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The Sales Podcast Books

Hosted by Wes Schaeffer, The Sales Whisperer®

Best Sales Books

From Episode 395, Brian Kurtz

 

Distilling the wisdom of the world’s greatest advertisers, direct marketing expert Craig Simpson delivers an education on direct marketing and advertising copy that creates brand awareness, sells products, and keeps customers engaged. Walks readers through time-tested methods of creating effective ad copy that increases profits. Dissects the principles of legendary marketers like Robert Collier, Claude Hopkins, John Caples, and David Ogilvy.

From Episode 395, Brian Kurtz

 

Brian Kurtz is the bridge connecting the bedrock fundamentals of direct response marketing to the state-of-the-art strategies, tactics, and channels of today. Overdeliver distills his expertise from working in the trenches over almost four decades to help readers build a business that maximizes both revenue and relationships.

From Episode 393, Stephan Spencer

 

What would happen to your productivity if your Web searches always quickly returned the most relevant results? Over the course of a year, you could recover days of time wasted on inefficient searches and irrelevant results; and by mastering Google’s search refinement operators and lesser-known features, hard-to-find information such as market research and competitive intelligence would become accessible to you. This book will show you how to find what you need quickly and accurately.

From Episode 393, Stephan Spencer

 

Three acknowledged experts in search engine optimization share guidelines and innovative techniques that will help you plan and execute a comprehensive SEO strategy. Complete with an array of effective tactics from basic to advanced, this third edition prepares digital marketers for 2016 with updates on SEO tools and new search engine optimization methods that have reshaped the SEO landscape Novices will receive a thorough SEO education, while experienced SEO practitioners get an extensive reference to support ongoing engagements.

  • Comprehend SEO’s many intricacies and complexities
  • Explore the underlying theory and inner workings of search engines
  • Understand the role of social media, user data, and links
  • Discover tools to track results and measure success
  • Examine the effects of Google’s Panda and Penguin algorithms
  • Consider opportunities in mobile, local, and vertical SEO
  • Build a competent SEO team with defined roles
  • Glimpse the future of search and the SEO industry

From Episode 392, Steve Gordon

 

Gordon doesn't offer stale advice like "ask more often" or "improve customer service" or "use this script!" He gives you a paradigm shifting approach to getting loads more referrals, while spending less time, effort and energy. You'll finally see a path to attracting a predictable stream of referrals to your business...without ever "begging" for a referral again! Discover: The three ways to increase your referrability The trick to getting 5-10 referrals in your very next client meeting Why "asking more" rarely leads to more referrals The secret reason you're not getting more referrals Why chasing "referral partners" is a waste of time

From Episode 392, Steve Gordon

 

Do you ever feel that the networking you do only produces results sporadically? Have you ever had a lunch or coffee meeting with a referral partner where you both walked away excited about your new “mutually beneficial relationship” then never got any real benefit? If you’re ready to escape the networking “Hamster Wheel of Death,” this book gives you the path to fast freedom. Finally, discover a method for establishing real, and productive referral relationships without running all over town attending every networking event, charity committee meeting, or Chamber mixer. Use this simple blueprint for easily giving massive value to your key business relationships, catapulting past gatekeepers to reach your most valuable prospects, and reducing your total business development time to just a few focused hours each month.

From Episode 390, Pam Perry

 

Inside You'll Discover: Lucrative Publicity Tactics Profitable Branding Strategies Win-Win Joint Venture Methods Money Making Marketing Systems

From Episode 390, Pam Perry

 

115 PR Tips to Brand Your Ministry by Pam Perry – This Ebook is a PR pros “marketing mind ”melted down on paper. It covers corporate branding, promoting events, graphic design, how to get radio, TV & print interviews, how to “catch” up on the Web 2.0 revolution and how to build a team and how to garner a strong internet PR campaign.

From Episode 386, James MacGregor

 

James McGregor has spent 25 years in China as a businessman, journalist and author. In this, his latest highly readable book, he offers extensive new research that pulls back the curtain on China’s economic power. He describes the much-vaunted “China Model” as one of authoritarian capitalism, a unique system that, in its own way, is terminating itself. It is proving incompatible with global trade and business governance. It is threatening multinationals, which fear losing their business secrets and technology to China’s mammoth state-owned enterprises. It is fielding those SOEs – China’s “national champions” -- into a global order angered by heavily subsidized state capitalism. And it is relying on an outdated investment and export model that’s running out of steam. What has worked in the past, won’t work in the future. The China Model must be radically overhauled if the country hopes to continue its march toward prosperity. The nation must consume more of what it makes. It must learn to innovate. It must unleash private enterprise.

From Episode 386, James MacGregor

 

Companies from around the globe are flocking to China to buy, sell, manufacture, and create new products, but as former Wall Street Journal China bureau chief turned successful corporate executive James McGregor explains, business in China is never quite what it seems. One Billion Customers offers compelling narratives of personalities, business deals, and lessons learned, creating a coherent pictures of China's emergence as a global economic power with a dog-eat-dog business climate that has turned bureaucrats into billionaires and left many foreign business executives with their pockets turned inside out.

From Episode 383, Todd Hockenberry

 

Inbound Organization shows leaders how to build their company's future around Inbound principles and strengthen the structural foundations necessary to deal with the changes in buyer behavior. It explains how and why Inbound ideas and how to create a remarkable customer experience belong in the boardrooms and on the desks of founders, entrepreneurs, business leaders, and anyone who has a responsibility to lead their organizations into the future.

• Discover the foundation of inbound principles

• Learn how to put ideas into practice today

• Read about organizations that successfully apply the principles of Inbound • Keep your business on course to succeed amidst buyer changes Stay ahead of the curve and learn how to use Inbound principles to ensure you’re always ahead of the curve.

From Episode 382, Andy Paul

 

Customers today have a simple request of all sellers: "Just give me the information I need. Now. Don't dress it up, don't overdo it, don't take me to lunch. The time I have to invest in you is limited, and all your extraneous activity just wastes my time." Zero-Time Selling gives every sales professional, sales manager, entrepreneur and CEO the tools to be completely responsive to that customer request. And win more orders in less time. Zero-Time Selling describes the 10 essential sales practices that will enable you to:

1. Sell more, faster, without adding headcount

2. Create value for customers and differentiate yourself from competitors by how you sell

3. Convert a greater percentage of your sales leads into orders

4. Build a loyal customer base and increase repeat business

5. Increase the productivity of all your sales channels

From Episode 382, Andy Paul

 

Customers today are overloaded with information and overwhelmed by options. The truth is, product value is so high across the competition that any kind of meaningful product differentiation--at least in the customers’ eyes--has all but disappeared. Therefore, between not recognizing product differences, combined with not having any time to spare to investigate what they don’t know, the difference maker for many decision makers . . . is you!The salesperson who is always responsive and completely focused on value will, more times than not, be the one who will stand out from the crowd and get the sale. Combining leading-edge research with a vast amount of field experience, Amp Up Your Sales will show anyone how to become the trusted sales professional who consistently wins new business. Readers will learn how to:

• Maximize the value of their selling

• Accelerate responsiveness to build trust and credibility

• Earn valuable selling time with customers

• Shape the buyer's vision

• Integrate persuasive stories into their sales process

• Build lasting relationships through follow-up and customer service

The bad news is, your customers won’t understand and appreciate all the advantages of your product. The good news is, they aren’t making the decision based on the product, but on you!

