Karmic Selling

★★★★★ “One of the most unique books on selling I've ever read … refreshingly authentic and very much needed for our times.” – Pikasho Deka for Readers' Favorite Forget rainmakers, growth gurus, and secret sauce–sales is about trust. In his first book, Karmic Selling: Earning Business by Earning Trust , entrepreneur and CEO Stan Gwizdak reveals how he’s built his career by helping others. Emphasizing connection, kindness, and authenticity, Gwizdak gives readers practical tools to achieve lasting personal and professional fulfillment. Early in his career, Gwizdak spent decades in the corporate trenches and saw the dangers of environments where everyone takes, takes, takes–instead of giving. A life-threatening car accident spurred him to escape the toxicity and start his own consulting firm, which adheres to a strict “no assholes” policy. With clarity and honesty, Stan shares the successes and failures that helped him grow his business–and shows that when we do good, even more good will come our way. Inspired by the kindness he’s given and received throughout his career, Gwizdak wrote this book for sales executives, entrepreneurs, and anyone looking for a better way to do business. Readers will learn how to serve others with a clean heart, bring their most authentic self to work, and cultivate lifelong business relationships. A consultant and coach, Gwizdak provides guidance for leading a more authentic, prosperous, and happier life, including: • Shifting your approach to work and life • Maintaining a However-I-Can-Help mindset • Making connections wherever you go • Preparing for meaningful sales meetings • Identifying needs and building credibility in the first, second, and third meetings • Mastering the art of conversation and connection • Taking notes and cultivating relationships over time • Following up and following through • Growing your circle of trust Karmic Selling redefines sales as an act of service, not self-interest. The journey begins with one simple question, “How can I help you?”

January 16, 2024
Stan Gwizdak
Marketing & Sales
Advantage Media Group, Inc.
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The New Model of Selling

The old way of selling was killed off years ago. So why are businesses still leaning on old strategies? Jeremy Miner and Jerry Acuff know firsthand how frustrating sales can be, especially when companies require old, outdated methods. And today’s buyers, armed with an excess of information online, are skeptical and unwilling to engage with salespeople like they used to. As a result, traditional sales methods are ineffective against today’s consumers. Those seeking serious success in sales must navigate the new terrain with fresh ideas, approaches, and techniques.  The New Model of Selling  redefines the right way to sell by meeting customers on a human level. Informed by Jeremy Miner and Jerry Acuff’s business experiences, personal research, and innovative approach,  The New Model of Selling  implements advanced skills aligned with human behavior. From business owners, coaching professionals, and sales managers to politicians, executives, and leaders—anyone can benefit from Miner and Acuff’s techniques, no matter the industry. The New Model of Selling  is not just another sales book with a bunch of tips to read and forget. Jeremy Miner and Jerry Acuff’s approach will reframe sales through the lens of neuroscience and persuasion. Their goal is to help the customer think for themselves, with an emphasis on problem-solving and personal connection. Don’t act like a seller—start thinking like a buyer!

January 17, 2023
Jerry Acuff & Jeremy Miner
Marketing & Sales
Morgan James Publishing
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Sell It Like Serhant

This national bestseller is a lively and practical guide on how to sell anything and achieve long-term success in business. Ryan Serhant was a shy, jobless hand model when he entered the real estate business in 2008 at a time the country was on the verge of economic collapse. Just nine years later, he has emerged as one of the top realtors in the world and an authority on the art of selling. Sell It Like Serhant is a smart, at times hilarious, and always essential playbook to build confidence, generate results, and sell just about anything. You'll find tips like: The Seven Stages of Selling How to Find Your Hook; Negotiating Like A BOSS; How to Be a Time Manager, Not a Time Stealer; and much more! Through useful lessons, lively stories, and vivid examples, this book shows you how to employ Serhant's principles to increase profits and achieve success. Your measure of a good day will no longer depend on one deal or one client, wondering what comes next; the next deal is already happening. And Serhant's practical guidance will show you how to juggle multiple deals at once and close all of them EVERY. SINGLE. TIME. Whatever your business or expertise, Sell It Like Serhant will make anyone a master at sales. Ready, set, GO! Sell It Like Serhant is a USA Today Bestseller, Los Angeles Times Bestseller, and Wall Street Journal Bestseller.

