What makes a great salesperson? What beliefs, attitudes and behaviours are linked to being a top performer? What impact does culture, industry and sales context have? And does a formal sales methodology or process make a difference?
This book is for any sales professional, or indeed anyone involved in the sales process of their company, who wants to learn the secrets of successful selling. Based on interviews and analysis (qualitative and quantitative) of 300 of the world’s leading salespeople, across a mix of industries, cultures and context, the authors present the most rigorous evaluation of how salespeople behave and how they are driven. In doing so, they reveal the secret code behind consistent and high-level success in sales.
Authors: Ian Mills, Mark Ridley, Ben Laker & Tim Chapman
The secrets behind successful selling – a must-read for anyone involved in sales!
Learn the secret code for selling from the world’s leading sales professionals.
Based on interviews with, and research, on 300 of the world’s top performing salespeople.
Easy-to-read, engaging and thought-provoking – backed up by rigorous research and analyses.
Written by expert trainers who have all “carried a bag” and are passionate about the development of salespeople.
Publisher: LID Publishing
FORMAT: 198×129 mm
Number of pages: 292 pp
The book is a collaboration between Ian Mills, Mark Ridley and Ben Laker from Transform Performance International, and Tim Chapman, Managing Partner at Sales EQ. All of them have extensive global experience working in performance improvement, both from an academic and a practitioner perspective.
One of the most important pieces of research since Challenger, The Salesperson’s Secret Code embodies everything that truly professional salespeople would wish to be. The book shows how holding certain beliefs about selling can predict success. For the first time, our ‘sales industry’ can focus not just on perfecting processes and skills, but also on what causes people to be successful in the first place.
Nick Porter, Chairman of the Association of Professional Sales
This is not just a book for salespeople. It’s a book for everyone. Everyone in every role sells themselves. The authors highlight life skills that encourage us all to be better, more accomplished and more confident humans. A great manual for life.
Michael Tobin OBE, Former CEO at Telecity Group, NED on 4 Continents
This is the autobiography of one of the most influential management consultants of recent times. Herbert Henzler grew up in the German village of Neckarhausen during the Second World War. Starting his career as a sales apprentice with Shell, he went on to study at the universities of Saarland, Ludwig-Maximillian and California, Berkeley, where he received his PhD in economics.
In 1970, Henzler accepted an offer to join McKinsey & Company, a rapidly growing firm that would eventually become the world’s leading consultancy group. Working in its German office, Henzler quickly rose to Partner in 1975 and then Director in 1978. His spectacular rise continued when, in 1985, Henzler became head of McKinsey’s German office and one of the most powerful management consultants in the world. Honest and at times direct, this book provides a rare insight into the world of management consultancy and how one man made it to the top by constantly pushing the boundaries.
Across the world businesses are searching for ways to work leaner and smarter. Working virtually across countries, time zones, and regions is, in theory, a good way to stay connected and keep travel and accommodation costs down. Businesses must be competent at working virtually in order to thrive and, meeting virtually is today’s reality.
Technology companies are getting better and better at supporting meaningful virtual meetings and communication media is galloping ahead with people actively staying connected through social media and yet, at the same time virtual business meetings are hitting a glass ceiling. This book suggests that the human behaviour needed to make the most of these meetings is struggling to keep up.
In this book you will learn how to make meetings work for you, how to be present and how to be understood, why you suck at meetings today and what to do about it for tomorrow.
The future of business will be all about “business as unusual”. The rising wave of new technology in particular will mean companies and individuals will experience change at a rate and scale that will surprise many. In this book, a leading futurist and consultant provides a unique perspective for understanding and managing such change.
Hyttffors draws from the idea of yogic philosophy and the concept of mind mastery to help managers address the future of rapid change. He weaves together cutting edge technology with ancient Indian philosophy to increase business leaders’ understanding of how everything is becoming interconnected, and how current problems on a macro level and disruptive technologies (as solutions) will change the world. Moreover, he argues that successful management of change can be achieved by managers through a deeper understanding of human emotions.
China’s economic rise and influence has been one of the most significant developments in the global economy of recent times. A driving force behind this expansion has been the private entrepreneurs and companies of China, some of which have literally redefined the economic and business landscape, both inside and outside of China.
Wang Jianlin is one such entrepreneur. From small beginnings as an unknown soldier, Wang ventured into business and led a residential development company that was in imminent danger of going bankrupt. He turned the business around, and today, the Dalian Wanda Group is a transnational enterprise that has become a major player in real estate, football and the entertainment industry. This is the inside story of Asia’s richest man, his rise from humble origins, who became one of China’s great entrepreneur heroes, and whose presence today is pursued by the world’s most important political and business leaders.
This is an authoritative and practical guide to collecting, analysing and managing data, to enable managers and companies to develop successful business strategies. Data has become a dominant factor in today's business environment. This book, written by a leading practitioner, explains the underpinning nature of data for a company's business strategy. The book begins with data collection: getting data is no big deal; getting the right data to win in the market is. It moves on to data analysis: turning data into actionable intelligence is what drives and determines competitive advantage. And, finally, managing data: how to organise your data collection and analysis to create winning strategies. This is a definitive book about one of the most important topics in today's digital and data-driven economy.
Author: Erik Elgersma
Whether we are exploring a new idea, new career, or new endeavour, we encounter self-doubt, fear of failure and risks. Drawing on behavioural economics, psychology, and self-leadership principles, these strategies/exercises will give you a jumpstart and position you for success immediately after launch. This book draws on Sanyin's experience in behavioural science and economics, interviews on innovation, and in mentoring entrepreneurs. It also draws on ideas such as turning failures into brilliant mistakes, and many more. Short, sharp, snappy and impactful. This book makes any launch achievable.
In a quest to maintain market position and improve profits in today’s fast-paced, competitive market place, organizations need to become more and more customer driven. A customer-driven organization maintains a base of loyal customers by recognizing that customer service and product quality are fundamental to maintaining a competitive advantage. These organizations have incredibly strong, inspirational and charismatic leaders with strong culture and behavioural norms or even rules that guide everyone how to function within the organization. They think that their way is the only way!
This book explains how the environment and culture created in some of the world’s greatest customer-focused companies resembles the mindset created by a cult. It is by understanding the “anatomy” of such companies that we, too, can embark upon a journey of customer excellence within our companies.
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