By the Book
To make the most of your sales team, read up.
Check out these new books to help you hone your sales management
chops: In Selling to Big Companies (Dearborn Trade
Publishing, $15.95), Jill Konrath shares her strategies for sellers
who want to break through the barriers protecting corporate
decision-makers. Sales managers will learn how to target accounts
with the highest likelihood of success, create captivating value
propositions, overcome obstacles and objections that derail sale
efforts, and differentiate themselves from other sellers. Jack, You're Fired! The Top 66 Reasons for
Firing Sales Professionals... and How You Can Avoid Every Single
One of Them (McKenna Publishing Group, $24) by Jack Perry
outlines practical tips and advice on selling. Use this book to
help you and your reps sharpen sales skills and habits, embrace
prospecting, expand sales opportunities and increase company
profits. Content Continues Below
Managing a pack of top sales dogs requires navigating
personality differences and egos aplenty. Leading Leaders: How to Manage Smart, Talented,
Rich and Powerful People (AMACOM, $27.95) by Jeswald
Salacuse outlines seven daily tasks of leadership--direction,
integration, mediation, education, motivation, representation and
trust creation--that forge powerful one-on-one relationships with
staff.
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What makes a good client gift?
What guidelines do you follow when buying gifts for your clients? Have you ever received an unusual or inappropriate gift?
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