September 18, 2018
Ryan Serhant
Marketing & Sales
Hachette Books
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$100M Offers

The methods contained within this book are so simple, so instantaneous, and so effective, it’s as if they work by magic. If you implement even one tactic in this book, you’ll see the change in your prospects' demeanor. And you’ll know the $100M Offers method worked when you start hearing, “What do I need to do to move forward?” before you even ask for the sale.

July 17, 2021
Alex Hormozi
Marketing & Sales
Acquisition.com, LLC
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Fanatical Prospecting

Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

September 29, 2015
Jeb Blount & Mike Weinberg
Marketing & Sales
Wiley
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The Dumb Money

Named a Best Book of the Year by New York Post! From the author of the book that became the iconic The Social Network movie, here is the definitive take on one of the wildest stories ever--the David-vs.-Goliath GameStop short squeeze, a tale of fortunes won and lost overnight, marking an unforgettable event in financial history.  Bestselling author Ben Mezrich offers a gripping, beat-by-beat account of how a loosely affiliate group of private investors and internet trolls on a subreddit called WallStreetBets took down one of the biggest hedge funds on Wall Street, firing the first shot in a revolution that threatens to upend the establishment. It’s the story of financial titans like Gabe Plotkin of hedge fund Melvin Capital, one of the most respected and staid funds on the Street, billionaires like Elon Musk, Steve Cohen, Mark Cuban, Robinhood co-CEOs Vlad Tenev and Baiju Bhatt, and Ken Griffin of Citadel Securities. Over the course of four incredible days, each in their own way must reckon with a formidable force they barely understand, let alone saw coming: everyday men and women on WallStreetBets like nurse Kim Campbell, college student Jeremy Poe, and the enigmatic Keith “RoaringKitty” Gill, whose unfiltered livestream videos captivated a new generation of stock market enthusiasts. The unlikely focus of the battle: GameStop, a flailing brick-and-mortar dinosaur catering to teenagers and outsiders that had somehow held on as the world rapidly moved online. At first, WallStreetBets was a joke—a meme-filled, freewheeling place to share shoot-the-moon investment tips, laugh about big losses, and post diamond hand emojis. Until some members noticed an opportunity in GameStop—and rode a rocket ship to tens of millions of dollars in earnings overnight. In thrilling, pulse-pounding prose, THE ANTISOCIAL NETWORK offers a fascinating, never-before-seen glimpse at the outsize personalities, dizzying swings, corporate drama, and underestimated American heroes and heroines who captivated the nation during one of the most volatile weeks in financial history. It’s the amazing story of what just happened—and where we go from here.

September 7, 2021
Ben Mezrich
Marketing & Sales
Grand Central Publishing
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The Psychology of Selling

How To Double and Triple Your Sales in Any Market. Understanding the "psychology of selling" is more important than the techniques and methods of selling. Mastering it is a promise of prosperity that sales trainer and professional speaker Brian Tracy has seen fulfilled again and again. In The Psychology of Selling, Tracy shows how salespeople can learn to control their thoughts, feelings, and actions to make themselves more effective. You'll learn: "The inner game of sales and selling."How to eliminate the fear of rejection.How to build unshakeable confidence.The psychology of why people buy and how to leverage it. The Psychology of Selling quickly gives you a series of ideas, methods, strategies, and techniques that you can use right away to make more sales, faster and easier than ever before. More salespeople have become millionaires by listening to and applying these ideas than from any other sales training process ever developed.