From Episode 382, Andy Paul

 

Customers today are overloaded with information and overwhelmed by options. The truth is, product value is so high across the competition that any kind of meaningful product differentiation--at least in the customers’ eyes--has all but disappeared. Therefore, between not recognizing product differences, combined with not having any time to spare to investigate what they don’t know, the difference maker for many decision makers . . . is you!The salesperson who is always responsive and completely focused on value will, more times than not, be the one who will stand out from the crowd and get the sale. Combining leading-edge research with a vast amount of field experience, Amp Up Your Sales will show anyone how to become the trusted sales professional who consistently wins new business. Readers will learn how to:

• Maximize the value of their selling

• Accelerate responsiveness to build trust and credibility

• Earn valuable selling time with customers

• Shape the buyer's vision

• Integrate persuasive stories into their sales process

• Build lasting relationships through follow-up and customer service

The bad news is, your customers won’t understand and appreciate all the advantages of your product. The good news is, they aren’t making the decision based on the product, but on you!

From Episode 380, David Brier

 

Brand Intervention, 33 Steps to Transform The Brand You Have into the Brand You Need, is the first book written for CEOs, entrepreneurs, brands, and startups that don’t have time to read a book on branding. You and your brand are a revolution waiting to happen. This book was written to provide the tools to get your brand seen, heard, and ready to change the world written and designed by award-winning brand expert and rebranding specialist David Brier, the recipient of over 325 international awards and ranked #3 worldwide for branding by Klout.

From Episode 379, Jason Linett

Work Smart Business will share with you the tested principles and proven strategies to turn your business ideas into a successful reality. This eye-opening book will give you a road map to reset your business mindset to WORK SMART. It will give you tested, proven strategies to turn your ideas into business success. You will discover methods to create a sustainable business that easily scales itself year after year.

From Episode 375, Carson Cook

Are you ready to make your sales deals faster, easier and more profitable? No Shit! No-Shit Sales, by the CSO Pro, is a fast-paced sales Entrepreneurship guide designed to increase your monthly sales and income. Carson Cook is an expert in the field of one-call-closes, car sales, insurance sales and processing as well as sales coaching and mentorship. Carson's perspective on closing and sales coaching will boost your sales and inspire your team to transform their monthly numbers by making your deals faster and easier. This handy guide doesn't hold back and shows that sales entrepreneurship is possible for anyone with the ambition to sell like The CSO Pro—Carson Cook. Throughout the book, you'll find activities and sales anecdotes that will help mentor your abilities and change your perspective on the sales cycle. No-Shit Sales is a must read in today's fast paced sales environments; you'll learn how a few sales tricks, psychology, and a little profanity can convert a reluctant lead into an enthusiastic customer—every time!

From Episode 374, Dr Stanley G Robertson

A professional football player quit during halftime. A military commander quit his troops to be with his family. People who quit are often ridiculed and shamed because we are a hyper-performance-based society where "quit" is a dirty word. There are countless situations of everyday individuals who struggle over the decision to quit because of the emotional stigma associated with the concept. But the notion that "winners never quit" is a myth. The truth is that winners quit all the time. It is the act of quitting a current goal that opens up the possibilities for a new one.

From Episode 373, Jonathan Edwards

Olympian Jonathan Edwards has written the ultimate guide book for athletes with big dreams and the parents, coaches, and organizations who support them. An "unlikely" Olympian and a coach for over twenty-five years, Jonathan has distilled years of coaching wisdom into this handy book that every athlete, parent, or coach should have in their gym bag. In today's age of competitive sports programs at younger and younger ages, it's easy for athletes to get discouraged. To think that their window of opportunity has passed them by. It's simply not true. Jonathan has a way of encouraging athletes of all ages, and all competitive abilities, to go after their dreams with a comprehensive plan to make it happen.

From Episode 372, Brian Margolis

Simplify Your Strategy and Magnify Your Results. Can your business strategy fit on an index card? Can you run your sales job from an index card? Can it really be that simple? Yes, yes, and yes … eventually. Achieving simplicity isn’t easy, but the rewards are extraordinary. The good news is the hard work has already been done. The blueprint for simplifying your strategy has been created. The Index Card Business Plan lays out a proven system (the Pillar System) to develop a simple strategy – a strategy to cut through the clutter and move you toward clarity, simplicity and most importantly … results.

From Episode 371, David Newman

As a small-business owner or solopreneur, you wear many hats--perhaps the most important of which is marketer. But these days, with so many new ways to reach customers and clients -- and only so much time in the day -- it's hard to know where to start. Should you be using social media? Email? Blogs? Video? SEO? Small business marketing doesn't have to be a mystery. It's just a series of simple decisions (and the action steps to implement those decisions) that will help you regain the clarity, confidence, and control you need to succeed. Do It! Marketing is a quick read and an encouraging kick in the pants that will reignite your marketing mojo. The underlying premise is that "only action creates results."

From Episode 370, John Crowley

Crowley started on his quest to join this elusive group, he voraciously consumed sales books, podcasts and more. But when he implemented their suggested hacks, tips and tricks, his commission decreased. Why? With every new sales technique, he moved further away from the basics. The "experts" of the sales world muddies the waters and made us believe there's a magic bullet to make selling easy. Magic bullets don't exist in sales. Through trial and error and a lot of knuckle dragging, John figured out what worked and what didn't. None of it was "easy" or "magic," but it was simple. You persist and win... or you quit and fail. You hunt and gather... or you starve and die. Even a caveman could understand that. Welcome to the De-Evolution Revolution of Sales.

From Episode 369, Sarah Wirth

The Coaching Effect will help leaders at all levels understand the necessity of challenging people out of their comfort zone to create a high-growth organization. Leaders will learn how they can develop trust relationships, drive accountability and leverage growth experiences to propel their team members to the highest levels of success.

From Episode 368, Jason Redman

OVERCOME combines the fierce framework of a SEAL's mental toughness and leadership training with Redman's remarkable recovery from combat-sustained injuries that nearly ended his life. Despite dealing with depression, fear, and bouts of hopelessness, Redman's overcome mindset empowered him to lead himself back to health and begin a no-excuses journey to a new level of elite performance in business.

From Episode 368, Jason Redman

Decorated US navy SEAL lieutenant Jason Redman was critically wounded in 2007 while leading a mission against a key al-Qaida commander, when his mobility and assault forces team was ambushed and he was struck by machine-gun fire at point-blank range. During the intense recovery that followed, Redman gained national attention after posting a sign on his hospital door that went on to become a symbol for wounded warriors everywhere. In this inspiring account he speaks candidly of his SEAL career and the extraordinary devotion of his wife and family, without whom he would not have survived. Vivid and emotionally resonant, The Trident traces the evolution of a modern warrior, husband, and father—a man who has come to embody the never-say-die spirit that defines America's elite fighting force.

From Episode 367, Deepak Shukla

I was able to generate over 20 million views, sign up 25k+ people to my email list, was at one time the fastest growing writer on Quora, and had the most upvoted answer. And I am here to show you how you can do the same. When you market yourself - and/or your business - online you get to know the ins and the outs of different social media sites very quickly. You can tweet in your sleep and at this point, your Facebook page basically runs itself. And Instagram? You’re giving the Kardashians a run for their money. But have you given Quora a try yet? If you are serious about lead generation you need to, and soon.

