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Outbound Sales, No Fluff: Written by Two Millennials Who Have Actually Sold Something This Decade.

Author: Ryan Reisert

Publisher: Independently Published

Published: 2017-12-07

Total Pages: 58

ISBN-13: 9781973470755

Recognized on SalesHacker's "Best Sales Books: 30 Elite Picks to Step Up Your Sales Game" This book can be read in less than 45 minutes and covers the fundamentals for anyone getting started in sales or for anyone looking to brush up on their skills. There is no shortage of books or content today to help you learn about sales. In the past 30 years, there has been an incredible amount of research and growth in the sales profession to help modern sales professionals better serve their customers. However, after reading Rory Vaden's New York Times Bestseller "Take The Stairs" and learning that "95% of all books that are purchased are never completely read" and "70% of all books ever purchased are never even opened" we wanted to write a book that everyone could read and take action on immediately. This book is a step-by-step guide for the modern sales professional. We want to give you the framework, knowledge, and skills to fill a sales pipeline with highly qualified opportunities. It's all practical advice - no cutesy stories, no rants, and no product pitches. There are really only two ways to fill a funnel: inbound leads or outbound prospecting. We focus this book exclusively on outbound prospecting, because it's the half of the formula that an individual sales rep can control (that's why so many sales job descriptions include the phrase "we're looking for a hunter").

Smart Calling

Author: Art Sobczak

Publisher: John Wiley & Sons

Published: 2013-03-25

Total Pages: 257

ISBN-13: 1118637518

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Proven techniques to master the art of the cold call Cold calling is not only one of the fastest and most profitable ways to initiate a new sales contact and build business; it's also one of the most dreaded—for the salesperson and the recipient. Smart Calling has the solution: Art Sobczak's proven, never-experience-rejection-again system. Now in an updated 2nd Edition, it offers even smarter tips and techniques for prospecting new business while minimizing fear and rejection. While other books on cold calling dispense long-perpetuated myths such "prospecting is a numbers game," and salespeople need to "love rejection," this book will empower readers to take action, call prospects, and get a yes every time. Updated information reflects changes and advances in the information gathering that comprises the "smart" part of the calling Further enhances the value and credibility of the book by including more actual examples and success stories from readers and users of the first version Author Art Sobczak's monthly Prospecting and Selling Report newsletter (the longest-running publication of its type) reaches 15,000 readers, and Smart Calling continues to rank in the Top 20 in the Sales books category on amazon.com and has sold over 20,000 copies Conquer your fears and master the art of the cold calling through the genius of Smart Calling, 2nd Edition.

Disrupted

Author: Dan Lyons

Publisher: Hachette Books

Published: 2016-04-05

Total Pages: 272

ISBN-13: 031630607X

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An instant New York Times bestseller, Dan Lyons' "hysterical" (Recode) memoir, hailed by the Los Angeles Times as "the best book about Silicon Valley," takes readers inside the maddening world of fad-chasing venture capitalists, sales bros, social climbers, and sociopaths at today's tech startups. For twenty-five years Dan Lyons was a magazine writer at the top of his profession--until one Friday morning when he received a phone call: Poof. His job no longer existed. "I think they just want to hire younger people," his boss at Newsweek told him. Fifty years old and with a wife and two young kids, Dan was, in a word, screwed. Then an idea hit. Dan had long reported on Silicon Valley and the tech explosion. Why not join it? HubSpot, a Boston start-up, was flush with $100 million in venture capital. They offered Dan a pile of stock options for the vague role of "marketing fellow." What could go wrong? HubSpotters were true believers: They were making the world a better place ... by selling email spam. The office vibe was frat house meets cult compound: The party began at four thirty on Friday and lasted well into the night; "shower pods" became hook-up dens; a push-up club met at noon in the lobby, while nearby, in the "content factory," Nerf gun fights raged. Groups went on "walking meetings," and Dan's absentee boss sent cryptic emails about employees who had "graduated" (read: been fired). In the middle of all this was Dan, exactly twice the age of the average HubSpot employee, and literally old enough to be the father of most of his co-workers, sitting at his desk on his bouncy-ball "chair."