July 16, 2006
Brian Tracy
Marketing & Sales
HarperCollins Leadership
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Exactly What to Say: The Magic Words for Influence and Impact

Often the decision between a customer choosing you over someone like you is your ability to know exactly what to say, when to say it, and how to make it count. Phil M. Jones has trained more than two million people across five continents and over fifty countries in the lost art of spoken communication. In Exactly What to Say, he delivers the tactics you need to get more of what you want. Best-selling author and multiple award-winner Phil M. Jones is highly regarded as one of the world’s leading sales trainers. He has trained more than two million people across five continents and fifty-six countries and coached some of the biggest global brands in the lost art of spoken communication. In 2013 he won the British Excellence in Sales and Marketing Award for Sales Trainer of the Year, the youngest-ever recipient of that honor. He has also written a series of best-selling books and developed a number of online training courses that have enrolled tens of thousands of members around the world. Phil divides his time between London and New York. Praise for Exactly What to Say: “Abracadabra—you are a millionaire! That is what will happen if you follow the advice from Phil Jones in this book.” —Jeffrey Hayzlett, primetime TV and podcast host, chairman of C-Suite Network “Indeed, the right words spoken the right way, while perhaps not actually magic, can sure have the results of such.” —Bob Burg, co-author of The Go-Giver “I think Phil says it best himself at the end of this fabulous read: “Everything you have learned in this book is simple, easy to do and works.” It’s tried and tested, proven and guaranteed to help you get your own way more often.” —Philip Hesketh, professional speaker and author on the psychology of persuasion and influence “If you want to get prospects, clients, colleagues, bosses or anybody to say “yes” to what you want, I have three magic words of advice for you: “Get this book!” —Sylvie di Giusto, keynote speaker and corporate image consultant “This book is packed with ideas and easy-to-implement suggestions that will assist any individual in obtaining the outcomes they require from the conversations they have.” —Grant Leboff, CEO, StickyMarketing.com “Exactly What to Say is packed full of real-world solutions that will lead you to achieving the outcomes you desire in life and business.” —Richard Dixon, director, Holidaysplease “If you want to sell more and influence better, then this book is as close as you’ll get to a magic wand or silver bullet to success!” —Rob Brown, founder Networking Coaching Academy and bestselling author of Build Your Reputation “Phil Jones helps uncover the truth in complex selling situations. These powerful phrases demonstrate how to influence others with integrity while never seeming pushy. You’ll use these gems each and every day.” —Ian Altman, co-author of Same Side Selling, Forbes.com columnist “Exactly What to Say could replace just about every other book on human behavior—it’s that useful.” —John Jantsch, author of Duct Tape Marketing “In this short but powerpacked book, [Jones] shares how to use certain key phrases to help you with the winning edge.” —Bryan Eisenberg, NYT bestselling author of Waiting for Your Cat to Bark? and Be Like Amazon “Exactly What to Say is a must-read for anyone looking to be more persuasive in their business and personal lives.” —Seth Price, bestselling author of The Road to Recognition

July 26, 2017
Phil Jones
Marketing & Sales
Phil Jones
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Wanting

* Financial Times Business Book of the Month * Next Big Idea Club Nominee * One of Bloomberg 's "52 New Books That Top Business Leaders Are Recommending" * Aleo Review of Books 2022 Book of the Year * A groundbreaking exploration of why we want what we want, and a toolkit for freeing ourselves from chasing unfulfilling desires. Gravity affects every aspect of our physical being, but there’s a psychological force just as powerful—yet almost nobody has heard of it. It’s responsible for bringing groups of people together and pulling them apart, making certain goals attractive to some and not to others, and fueling cycles of anxiety and conflict. In Wanting , Luke Burgis draws on the work of French polymath René Girard to bring this hidden force to light and reveals how it shapes our lives and societies. According to Girard, humans don’t desire anything independently. Human desire is mimetic —we imitate what other people want. This affects the way we choose partners, friends, careers, clothes, and vacation destinations. Mimetic desire is responsible for the formation of our very identities. It explains the enduring relevancy of Shakespeare’s plays, why Peter Thiel decided to be the first investor in Facebook, and why our world is growing more divided as it becomes more connected. Wanting also shows that conflict does not arise because of our differences—it comes from our sameness. Because we learn to want what other people want, we often end up competing for the same things. Ignoring our large similarities, we cling to our perceived differences. Drawing on his experience as an entrepreneur, teacher, and student of classical philosophy and theology, Burgis shares tactics that help turn blind wanting into intentional wanting--not by trying to rid ourselves of desire, but by desiring differently. It’s possible to be more in control of the things we want, to achieve more independence from trends and bubbles, and to find more meaning in our work and lives. The future will be shaped by our desires. Wanting shows us how to desire a better one.