From Episode 367, Deepak Shukla

It does not matter what you do - SEO, programming, writing, graphics - whatever you do there is high paying work out there on Upwork for you, and, in addition, there are great leads out there too, leads that can convert into high paying work off the platform. You just need to know how to make Upwork work for you. I'm Deepak Shukla. I'm an early thirty-something British Indian. I founded - and continue to lead - a successful lead generation and SEO agency, Pearl Lemon, that now does six figures in annual business and employs more than a dozen people. I've done TED talks, I'm a motivational speaker, an ultramarathoner and much more. In other words, I'm doing more than OK career-wise.

From Episode 367, Deepak Shukla

If you're in search of the best jobs in the world - it requires an approach like nothing else. When you have 50k candidates + per year applying. Your CV NEEDS to be smoking. This guide will show you how. As someone that has reviewed over 1000 CVs, worked at a top corporate level - has had 25 jobs before the age of 25 I've seen and worked with the worst and the best. I've also successfully helped candidates land interviews at Goldman, Google, Microsoft and more.

From Episode 367, Deepak Shukla

Even if your ideal client isn’t on LinkedIn, which again, they probably actually are, it can be a great place to meet other entrepreneurs and business owners who can help you in all kinds of different ways. Savvy folks can make use of LinkedIn to find collaborators, freelancers, vendors and more. Those who make use of it best also find they gain supporters and, dare I say it, fans, who will help bolster their reputation and their brand. Who should take the time to read this book? You should, if: You understand that LinkedIn has the potential to grow your business but just don't how to use it to do so. You're tired of the never-ending, sometimes desperate search for one project after another, and the fight for the same small-budget clients as your competitors. You really want to work with clients who have bigger budgets and are open to retainer work. You're willing to invest some time and energy into actively using LinkedIn on a regular basis. Based on personal strategies he has used to secure over seven figures worth of new business in less than a year, lead generation expert Deepak Shukla guides you, step by step, through the process needed to turn your LinkedIn profile into a lead-generation machine.

From Episode 366, Todd Caponi

Buyers today have knowledge at their fingertips and most of their information gathering will routinely happen before you even walk through the door or get them on the phone. Armed with information, their guard is up – and they are skeptical. Today, anyone buying anything relies on reviews and feedback shared by strangers and often trust those anonymously posted experiences more than the claims made by the providers of the products or services themselves. They expect to see the full picture and find out all of the pros and cons before making any purchase. And the larger the purchase, the greater the demand for transparency.

From Episode 365, Lance Tyson

With over twenty years of sales experience, Lance knows what it takes to succeed in the industry and has compiled his knowledge to help companies and individuals: ✔ increase sales production, ✔ shorten sales cycle time, ✔ reduce cost of sale, and ✔ develop talent. Learn from one of the best in the business. Let Selling is an Away Game help you and your company understand how to objectively view your current sales strengths and weaknesses and learn how to improve to beat out the competition.

From Episode 364, Juliana Stancampiano

Radical Outcomes is a blueprint for a new way of working. Instead of taking old methods and retrofitting them for new technology, Stancampiano unveils a collaborative, fast, and effective way of working that avoids randomness and organizational drag. The book offers a new way of working—the future of the way people and teams will work together. Find out how to get tangible results through a structured process Cut through noise and information overload to give people what they really need Design the right output for the right outcome Improve and succeed no matter where you are in the organization

From Episode 358, James Swanwick

YOU’RE NOT AN ALCOHOLIC BUT SOMETIMES DRINK TOO MUCH… Are you often unmotivated, stressed, lacking energy and tired? Are you sick of hangovers? Do you want to stop missing out on life, regain your health, improve your relationships and enjoy greater control, clarity, focus and freedom? When you quit alcohol for just 30 days, you can transform your life. You will look and feel better, save and make money and be happier. James Swanwick is a former social drinker. He is an Australian-American entrepreneur, award-winning journalist and former ESPN SportsCenter anchor. In this groundbreaking book, Swanwick reveals strategies for you to prepare for, and take, a break from alcohol. Learn how to easily reduce or stop drinking, identify what type of drinker you are, successfully socialize without drinking, relieve stress without alcohol and finally break your habit. Join thousands of people around the world taking the 30 Day No Alcohol Challenge and kick-start the healthier and happier you.

From Episode 358, James Swanwick

The Secrets To Their Success In Celebrity Confessions, you'll discover never-before-seen quotes and stories celebrities like Matt Damon, Ben Affleck, Anna Faris, Ron Perlman, Jerry Bruckheimer, Samuel L. Jackson and many more as they share their secrets to success.

From Episode 354, John Reid

As sales manager, you want your people to perform at the peak of their abilities. Hiring outside organizations to train and motivate your team can be an expensive proposition. And most only provide outmoded, “one-size-fits-all” techniques, with no regard for a specific company’s products, services, or customer base. There is a better way. John Reid believes adaptability and communication are the keys to successful selling. He rejects the rigid, cookie-cutter methodology of many current training programs. Instead, he offers a more flexible approach, with conversations that focus on: · Practice and experiential learning · Listening more than speaking · Context rather than models, methodologies, and tricks of the sales trade

From Episode 353, Craig Ballantyne

I'm so overwhelmed! I just can't do this anymore! There isn't enough time in the day! Enough! It's time to overcome your anxiety, leap over your biggest obstacles, and dominate in your business and in life. After spending years struggling with crippling anxiety attacks and total overwhelm, Craig Ballantyne, best-selling author and CEO of Early to Rise Publishing, developed a bulletproof system to overcome anxiety, get through hell, and dominate in business and life. His trainings have helped millions of people all over the world - including best-selling authors, nine-figure entrepreneurs, and business titans - overcome their greatest obstacles, build more discipline, and live their Perfect Lives. In his latest book, Unstoppable, Craig reveals proven strategies and tactics that will allow you to eradicate your anxiety, build an operator's mindset, and create a truly exceptional life.

From Episode 353, Craig Ballantyne

Most people are stuck. Every day we seem to just go through the motions, following our usual routine without ever stopping and thinking why we do what we do, or what we'd rather be doing instead. But sometimes we have that one day - that Perfect Day - where everything just clicks. We feel great. We are unstoppable. And at the end of it we think, Why can't every day be like this? Get the Focus You Need to Take Your Career to the Next Level and Achieve the Financial Freedom You've Always Dreamed About... Most entrepreneurs start a business so they can have full control over their life. However... they end up saying YES to every opportunity and becoming bottlenecked with too many responsibilities. This was my biggest problem before I met Craig and it limited my ability to have MAJOR breakthroughs. One of the most valuable lessons that I learned from The Perfect Day Formula was to keep a strict schedule.

From Episode 352, Anthony Iannarino

For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes.

From Episode 346, Alex Moyle

Business Development Culture defines how to facilitate a sales-oriented perspective throughout a company culture, enabling it to sell more on an ongoing and consistent basis. Highly practical in its approach, this book empowers readers to break away from the frustrations of missed opportunities and lost leads, and to escape the repetitive 'feast and famine' sales patterns. Providing direct guidance on the implementation of an immersive business development culture, this book will ensure that the wider objective of generating business profit is embraced by the entire organization, not just the sales team.

