In a world focused on high tech networking, Darrell Gurney reveals how old-fashioned yet innovative high touch wins hearts, minds, and opportunities for the savvy job seeker or career expansionist. Drawing on basic principles of human psychology, Gurney shows readers how to open doors to influential players in their fields of interest to gain top-of-mind awareness and top-drawer connectedness.Through 10 simple and easy-to-follow principles, Gurney teaches readers how to create powerful rel...

Whether its selling your companys product in the boardroom or selling yourself on eating healthy, everything in life canand shouldbe treated as a sale. And as sales expert Grant Cardone explains, knowing the principles of selling is a prerequisite for success of any kind.In Sell or Be Sold, Cardone breaks down the techniques and approaches necessary to master the art of selling in any avenue. You will learn how to handle rejection, turn around negative situations, shorten ...

Network marketing has turned millions of people into successful business owners. But to truly reach their earning potential, network marketers need to successfully grow their businesses by recruiting the right people.Network marketing superstar and recruitment expert Mary Christensen takes the guesswork out of successful recruiting, letting you in on her easy-to-use system for finding and training the right people to sell your product or services, and teaching them...

Millions of artists entrepreneurs crafters and solopreneurs dream of making a living doing what they love. But turning their vision into a viable business plan can feel like trying to fit a square peg into a round hole. Jennifer Lee knows what its like to make the entrepreneurial leap and how to do it successfully. The key is showing creative types how to use rather than stifle the imagination and intuition that make them creative in the first place. Lees illustrated colorful worksheets an...

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 sale...

Most companies treat service as a low-priority business operation, keeping it out of the spotlight until a customer complains. Then service gets to make a brief appearance for as long as it takes to calm the customer down and fix whatever foul-up jeopardized the relationship.In Uncommon Service, Frances Frei and Anne Morriss show how, in a volatile economy where the old rules of strategic advantage no longer hold true, service must become a competitive weapon, not a dama...

Do you feel like your career exists somewhere between your last sale and your next one? Are you always searching for the way to bridge the gap and create long-term success? Does it seem that somehow your life is only about your ability to perform on the job?For too long you have bought into the idea that the business you do and the life you lead are completely separate. What Todd Duncan has learned in his twenty-two years of sales is the polar opposite: When you discover how to con...

A revised and updated edition of the career advancement guide that advocates working smarter, not harder, from one of America's premier career consultants.Do your job, do it well, and you’ll be rewarded, right?Actually, probably not.According to career guru Donald Asher, advancement at work is less about skillsets and more about strategy. The revised and expanded edition of WHO GETS PROMOTED, WHO DOESN’T, AND WHY...

The classic New York Times Business Bestseller that offers "good advice for the aspiring executive" ( USA Today ).Drawing on in-depth interviews with hundreds of the nation's top executives, D. A. Benton explains the twenty-two vital traits that make a CEO—the leader responsible for making decisions, guiding teams, selling ideas, managing crises, and conquering the mountains bef...

Effective deal coaching is a lost art. Many VP's of Sales know they're not winning their fair share of new business and are frustrated because they can't put their finger on the root cause(s).In the 15 years since Peter Bourke left Accenture to join The Complex Sale he has worked with dozens of companies who are intent on improving their sales effectiveness. With few exceptions, the key determinant of success in these initiatives is most closely correlated with a sales organization'...

Marc Miller, author of the bestselling Selling is Dead, delivers another critical tool for connecting with decision makers to make more and bigger sales. A Seat at the Table offers a new sales approach: stop selling and start helping customers win, win bigger, and win more often.Customers only care about one thing: value. And the only proven way to increase sales productivity is to deliver new and different forms of value. Salespeople must become experts in their customers' businesses and ...

RULES OF THE HUNT is unlike any business book you’ll ever read. You won’t find any trendy advice, complex theories, or unrealistic promises. Rather, you’ll get the kind of honest, down-to-earth advice you would expect from a trusted mentor.A successful entrepreneur with more than 30 years of experience in the trenches, Michael Dalton Johnson knows what it takes to build and run a profitable business. In Rules of the Hunt, he provides invaluable in...