June 1, 2021
Luke Burgis
Marketing & Sales
St. Martin's Publishing Group
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Affluenza

A “witty yet hard-hitting” look at the symptoms, causes, and cures for America’s addiction to buying more stuff ( Library Journal ). NEW EDITION, REVISED AND UPDATED affluenza, n. a painful, contagious, socially transmitted condition of overload, debt, anxiety, and waste resulting from the dogged pursuit of more. We tried to warn you! The 2008 economic collapse proved how resilient and dangerous affluenza can be. Now in its third edition, this book can safely be called prophetic in showing how problems ranging from loneliness, endless working hours, and family conflict to rising debt, environmental pollution, and rampant commercialism are all symptoms of this global plague. The new edition traces the role overconsumption played in the Great Recession, discusses new ways to measure social health and success (such as the Gross Domestic Happiness index), and offers policy recommendations to make our society more simplicity-friendly. The underlying message isn’t to stop buying—it’s to remember, always, that the best things in life aren't things. “It is not a book that shakes a finger in our faces and reprimands hardworking Americans for wanting a little more comfort, elegance, and enjoyment… it creates something of real value—a new way of accounting for true happiness in our lives.” —Scott Simon, Weekend Edition host, NPR “ Affluenza is a sober indictment of the excesses and sheer waste in our increasingly consumer-oriented society. We would all be well served to read the book and pass it on to relatives, friends, and neighbors in the hopes of creating a great public conversation around how to eradicate the affluenza pandemic.” —Jeremy Rifkin, author of The Third Industrial Revolution

February 3, 2014
John de Graaf, David Wann & Thomas H. Naylor
Marketing & Sales
Berrett-Koehler Publishers
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Mixed Signals

An informative and entertaining account of how actions send signals that shape behaviors and how to design better incentives for better results in our life, our work, and our world   Incentives send powerful signals that aim to influence behavior. But often there is a conflict between what we say and what we do in response to these incentives. The result: mixed signals.   Consider the CEO who urges teamwork but designs incentives for individual success, who invites innovation but punishes failure, who emphasizes quality but pays for quantity. Employing real-world scenarios just like this to illustrate this everyday phenomenon, behavioral economist Uri Gneezy explains why incentives often fail and demonstrates how the right incentives can change behavior by aligning with signals for better results.   Drawing on behavioral economics, game theory, psychology, and fieldwork, Gneezy outlines how to be incentive smart, designing rewards that are simple and effective. He highlights how the right combination of economic and psychological incentives can encourage people to drive more fuel-efficient cars, be more innovative at work, and even get to the gym. “Incentives send a signal,” Gneezy writes, “and your objective is to make sure this signal is aligned with your goals.&rdquo

March 21, 2023
Uri Gneezy
Marketing & Sales
Yale University Press
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The SaaS Sales Method for Customer Success & Account Managers: How to Grow Customers

Customer Success Managers and Account Managers are the newest addition to the sales team, whether they and their organizations know it or not.  Building on the ideas in The SaaS Sales Method, which discusses how fundamental sales skills must be applied by every customer-facing employee, The SaaS Sales Method for Customer Success & Account Managers: How to Grow Customers goes deep on the fundamental skills of CSMs and Account Managers.  It also goes beyond, to discussing in detail how CSMs and AMs must interact with other sales teams in order to truly maintain an consistent customer experience and maximize revenues from existing customers.

March 16, 2018
Dominique Levin, Jacco van der Kooij & Winning By Design
Marketing & Sales
Winning By Design
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