Category: Sales

  • Indispensable Tools for Selling in Tough Times Bundle

    Download all 7 eBooks on Selling in Tough Times.

  • Marketing and Sales Bundle

    Download all 19 Marketing and Sales eBooks at a greatly reduced price.

  • The Entrepreneurial Sales Person

    The DNA of an Entrepreneurial Sales Person: 21 Must Have Characteristics. This eBook will attempt to help entrepreneurs better understand and appreciate what to look for in that first critical sales hire to better ensure success.

  • Sales Essentials For Entrepreneurs

    This eBook will explore general concepts that entrepreneurs should know and consider about sales. It is designed more for identifying sales challenges rather than focusing on solutions. The latter requires more intense training and support than this eBook allows for.

  • Sales Beliefs and Truths

    This eBook will simply list these truths without much explanation. The eBook goes hand-in-hand with the related eBook Sales Essentials.

  • The Importance of a Structured Sales Process

    This eBook will explain why an organization should establish a formal process, what that process might look like and provide practical examples of how to execute each step in the process.

  • Conducting A Discovery Call

    This eBook will help with ideas to improve the onboarding, training and support of new sales people to the organization.

  • Handling Objections

    This eBook will explore general concepts that entrepreneurs should consider in preparing for objection. We will explore the kinds of objections that you will get and offer tips on how to deal with them before or as they surface.

  • Qualifying Buyers

    This eBook will explore ways to better qualify accounts and try to get prospective buyers successfully through the decision point or, at least eliminate potential “no decisions” earlier.

  • Sales Presentations That “click”

    This eBook will explore general concepts that entrepreneurs should consider when developing eBooks to contribute to a thought leadership program which ultimately should generate sales opportunities.

  • The Dreaded Pilot

    Buyers always want to mitigate risk. And they are often reluctant and skeptical of change. Therefore, at the end of a long sales process or, in their view, buying process, they will demand a pilot or trial of your product to make sure that it will work…for them. This eBook will help with ideas to deal with request for pilots.

  • Early Stage Customer Acquisition

    This eBook will explore general concepts that entrepreneurs should consider in acquiring customers. As mentioned earlier, sales skills are an essential part of this process – and an important enough topic to warrant a dedicated eBook. We strongly recommend you read “Sales Essentials” as a companion to this document.

  • Onboarding New Customers

    This eBook will help with ideas to improve the successful onboarding, training and support of new customers.

  • The Justification Toolkit

    This eBook will help offer insights to improve your odds of getting your product approved.

  • Sales Operations – Supporting The Sales Organization

    This eBook will help with ideas to improve the onboarding, training and support of new sales people for the organization with a focus on B2B sales.

  • Establishing Effective Partnerships

    This eBook will explore general concepts that entrepreneurs should consider in selecting and working with a partner. We will explore the partnering relationships and provide guidance on choosing the right partnerships based on your needs and guidelines for how to think about revenue sharing.