Engage!, Revised and Updated

Author: Brian Solis

Publisher: John Wiley & Sons

Published: 2011-02-25

Total Pages: 341

ISBN-13: 1118072790

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The ultimate guide to branding and building your business in the era of the Social Web—revised and updated with a Foreword by Ashton Kutcher Engage! thoroughly examines the social media landscape and how to effectively use social media to succeed in business—one network and one tool at a time. It leads you through the detailed and specific steps required for conceptualizing, implementing, managing, and measuring a social media program. The result is the ability to increase visibility, build communities of loyal brand enthusiasts, and increase profits. Covering everything you need to know about social media marketing and the rise of the new social consumer, Engage! shows you how to create effective strategies based on proven examples and earn buy-in from your marketing teams. Even better, you'll learn how to measure success and ROI. Introduces you to the psychology, behavior, and influence of the new social consumer Shows how to define and measure the success of your social media campaigns for the short and long term Features an inspiring Foreword by actor Ashton Kutcher, who has more than 5 million followers on Twitter Revised paperback edition brings the book completely up to date to stay ahead of the lightning fast world of social media Today, no business can afford to ignore the social media revolution. If you're not using social media to reach out to your customers and the people who influence them, who is?

Ask a Manager

Author: Alison Green

Publisher: Ballantine Books

Published: 2018-05-01

Total Pages: 304

ISBN-13: 0399181822

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From the creator of the popular website Ask a Manager and New York’s work-advice columnist comes a witty, practical guide to 200 difficult professional conversations—featuring all-new advice! There’s a reason Alison Green has been called “the Dear Abby of the work world.” Ten years as a workplace-advice columnist have taught her that people avoid awkward conversations in the office because they simply don’t know what to say. Thankfully, Green does—and in this incredibly helpful book, she tackles the tough discussions you may need to have during your career. You’ll learn what to say when • coworkers push their work on you—then take credit for it • you accidentally trash-talk someone in an email then hit “reply all” • you’re being micromanaged—or not being managed at all • you catch a colleague in a lie • your boss seems unhappy with your work • your cubemate’s loud speakerphone is making you homicidal • you got drunk at the holiday party Praise for Ask a Manager “A must-read for anyone who works . . . [Alison Green’s] advice boils down to the idea that you should be professional (even when others are not) and that communicating in a straightforward manner with candor and kindness will get you far, no matter where you work.”—Booklist (starred review) “The author’s friendly, warm, no-nonsense writing is a pleasure to read, and her advice can be widely applied to relationships in all areas of readers’ lives. Ideal for anyone new to the job market or new to management, or anyone hoping to improve their work experience.”—Library Journal (starred review) “I am a huge fan of Alison Green’s Ask a Manager column. This book is even better. It teaches us how to deal with many of the most vexing big and little problems in our workplaces—and to do so with grace, confidence, and a sense of humor.”—Robert Sutton, Stanford professor and author of The No Asshole Rule and The Asshole Survival Guide “Ask a Manager is the ultimate playbook for navigating the traditional workforce in a diplomatic but firm way.”—Erin Lowry, author of Broke Millennial: Stop Scraping By and Get Your Financial Life Together

The Robotic Process Automation Handbook

Author: Tom Taulli

Publisher: Apress

Published: 2020-02-28

Total Pages: 359

ISBN-13: 1484257294

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While Robotic Process Automation (RPA) has been around for about 20 years, it has hit an inflection point because of the convergence of cloud computing, big data and AI. This book shows you how to leverage RPA effectively in your company to automate repetitive and rules-based processes, such as scheduling, inputting/transferring data, cut and paste, filling out forms, and search. Using practical aspects of implementing the technology (based on case studies and industry best practices), you’ll see how companies have been able to realize substantial ROI (Return On Investment) with their implementations, such as by lessening the need for hiring or outsourcing. By understanding the core concepts of RPA, you’ll also see that the technology significantly increases compliance – leading to fewer issues with regulations – and minimizes costly errors. RPA software revenues have recently soared by over 60 percent, which is the fastest ramp in the tech industry, and they are expected to exceed $1 billion by the end of 2019. It is generally seamless with legacy IT environments, making it easier for companies to pursue a strategy of digital transformation and can even be a gateway to AI. The Robotic Process Automation Handbook puts everything you need to know into one place to be a part of this wave. What You'll Learn Develop the right strategy and planDeal with resistance and fears from employeesTake an in-depth look at the leading RPA systems, including where they are most effective, the risks and the costsEvaluate an RPA system Who This Book Is For IT specialists and managers at mid-to-large companies

