submarine\"\u003c\/li\u003e\n\u003cli\u003eUse LinkedIn as a prospecting and qualifying tool\u003c\/li\u003e\n\u003cli\u003eEstablish an “up-front contract,” or call roadmap, before your face-to-face meeting\u003c\/li\u003e\n\u003cli\u003eUse online research to turn \"cold calls\" into warm calls\u003c\/li\u003e\n\u003c\/ul\u003e\n\u003cp\u003eSales professionals and teams that follow these principles—and others outlined in the book—will transform themselves from mediocre performers into selling superstars.\u003c\/p\u003e\n\u003cp\u003eYou Can’t Teach a Kid to Ride a \u003cstrong\u003eBike\u003c\/strong\u003e\u003cspan\u003e \u003c\/span\u003eat a Seminar is a potent mixture of Sandler’s timeless techniques and best practices from the most effective sales operation today.\u003c\/p\u003e\n\u003cp\u003eFeatured on the \u003ca href=\"https:\/\/www.talentlms.com\/blog\/best-books-sales-team-training\/\"\u003elist of best Sales books by TalentLMS\u003c\/a\u003e.\u003c\/p\u003e\n\u003cp\u003ePurchase your \u003ca href=\"https:\/\/www.amazon.com\/Cant-Teach-Ride-Bike-Seminar-ebook\/dp\/B00TSPOA68\/ref=sr_1_3_twi_2?ie=UTF8\u0026amp;qid=1425909995\u0026amp;sr=8-3\u0026amp;keywords=you+can%27t+teach+a+kid+to+ride+a+bike+at+a+seminar\"\u003eKindle\u003c\/a\u003e\u003cspan\u003e \u003c\/span\u003eversion on Amazon.\u003c\/p\u003e","brand":"Sandler","offers":[{"title":"Default Title","offer_id":49806293696664,"sku":"BK.44904348.001","price":24.25,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0697\/8178\/2680\/files\/YouCan_tTeachaKidToRideaBikeataSeminar_2ndEdition.png?v=1788890908"}],"url":"https:\/\/shop.sandler.com\/collections\/books.oembed","provider":"Sandler ","version":"1.0","type":"link"}