From Episode 345, Akbar Sheikh

Author Akbar Sheikh started out homeless and destitute on the streets of San Francisco. Tired of his situation, he went all-in, building 3 7-figure funnels using sound digital marketing principles. Here in this slim volume, he shares those principles and other golden nuggets to help you reach your own digital marketing success.

From Episode 342, Amy Franko

In The Modern Seller, Amy Franko explains the factors behind this challenging new sales economy and its impact on customers, sellers, and leaders. She explains why it demands a modern seller: one who is a recognized differentiator, extends the value of his or her company's offerings, and is viewed by his or her clients as the competitive advantage in their success. Franko explains the Five Dimensions of the Modern Seller, which will become your new blueprint for success in modern selling. These Five Dimensions-agile, entrepreneurial, holistic, social, and ambassador-will boost by 10X the effectiveness of your sales activities and results. Through research, stories of her own personal journey, as well as anecdotes of other modern sellers, Amy offers specific and actionable strategies for sales professionals and leaders. As you become a modern seller, you'll increase your impact, and deliver top results for your clients, your organization, and yourself.

Paul Cherry makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 336, Paul Cherry

Forget the rest. Learn to sell like the best. Better leads, solid presentations, and a more versatile closing strategy are all great for boosting B2B sales. But truly successful salespeople-the ones who seem invincible when everyone else is struggling-possess more than foundational skills. They are proactive, entrepreneurial, and find solutions for their clients. They highlight their personal value and actively manage their careers. They're hyperfocused on cultivating relationships with customers and colleagues. The Ultimate Sales Pro shows everyone how to elevate their game. Drawing on the author's vast experience training salespeople for top organizations, the book explains how to: Be your own mentor * Problem-solve with peers * Manage any boss * Identify your ideal clients * Research industry trends * Share knowledge to foster trust * Craft a powerful Unique Value Statement * Script emails and voicemails that earn attention * Uncover customer needs * Position yourself as an expert * Create customized solutions * Motivate customers to commit * Set goals * And more Whether you're new to sales or seeking to escape a career plateau, The Ultimate Sales Pro helps you finesse skills, build expertise, and create a personal brand that will set you apart.


Paul Cherry makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 336, Paul Cherry

Ask the questions-and get the sale. As a salesperson your product knowledge is extensive, but that's not enough. If you fail to ask the right questions-the ones that uncover a customer's real needs-you will never close the deal. Questions that Sell reveals advanced questioning techniques that will help you sell your products or services based on value to the customer, rather than price-and increase your success rate as a result. Packed with powerful examples, exercises, and hundreds of sample questions for a wide range of buyer interactions, the revised and updated second edition now includes new material on how to: Use questions to qualify prospects (without insulting them) * Discover hidden customer needs and motivations * Raise delicate questions * Overcome stalls * Reinvigorate a stale relationship * Soothe anxious buyers * Accelerate the decision process * Upsell and cross-sell so you no longer leave money on the table * Prospect for new business * Pose intriguing questions to position yourself as a thought-leader on social media * Turn social media contacts into active sales leads * Identify dead-end opportunities * Secure referrals * And more Success is yours for the asking. Smart questioning will get you there.


Paul Cherry makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 336, Paul Cherry

Ask the right questions and get improved, sustained employeeperformance Since technology has made it easy to access, share, anddistribute company data, many managers avoid live interaction,instead relying on emails, text messages, Web-based seminars tomanage their employees. But although technology has changed, peoplehave not. There is still a need for effective face-to-facecommunication; managers need to have the ability to ask the rightquestions and use the answers to find solutions.


 John Pyke makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 335, John Pyke

When it comes to hiring, moving risk as far away from you as possible is always best. By implementing a time-tested, scientifically proven hiring system, you eliminate the costly, frustrating guesswork out of hiring and replace it with certainty. This book shows you how to access up to 88 percent of the "must know" intangibles that are hidden to the naked eye when you interview. This advanced insight is an absolute game changer and enables you to consistently hire the best people with supreme confidence. After all, knowing is always better than guessing!


Duane Forrester makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 334, Duane Forrester

You’ve gone through all steps of developing a powerful business presence on the Web-—but it’s only the first step. Now, you have to make sure your visitors hit the “Purchase” button . . . before they start clicking through to your competitor’s site.

From Duane Forrester, a leading expert in Search Engine Optimization and the author of the popular How to Make Money With Your Blog, comes a highly practical guide for using all the online tools available for turning curious visitors into paying customers. Turn Clicks into Customers reveals proven techniques for not only standing out in a crowded marketplace but for reaching customers who are most eager to buy your products or services.



From Episode 334, Duane Forrester

Whether you’re an experienced blogger or an absolute beginner, you can make money with your blog. Simply follow the step-by-step advice of two expert bloggers and industry insiders who have launched many successful sites of their own. They’ll walk you through every step of the blogging process, and they’ll even share their most profitable tricks of the trade. Generate income using various types of ads Tap into the power of other blogs Maximize searches for more hits—and more money


 Alex Vorobieff makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 331, Alex Vorobieff

Bring your business into focus. Whether you own this company, lead it, or work in it—it’s YOUR COMPANY! Your financial and emotional health are linked to how functional, or dysfunctional, your company is.

• Discover the hidden force pulling companies into dysfunction, and creating frustration.

• Learn how to implement straightforward tools to identify and remove the real source of your pain.

• Eliminate the most common behavior that keeps a company from becoming an unstoppable force.

Your company starts with you and your immediate team. You can replace the daily grind of fighting frustration with achieving desired outcomes that provide a source of energy. Transform Your Company reveals critical steps and business alignment tools that will show you what to do when your company is sucking the life out of you. Finally, you can have the company you’ve always envisioned—one that works for you!


John Warrillow makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 323, John Warrillow

According to John Warrillow, the number one mistake entrepreneurs make is to build a business that relies too heavily on them. Thus, when the time comes to sell, buyers aren't confident that the company-even if it's profitable-can stand on its own. To illustrate this, Warrillow introduces us to a fictional small business owner named Alex who is struggling to sell his advertising agency. Alex turns to Ted, an entrepreneur and old family friend, who encourages Alex to pursue three criteria to make his business sellable: * Teachable: focus on products and services that you can teach employees to deliver. * Valuable: avoid price wars by specialising in doing one thing better than anyone else. * Repeatable: generate recurring revenue by engineering products that customers have to repurchase often.


John Warrillow makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 323, John Warrillow

Warrillow provides the essential blueprint for winning automatic customers with one of the nine subscription business models, including:

The Membership Website Model: Companies like The Wood Whisperer Guild, ContractorSelling.com, and DanceStudioOwner.com offer access to highly specialized, high quality information, recognizing that people will pay for good content. This model can work for any business with a tightly defined niche market and insider information.

The Simplifier Model: Companies like Mosquito Squad (pest control) and Hassle Free Homes (home maintenance) take a recurring task off your to-do list. Any business serving busy consumers can adopt this model not only to create a recurring revenue stream, but also to take advantage of the opportunity to cross-sell or bundle their services.

The Surprise Box Model: Companies like BarkBox (dog treats) and Standard Cocoa (craft chocolate) send their subscribers curated packages of goodies each month. If you can handle the logistics of shipping, giving customers joy in something new can translate to sales on your larger e-commerce site.