Sales Development

Author: Cory Bray

Publisher: Createspace Independent Publishing Platform

Published: 2018-01-07

Total Pages: 288

ISBN-13: 9781979107945

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Sales development is one of the fastest growing careers in the United States. It is fast-paced, often on the leading edge of technology, and people in the role have the possibility of making a ton of money! Unlike accounting, medicine, or law, most salespeople do not study their profession in college. Instead, they are tossed into the fray without much training, context, or support, and are left to sink or swim. This method proves neither efficient nor effective for the individual or the company. Sales Development is written specifically for the job seeker or individual contributor who has aspirations of success in a sales development role, and beyond. This is your personal guidebook to the how, why, and what-to-do's of the sales development profession. Written practically and tactically, this book shows you how to get the job, how to perform, and how to position yourself for advancement. Based upon ten years of teaching sales development representatives in the fastest-growing companies in the United States, this book will launch you on your path to becoming a rock star.

Hacking Sales

Author: Max Altschuler

Publisher: John Wiley & Sons

Published: 2016-05-31

Total Pages: 164

ISBN-13: 1119281644

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Stay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You’ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job—this book is your roadmap to fast and efficient revenue growth. Without a reliable process, you’re disjointed, disorganized, and ultimately, underperforming. Whether you’re building a sales process from scratch or looking to become your company’s rock star, this book shows you how to make it happen. Identify your Ideal Customer and your Total Addressable Market Build massive lead lists and properly target your campaigns Learn effective hacks for messaging and social media outreach Overcome customer objections before they happen The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today’s sales environment is very much a “keep up or get left behind” paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.

Build Brilliant Brands

Author: Aline Santos

Publisher: Human After All Limited

Published: 2020-09-16

Total Pages: 268

ISBN-13:

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Facebook's EMEA Client Council is made up of leaders from some of the most influential brands and agencies across Europe, the Middle East and Africa. The goal of the council has been to create a forum where the best minds in business can come together to share ideas and develop best practices. Build Brilliant Brands is the first attempt to capture their ideas, insights and opinions. It features 22 essays — 18 penned by council members, four by guest contributors — split across three distinct chapters: what hasn't changed in marketing, what's changing, and what needs to change. And though the essays cover a wide range of topics, each is designed to inspire and inform those who are in the business of building brilliant brands.

Just F*ing Demo!

Author: Rob Falcone

Publisher: Createspace Independent Publishing Platform

Published: 2014-09-21

Total Pages: 40

ISBN-13: 9781505698800

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NOTE - This book is intentionally brief (40 pages), aimed at a reader with minimal free time looking to immediately improve their demo.Why do so many demos of revolutionary, game-changing products end with confused investors, overwhelmed buyers, and lost dollars? People leading demos are being forced to fit an ever-expanding feature set into their audience's ever-shrinking attention span. Making matters worse, those leading the demos can rarely afford to spend months at a time figuring out how to improve their success rates. In Just F*Ing Demo!, Rob Falcone outlines the tactics that helped him overcome these challenges, lead clear, relevant demos, and exceed revenue generation goals quarter after quarter. The book will teach readers: - How to structure a demo; - How to ask questions that uncover what your audience truly cares about; - How to translate audience needs into a flow that is extremely easy to follow; - How to use simple but powerful interpersonal tactics within the demo itself. Just F*Ing Demo! distills Falcone's highly successful training program into an intentionally concise yet impactful read. From the entrepreneur seeking investment to the sales professional chasing a deal, anyone can carve out a few hours, read this book, and immediately make their demos kick ass.