John Warrillow makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 323, John Warrillow

The new entrepreneurial explosion has many Fortune 500 companies pinning their hopes for prosperity on the small business sector. But most blue chip behemoths simply don't know how to reach small businesses-they don't understand this segment's diversity and how to effectively reach out to its various parts. Drilling for Gold will show the big companies just how small businesses tick. John Warrillow reveals the enormous size of the small business marketing opportunity and shows readers various ways to reach this vast, yet seemingly hidden sector. He covers how to address the small business market, managing cost control, and segmenting the customer base, along with numerous case studies.


John Warrillow makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 323, John Warrillow

thimblesofplenty is a group of friends who also happen to be business people and avid readers. We wanted to keep up with the latest business books but found that time was a factor. So we divided out the work and each of us took a book and summarised it for the others. We though it might be a great idea to share these summaries with you. For a small price and a 3 minute time investment, our summary gives you some of the wisdom from the book, some food for thought and hopefully the impetus to make some time to read the whole book!


Carl Allen makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 321, Carl Allen

This eBook is an introductory guide on how to acquire a business without using any of your own cash. Aside from what the book will do for you, it's equally important to understand what the book represents. It's a tool for freedom and change and when you can give ordinary people tools to create freedom from all the frustrations in their job, life or business, that is limitless. You are either a trapped employee or manager, frustrated in your current job. Or a new entrepreneur scared to death of the 96% failure rates of new start-ups. Or a frustrated owner-manager of a current business that is struggling to add new customers, one at a time. Finally, you could be a franchise or business opportunity seeker but don't want to invest heavily in someone else's expensive system.


 Dr. Susan Weinschenk makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 318, Dr Susan Weinschenk

Learn to increase the effectiveness, conversion rates, and usability of your own design projects by finding the answers to questions such as: 

  • What grabs and holds attention on a page or screen?
  • What makes memories stick?
  • What is more important, peripheral or central vision?
  • How can you predict the types of errors that people will make? What is the limit to someone’s social circle?
  • How do you motivate people to continue on to (the next step? What line length for text is best?
  • Are some fonts better than others?

Dr. Susan Weinschenk makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 318, Dr. Susan Weinschenk

Weinschenk’s new book, 100 MORE Things Every Designer Needs To Know About People applies the latest research in psychology, neuroscience, brain research, and social psychology to the design of technology products, including websites, apps, wearables, and artificial intelligence. Weinschenk combines real science and research citations with practical examples to make her 100 MORE Things engaging, persuasive, easy to read, accessible, and useful. 100 MORE Things Every Designer Needs to Know About People is not just another “design guidelines” book because it explains the WHY behind the guidelines, providing concrete examples and prescriptions that can be easily and instantly applied.


Dr. Susan Weinschenk makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 318, Dr. Susan Weinschenk

In this book you’ll learn the 7 drives that motivate people: The Desire For Mastery, The Need To Belong, The Power of Stories, Carrots and Sticks, Instincts, Habits, and Tricks Of The Mind. For each of the 7 drives behavioral psychologist Dr. Susan Weinschenk describes the research behind each drive, and then offers specific strategies to use. Here’s just a few things you will learn:

  • The more choices people have the more regret they feel about the choice they pick. If you want people to feel less regret then offer them fewer choices.
  • If you are going to use a reward, give the reward continuously at first, and then switch to giving a reward only sometimes.
  • If you want people to act independently, then make a reference to money, BUT if you want people to work with others or help others, then make sure you DON’T refer to money.
  • If you want people to remember something, make sure it is at the beginning or end of your book, presentation, or meeting. Things in the middle are more easily forgotten.
  • If you are using feedback to increase the desire for mastery keep the feedback objective, and don’t include praise.

Dr. Susan Weinschenk makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 318, Dr. Susan Weinschenk

Why do people decide to buy a product online? Register at your Web site? Trust the information you provide? Neuro Web Design applies the research on motivation, decision making, and neuroscience to the design of Web sites. You will learn the unconscious reasons for people’s actions, how emotions affect decisions, and how to apply the principles of persuasion to design Web sites that encourage users to click.


Deb Calvert makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 317, Deb Calvert

Make every sales call count and be the ONE seller buyers want to talk to! With DISCOVER Questions™ , you will be able to differentiate yourself from the pack, create value for your buyers and connect is ways you never knew were possible. The research (over 15 years of it with sellers like you!) and anecdotes from actual sales calls will show you exactly how to become more effective in all stages of your sales process. You will advance the sale more efficiently when you use DISCOVER Questions™ and the sales approach described in this book.



Deb Calvert makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 317, Deb Calvert

Make extraordinary sales happen! In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite nearly-universal agreement on the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with buyers. New research bridges the gap and reveals the behavioral blueprint for sellers that makes buyers more likely to meet with them — and more likely to buy from them.

  • Inspire, challenge, and enable buyers
  • Change your behavior to build trust and increase sales
  • Step into your leadership potential
  •  See yourself the way your buyers do
  • Feel good about selling again


Stephen Kesting makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 316, Stephan Kesting

This ultimate guide to leglocking in the modern era by these two well-known BJJ black belts instructors is now available as a 6 DVD set This resource will give you a proven, step-by-step system for safely adding ultra-effective lower body submissions to your game. Now you can add the same leglock techniques and strategies that have transformed the grappling scene to your own submission arsenal. Leglocks are the hottest area of jiu-jitsu right now, and that’s for a good reason… They are the great equaliser and give you a totally unfair advantage on the mat. Leglocks allow you to go against people who should be completely dominating you, turn the tables, and tap them out instead. There are lots of grapplers who are super skilled at the traditional upper body submissions but are still absolute beginners at leglocks. It’s not the way it should be, but many BJJ black belts are wizards at armbars and triangle chokes but only white belts when it comes to understanding the lower body game. This creates a HUGE opportunity for you right now to submit higher belts. All you need is to know what to do. 


Stephen Kesting makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 316, Stephen Kesting

How to Defeat the Bigger, Stronger Opponent in No Gi is the latest offering by BJJ black belts Emily Kwok and Stephan Kesting. This set contains more than 7 hours of hard-hitting instruction on the guard sweeps, pin escapes, guard passes, chokes and armlocks that work against someone much bigger than you when you're on the ground. The particular emphasis of this set are techniques that work especially well in no gi grappling, when you don't have your opponent's lapels and sleeves to hold onto.


 

Stephen Kesting makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 316, Stephan Kesting

Guard sweeps get you from the bottom to the top in grappling situations. Sweeping an opponent is a very important, yet difficult, skill to master in Brazilian Jiu-jitsu, submission grappling and mixed martial arts. The butterfly guard and X guard, working together, give you some of the most powerful sweeps available.


Stephen Kesting makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 316, Stephan Kesting

This workout is a self-contained introduction to the art of Yoga, designed specifically to meet the needs of the modern martial artist. Learn the stretches, breathing exercises and underlying principles that are making Yoga a neccessity for serious martial artists everywhere. Improve your flexibility, strengthen your body, increase your energy and master your breathing. Each stretch is presented in detailed with easy to follow instructions, shown from multiple angles for maximum clarity. Beginner and more advanced variations are demonstrated to ensure both safety and challenge for all levels of students. The DVD includes a menu for easy navigation and a special section on the benefits of Yoga for martial arts.


Colleen DeBaise makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 315, Colleen DeBaise

Let Inc. help launch your dreams. Makers, doers, and dreamers-for decades they have turned to Inc. for help in getting their businesses off the ground. The publication's keen advice clarifies the process, while startup stories fuel aspirations and spark action. Warby Parker shook up the eyewear sector with its innovative, socially-conscious business model. Skullcandy tapped into the surfing, skateboarding, and hip-hop scenes-and built a standout audio brand. All along, Inc. was there, capturing triumphs, setbacks, and lessons learned. Now, Start a Successful Business gathers these important lessons into a single path-charting guide. From brainstorming to crowdfunding to building partnerships, the book walks new and aspiring founders through seven crucial stages:

  • Come up with a brilliant business idea
  • Select the best structure and strategy for your startup
  • Figure out funding
  • Get the word out-and get customers
  • Dig deep to discover their wants and needs
  • Become an exceptional leader
  • Prepare to go global

Colleen DeBaise makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 315, Colleen DeBaise

Because starting a small business is not only a huge financial risk but also a complete lifestyle change, anyone who wants to be his or her own boss needs to approach entrepreneurship thoughtfully and with careful planning. That’s why there is no better resource than The Wall Street Journal Complete Small Business Guidebook, a practical guide for turning your entrepreneurial dreams into a successful company, from America’s most trusted source of financial advice. It answers would-be business owners’ biggest question—how do I fund my venture?—then explains the mechanics of building, running and growing a profitable business. You’ll learn:

  • How to write a winning business plan
  • Secrets to finding extra money during the lean years and beyond
  • Ways to keep your stress in check while maintaining a work/life balance
  • How to manage your time, including taking vacations and dealing with sick days
  • Strategies for keeping your business running smoothly—from investing in technology to hiring the right people
  • Marketing and management basics
  • When angel investors or venture capital might be an appropriate way to grow
  • How to execute your exit strategy

David Ogilvy makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 313, David Ogilvy

"We admire people who work hard, who are objective and thorough. We detest office politicians, toadies, bullies, and pompous asses. We abhor ruthlessness. The way up our ladder is open to everybody. In promoting people to top jobs, we are influenced as much by their character as anything else." —David Ogilvy David Ogilvy was considered the "father of advertising" and a creative genius by many of the biggest global brands. First published in 1963, this seminal book revolutionized the world of advertising and became a bible for the 1960s ad generation. It also became an international bestseller, translated into 14 languages. Fizzing with Ogilvy's pioneering ideas and inspirational philosophy, it covers not only advertising, but also people management, corporate ethics, and office politics, and forms an essential blueprint for good practice in business.


 Phil Singleton makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 308, John Jantsch, Phil Singleton

Search Engine Optimization, also known as SEO, is how people search and find your website on the Internet. (NOTE: Dozens of renowned marketing, SEO and social media experts have endorsed this SEO book. You can read these expert testimonials and claim the free bonus offers that come with this book at SEOforGrowth.com) SEO is a key growth channel for your business, but the rules of SEO have changed dramatically in recent years. To grow your business in today’s economy, you need a strong online presence. But what does that entail exactly?


 Phil Singleton makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 308 Phil Singleton

Three acknowledged experts in search engine optimization share guidelines and innovative techniques that will help you plan and execute a comprehensive SEO strategy. Complete with an array of effective tactics from basic to advanced, this third edition prepares digital marketers for 2016 with updates on SEO tools and new search engine optimization methods that have reshaped the SEO landscape Novices will receive a thorough SEO education, while experienced SEO practitioners get an extensive reference to support ongoing engagements.


Carmine Gallo makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 307 Corey Poirier

Carmine Gallo

Updated to include Steve Jobs's iPad and iPad2 launch presentations

“The Presentation Secrets of Steve Jobs reveals the operating system behind any great presentation and provides you with a quick-start guide to design your own passionate interfaces with your audiences.”

—Cliff Atkinson, author of Beyond Bullet Points and The Activist Audience

Former Apple CEO Steve Jobs’s wildly popular presentations have set a new global gold standard—and now this step-by-step guide shows you exactly how to use his crowd-pleasing techniques in your own presentations.


Best Sales Books includes Book Yourself Solid by Michael Port

From Episode 307 Corey Poirier

Michael Port

The new edition of the bestselling business development guide Book Yourself Solid, Second Edition reveals why self-promotion is a critical factor to success, giving you a unique perspective that makes this guide much more than an ordinary "how to" manual for getting more clients and raising a business profile. Book Yourself Solid, Second Edition enables you to adopt the right promotional perspective and provides the strategies, techniques, and skills necessary to get more clients and increase profits. Through verbal and written exercises, you'll discover the keys to developing a strong marketing plan and brand image.


Best Sales Books includes Money Talks by Alan Weiss

From Episode 307 Corey Poirier

Alan Weiss

Alan Weiss used to give speeches for free. Now his income from professional speaking and its spinoffs totals more than $1,000,000. In Money Talks, he shows you how to follow him up the steps to the very best - and best - paid-platforms! It's simpler than you think. Through stories, anecdotes, and pointers from his own experience, internationally-known speaker Alan Weiss shows you how you can succeed in today's booming market for public speakers.


Best Sales Books includes Speak and Grow Rich

From Episode 307 Corey Poirier

Dottie Walters & Lilly Walters

The "bible" of the professional speaking industry, including ideas on how to pick strong topics for speeches, guidelines for setting fees, how to book oneself, and more. Sample worksheets and agreements to customize are also included.


Christopher Croner's book is recommended on The Best  Sales Books.

From Episode 299 Christopher Croner

Underperforming salespeople are perhaps the greatest cause of frustration to sales executives and financial loss to business owners. The cost of hiring and keeping a bad salesperson can range from six to seven figures annually.

Research shows that the most important factor for success is a salesperson's Drive - the inner fire that ultimately determines if he will thrive or fail. However, research shows that Drive is one of the toughest traits for interviewers to rate, and one of the easiest traits for candidates to fake. To make matters worse, many sales managers hire based on gut instinct. Thus, they are severely disappointed later.

This book provides: * Psychological research behind the three elements of Drive * A valid hiring process for selecting top performers * Interview questions to accurately determine whether a candidate is driven


Best Sales Books includes Pitch Anything by Oren Klaff

From Episode 142 Oren Klaff

When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 13 years, he has used his one-of-a-kind method to raise more than $400 million - and now, for the first time, he describes his formula to help you deliver a winning pitch in any business situation.

Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas.

According to Klaff, creating and presenting a great pitch isn't an art - it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, Klaff describes how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process.


Best Sales Books includes Take Command by Kelly Perdew

 

From Episode 13,  Kelly Perdew

The winner of "The Apprentice 2" and former US Army Intelligence Officer and Airborne Ranger identifies the principles he learned in the military that led to his success in business and on the hit NBC show. He also interviews business luminaries who talk about their military experiences.


Pamela Slim makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 12,  Pamela Slim

Inspired by reader submissions to her blog Escape from Cubicle Nation Slim provides everything one needs to consider before making the decision to become self employed from the nuts and bolts of starting a business to a full discussion of the emotional issues involved Millions of people hate their jobs and would love to start a small business. Very few actually try because the process feels as scary as jumping off a cliff. No matter how boring or stressful a job might be it s hard to give up the salary and benefits. But for some taking that leap can be the smartest happiest decision of a lifetime. Pamela Slim a former corporate training manager left her office job twelve years ago to go solo and has enjoyed every bit of it In her groundbreaking book based on her popular blog Escape from Cubicle.


Amy Porterfield makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 11,  Amy Porterfield

Facebook Marketing All-in-One For Dummies, 3rd Edition is a detailed resource for businesses, brands, and people who are interested in promoting themselves, their goods, and their services on Facebook. Fully updated to cover new Facebook features, this new Third Edition includes guidance on Graph Search, the updated News Feed design, cover photo rules, advertising changes, updated mobile apps, and more. Examples and case studies illustrate best practices, and the book provides step-by-step guidance on creating a successful Facebook marketing campaign, from setting up a fan page to analyzing results.


Bob Burg makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 10,  Bob Burg

"My son, a very talented product designer, was confiding in me that he "couldn't remember anything," when I remembered I had Bob's book on my shelf. (It had been collecting dust since I bought it in 1992. I'd think occasionally about reading it, but then I'd forget to actually pick it up!) Anyway, I started reading in preparation for giving it to my son and was amazed that I could pick up Bob's suggestions immediately and actually remember numbers, lists, names. I would recommend this quick-read book to anyone trying to hang on to their memory in the Google era."


Bob Burg makes the list of The Best Sales Books recommended by Wes Schaeffer, The Sales Whisperer®.

From Episode 10,  Bob Burg

Do you have all of the prospects you need? Few of us do! Bob Burg has learned the secrets of effective prospecting, and now he offers his proven, time-tested techniques to you! In this powerful guide, he shows beginners and pros alike how to gather qualified candidates efficiently and painlessly. With The Last Prospecting Guide You'll Ever Need by your side, you will learn exactly how to cultivate all of the business prospects you could ever want.


Best Sales Books includes Go-Givers Sell More by Bob Burg

From Episode 10,  Bob Burg

 

What if you could get what you want... when you want it...and from whomever has it?

The Art of Persuasion teaches you how to get what you want when you want it. You would love to have that ability, right? After studying some of the most successful men and women in modern history, author Bob Burg noticed how many common characteristics these people have - and shares them all with you. One trait that stands above all the rest is their ability to win people over to their way of thinking - they were all persuasive. Each of these life winners had a burning desire, coupled with great creativity, and a total, unshakable belief in their mission or cause.


Best Sales Books includes Go-Givers Sell More by Bob Burg

 

From Episode 10,  Bob Burg

 

With their national bestseller The Go-Giver, Bob Burg and John David Mann took the business world by storm, showing that giving is the most fulfilling and effective path to success. That simple, profound story has inspired hundreds of thousands of readers around the world-but some have wondered how its lessons stand up to the tough challenges of everyday real-world business.

Now Burg and Mann answer that question in Go-Givers Sell More, a practical guide that makes giving the cornerstone of a powerful and effective approach to selling.


Best Sales Books includes  Adversaries into Allies: Master the Art of Ultimate Influence by Bob Burg

 

From Episode 10,  Bob Burg

 

The bestselling co-author of The Go-Giver offers new insights into what it means to be truly influential

Faced with the task of persuading someone to do what we want, most of us expect resistance. We see the other person as an adversary and often resort to coercion or manipulation to get our way. But while this approach might bring us short-term results, it leaves people with a bad feeling about themselves and about us. At that point, our relationship is weakened and our influence dramatically decreased. There has to be a better way.


Best Sales Books includes  The Go-Giver Leader: A Little Story About What Matters Most in Business by Bob Burg

 

From Episode 10,  Bob Burg

 

“I met last week with your leaders,” Ben began. “I heard what they had to say. And you know, they make a good point.” He paused. Take charge, Ben, he told himself. Take control. He looked around the conference room. Take, take, take. Was that really what he was here to do? With their acclaimed bestseller The Go-Giver, Bob Burg and John David Mann proved that a heartfelt parable could also express a powerful idea. In The Go-Giver Leader (originally published as It’s Not About You), they offer an equally compelling tale about a struggling small business and the ambitious young executive trying to lead them to a crucial decision.


Best Sales Books includes The Go-Giver, Expanded Edition: A Little Story About a Powerful Business Idea by Bob Burg

 

From Episode 10,  Bob Burg

 

First published in 2007, The Go-Giver has become a classic business parable. It tells the story of an ambitious young man named Joe who yearns for success. Joe, a true go-getter, is starting to feel as though his goals are getting further and further away. So he enlists the help of a legendary consultant referred to by his devotees simply as the Chairman. Over the course of a week, Joe learns the Five Laws of Stratospheric Success and how to open himself up to the power of giving, Once Joe shifts his focus from getting to giving, and starts putting the interests of others first, he begins to experience unexpected returns.Imparted with wit and grace, The Go-Giver is a classic bestseller that brings to life the old proverb "Give and you shall receive."


Best Sales Books includes The definitive guide to turning casual contacts into solid sales opportunities by Bob Burg

 

From Episode 10,  Bob Burg

 

The definitive guide to turning casual contacts into solid sales opportunities

In this fully revised edition, Bob Burg builds on his proven relationship-building principles to bring even more clients to your door and helps you attract only those who are interested in what you sell. He shows how to maximize your daily contacts, utilize your tools both online and off, leverage your relationships, and generate ongoing sales opportunities.

"If you're serious about your sales career, whether you are selling a product, service, or yourself, master the contents of this book and you will practically guarantee your future success."

- --Tom Hopkins, author of How to Master the Art of Selling and guest on session 115 of The Sales Podcast


Best Sales Books includes Fundraising by Casey Graham

 

From Episode 9,  Casey Graham

 

Learn how to own your vision and overcome your fears and objections to raising money.

Fundraising is hard.

Most of us don't even know where to start. The idea of asking for money makes us uncomfortable. Or we become so overwhelmed with all that we could do that we end up doing nothing. Popular books on the subject present complicated strategies that you need a finance degree to decipher. And even if we could figure it out, their methods aren't a fit for the scale of our project. The problem is that we have a dream that needs funding.

We have a vision.

We have a worthy cause.

And in order to meet our goals or help those in need, we have to piece together a fundraising strategy that works.


Best Sales Books includes Funded And Free by Joseph Sangl, Casey Graham

 

From Episode 9,  Joseph Sangl, Casey Graham

 

This book is for every church leader who is looking to generate more money for ministry. One of the most common questions asked by pastors when God provides the next step for their church is, 'How in the world are we going to pay for that?' This book was designed to help leaders learn key principles and assist in their implementation. The vision is challenging and expensive. It is essential to clearly understand and apply the biblical principles provided in His Word.


 

Best Sales Books includes Believe Bigger by Marshawn Evans, JD

 

From Episode 8,  Marshawn Evans, JD

 

Believe Bigger is about resilience, reclaiming your life, and how God uses rejection, hardship, and unexpected circumstances to awaken something greater within...if you’re willing to embrace disruption. You'll see her go from heartbroken and hitting rock bottom financially, to building a multi-million dollar faith-centered enterprise, and finding something super sweet along the way. Calling. Marshawn shares what it takes to turn pain into purpose and your mess into a larger message and life mission.


 

Best Sales Books includes 	S.K.I.R.T.S in the Boardroom: A Woman's Survival Guide to Success in Business and Life by Marshawn Evans, JD

 

From Episode 8,  Marshawn Evans, JD

 

If you're a working woman who wants to get ahead, S.K.I.R.T.S. in the Boardroom will equip you with the strategies you need to combine confidence and compassion, style and substance, and beauty and brains for professional success. It will help you navigate the male-dominated corporate world and keep you inspired when you're unmotivated and unsatisfied with your career. A must for any woman who wants to maximize her professional potential, this book offers sensible, straightforward, and long-overdue advice.


Best Sales Books includes 	Accidental Magic by Roy H. Williams, The Wizard of Ads

 

From Copywriting 101 post,  Roy H. Williams, The Wizard of Ads

 

Accidental Magic is really two books in one. At first glance, it’s a photo essay book. Striking black-and-white snapshots by amateur shutterbugs are interpreted by 106 graduates of Wizard Academy. These wordsmiths multiply the power of the images with the tools they picked up in class. Take a leisurely stroll through the pages and be entranced by remarkable photos and words that will pull you into other, magical worlds. A most unusual business book – at once beautiful and practical.


Best Sales Books includes  Secrets of Online Persuasion by John-Paul Micek & Deborah Micek

 

From Episode 7,  John-Paul Micek & Deborah Micek

 

Rarely does a communication revolution result in a marketplace transformation. The New Media Revolution is one of those extraordinary events. "There is a powerful and profitable pattern unfolding rapidly in business. In this masterpiece, Secrets of Online Persuasion, Deborah and John-Paul Micek take you on an incredible business-building journey from blogging to Podcasting and beyond. What they reveal about the New Media Marketplace will forever change your business... and make it more profitable! Everyone in business, politics or advocacy should read this book cover to cover."" -Stephen Pierce, Business Optimization Strategist, Founder of Thinkubator


Best Sales Books includes Cold Calling for Women by Wendy Weiss

 

From Episode 6,  Wendy Weiss:

 

Eliminate Telephone terror and turn cold call to cash! Cold calling is a powerful, inexpensive and easy way to develop new contacts and expand resources. In today's market, generating new business requires planning and skill. For over 10 years, Wendy Weiss has been a marketing consultant specializing in cold calling and appointment setting.


Best Sales Books includes No Bullshit Social Media recommended by D.J. Waldow

 

From Episode 2,  recommended by D.J. Waldow:

 

Jason Falls, Erik Deckers: The In-Your-Face, Results-Focused, No-“Kumbaya” Guide to Social Media for Business!

  • Detailed techniques for increasing sales, profits, market share, and efficiency
  • Specific solutions for brand-building, customer service, R&D, and reputation management
  • Facts, statistics, real-world case studies, and rock-solid metrics

Stop hiding from social media—or treating it as if it’s a playground. Start using it strategically. Identify specific, actionable goals. Apply business discipline and proven best practices. Stop fearing risks. Start mitigating them. Measure performance. Get results. You can. This book shows you how.


Best Sales Books includes The Adventures of Johnny Bunko: The Last Career Guide You'll Ever Need recommended by D.J. Waldow

 

From Episode 2,  recommended by D.J. Waldow:

 

Daniel Pink: There has never been a career guide like THE ADVENTURES OF JOHNNY BUNKO: THE LAST CAREER GUIDE YOU'LL EVER NEED. Told in manga it's the Japanese comic book format that has an international sensation, it's the fully illustrated story of a young Everyman just out of college who lands his first job.

Johnny Bunko is new to the Boggs Corp., and he stumbles through his early months as a working stiff until a crisis prompts him to rethink his approach. Step by step he builds a career, illustrating as he does the six core lessons of finding, keeping, and flourishing in satisfying work. A groundbreaking guide to surviving and flourishing in any career, THE ADVENTURES OF JOHNNY BUNKO is smart, engaging and insightful, and offers practical advice for anyone looking for a life of rewarding work.


 


Best Sales Books includes A Whole New Mind: Why Right-Brainers Will Rule the Future recommended by D.J. Waldow

 

From Episode 2,  recommended by D.J. Waldow:

 

Daniel Pink: The future belongs to a different kind of person with a different kind of mind: artists, inventors, storytellers-creative and holistic "right-brain" thinkers whose abilities mark the fault line between who gets ahead and who doesn't.


Best Sales Books includes To Sell Is Human: The Surprising Truth About Moving Others recommended by D.J. Waldow

 

From Episode 2,  recommended by D.J. Waldow:

 

Daniel Pink: From the bestselling author of Drive and A Whole New Mind comes a surprising--and surprisingly useful--new book that explores the power of selling in our lives.

According to the U.S. Bureau of Labor Statistics, one in nine Americans works in sales. Every day more than fifteen million people earn their keep by persuading someone else to make a purchase.

But dig deeper and a startling truth emerges: Yes, one in nine Americans works in sales. But so do the other eight.


Best Sales Books includes Brand Against the Machine: How to Build Your Brand, Cut Through the Marketing Noise, and Stand Out from the Competition recommended by D.J. Waldow

 

From Episode 2,  recommended by D.J. Waldow:

 

John Michael Morgan: The machine blasts messages at the world and it does not care who you are or what you have to say or whether its message is relevant to you at all. The machine is a moron. You, however, are not. Which is why your brand needs to rage against the traditional forces of advertising. You must engage your audience and win their business by giving more and selling less. Yours must be a Brand Against the Machine.


Best Sales Books includes The Rebel's Guide to Email Marketing: Grow Your List, Break the Rules, and Win (Que Biz-Tech) recommended by D.J. Waldow

 

From Episode 2,  recommended by D.J. Waldow:

 

“They” say email is dead. Baloney! 94% of Americans use email. Passionate social networkers use email more, not less. Mobile email is huge. Email offers marketers more opportunities than ever...opportunities to guide customers from consideration and trial to repeat purchase, loyalty, even advocacy! But email has changed. Email users have changed. To get breakthrough results, you must break the rules! Whether you’re B2B or B2C, Fortune 500 or startup, this is a complete no-nonsense plan for transforming your email marketing. Discover radically better ways to handle every facet of your campaign: lists, From names, Subject lines, calls to action, social network integration...everything!


Best Sales Books includes SOAR Selling: How To Get Through to Almost Anyone―the Proven Method for Reaching Decision Makers

 

From Episode 1,  recommended by D.J. Waldow:

 

MARHNELLE and DAVID HIBBARD are cofounders of Dialexis. Prior to this, David spent 18 years in the commercial real estate industry. Marhnelle began her professional career as one of the few women in commercial real estate brokerage and commercial real estate development. Their clients include Cisco, Los Angeles Angels of Anaheim, Xerox, IBM, AT&T, Berlin Packaging, Oracle Dell, Vistage, and many more.


Best Sales Books includes Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation

 

 

Conversations make or break everything in sales. Every conversation you have is an opportunity to find new prospects, win new customers, and increase sales. Rainmaking Conversations provides a proven system for leading masterful conversations that fill the pipeline, secure new deals, and maximize the potential of your account.

Rainmaking Conversations offers a research-based, field-tested, and practical selling approach that will help you master the art of the sales conversation. This proven system revolves around the acronym RAIN, which stands for Rapport, Aspirations and Afflictions, Impact, and New Reality. You'll learn how to ask your prospects and clients the right questions, and help them set the agenda for success.

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