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Effective Executive Speaking
Can your executives communicate with poise, power and persuasion?
Fundamental Selling Techniques for the New or Prospective Salesperson
Can your staff earn the business…deliver the business…and manage the relationship?
Principles of Professional Selling
Thousands of salespeople have prospered by attending AMA's most popular professional sales training seminar
Strategies for Developing Effective Presentation Skills
Transform inexperienced speakers into confident presenters.
Advanced Sales Management
Do your sales managers have the leadership, communication and team-building skills to ensure success?
Create a sales process to improve customer relationships and retain customers for life.
Customer Service Excellence: How to Win and Keep Customers
Does your team have the skills to deliver the kind of service that will keep customers coming back?
Fundamentals of Sales Management for the Newly Appointed Sales Manager
Can your sales managers take over a sales team of rookies and pros and maximize their effectiveness?
Can your staff demonstrate the basics of good presentation delivery skills?
Selling to Major Accounts-A Strategic Approach
Can your staff get the best ROI on their investment of time, effort and money and land big accounts?
Social Selling Boot Camp
Use social selling skills to reach more customers and increase your sales.
Strategic Sales Negotiations
Can your sales teams influence buyer perceptions to close more sales?
Are sales in a slump? Closing techniques not working? Need to reenergize?
Territory and Time Management for Salespeople
Are inefficiencies robbing your staff of time and money?
For all those salespeople who never planned on a career in sales...a
unique, new plan to improve their selling skills.
Be a Party Plan Superstar
Let's get this party started! This one-of-a-kind guide shows direct
sellers how to build and expand their party plan business.
Building a Winning Sales Force
Powerful answers and methods that will help every sales leader get
If every customer has a different way of buying, why do so many salespeople approach them all the same way?
Compensating New Sales Roles
Now updated to cover the online selling arena--the most comprehensive
guide to building an innovative sales compensation plan.
Complete Guide to Accelerating Sales Force Performance
How can companies add 5% to their top line (without extra expenses)? By
maximizing the effectiveness of their sales force--this book shows how!
Complete Guide to Sales Force Incentive Compensation
Designing an incentive plan to turn sales reps into sales superstars!
"A major breakthrough in the way goods and services [are] sold. When Mack Hanan speaks, we should all listen—really listen.? - Selling Magazine
From Selling to Managing
Guidelines, advice, and insider tips for the first-time sales manager.
Fundamentals of Sales Management for the Newly Appointed Sales Manager
Managing a sales force for the first time? Here's everything you need to know.
Giants of Sales
The sales techniques that work best...have always worked best. An incisive look at four legendary sales pros, and how their strategies still apply today.
All sales aren't created equal. This book shows readers how to close
deals that truly make a profit.
How to Mind-Read Your Customers
Strategies for sales success--using the principles of behavioral
Key to the C-Suite
Sell to the C-suite by speaking their language….
Knock Your Socks Off Prospecting
Another "knockout" in the grand tradition of Knock Your Socks Off
Managing Channels of Distribution
The first professional, practical guide to one of the hottest areas in
sales and marketing today.
Mobile Technology Question and Answer Book
Answers to every business professional's questions about the wireless
revolution--in a reader-friendly, use-it-now format.
More ProActive Sales Management
Managing great sales is different than making great sales. This book shows readers how to avoid the most common mistakes of their trade.
Persuasive Business Proposals
Use the latest technology and techniques to craft winning proposals.
Pricing for Profit
Few businesses are compensated well for the value they provide.
ProActive Sales Management
Managing sales is entirely different than making sales. This proven
guide arms sales managers with the powerful strategies they need to
Dynamic, proven tools and techniques that let reps think like their customers.
Questions That Sell
Learn to ask powerful questions that generate more sales!
An easy-to-follow road map for building a high-profit practice.
Real Estate Agent's Guide to FSBOs
The real estate agent's secret weapon for making a killing in the
Red-Hot Cold Call Selling
Turn cold calls into cold cash!
Plan, execute, close. With Red-Hot Selling, yes—it is that easy!
Sales Compensation Handbook
All the information and tools needed to design and implement
state-of-the-art sales force compensation programs.
Sales Manager's Success Manual
The crucial advice sales managers need to lead their people to better
results ... and higher profits!
Sales Scripts That Sell
Be prepared for every selling situation!
Saving the Deal
Everyone knows some real estate deals that have "just gone sour" at the
last minute. Here's how real estate professionals can stop this from
Secrets of Great Sales Management
How to master the many demanding roles of 21st-century sales management.
Selling to Anyone Over the Phone
Selling over the phone requires more than just reading from a script.
This guide shows sales pros what they need to know to dial their way to
Selling to Major Accounts
How to build stronger relationships with key customers.
Selling to The New Elite
The New Elite exposed the lives and minds of America's richest people. Now, the authors reveal what and how these titans of wealth buy…and how to sell to them.
Slow Down, Sell Faster!
It's not so much how you sell. It's how your customer buys!
Smart Selling on the Phone and Online
Ten indispensable skills for inside sales success.
Successful Cold Call Selling
The ultimate blueprint for anyone who wants to master the art of
Successful Local Broadcast Sales
An invaluable guide that gives media professionals the power to boost sales and woo clients.
Zero-Turnover Sales Force
No company's sales force should be a revolving door.
Five Keys to Winning RFPs -- Mar-06-2013
The difference between answering the document and winning the deal
Making the Connection: Engaging and Closing Sales over the Phone -- Sep-17-2008
Maximizing Your Return on Every Phone Call
Getting Started in Sales: Essential Skills for Success -- Jul-09-2008
How New Sales Professionals Can Increase Their Effectiveness and Earn More Business.
Making the Transition from Selling to Sales Management -- Feb-02-2008
How to Manage a High-Performing Sales Staff
Building a Qualified Sales Pipeline: What’s Working Now -- Jan-23-2008
Mastering the art of finding "ready to buy" leads...
Do You Know Your Competitive Advantage? -- May-23-2007
In this highly competitive marketplace, it is critical to focus on a customer’s buying criteria when discussing deliverables.
Anders Dahlvig on IKEA’s Global Social Ambition
Continual Growth of an Industry Giant
Brendon Burchard on Developing a Million Dollar Message
Transforming your life experiences into a profitable career
C.J. Hayden on How to Market Yourself
C.J. Hayden is a Master Certified Coach and principal of Wings Business Coaching, LLC, a firm that teaches self-employed professionals to make more money with less effort. Hayden is the author of "Get Clients NOW!" (AMACOM) and The One-Person...
Dr. Betsy Kruger on Finding and Targeting Your Star Customers
Applying Pareto’s Principle to Your Brand
Greg Bennett on How to "Close" a Consultative Sales Deal
Greg Bennett has been a top sales trainer, consultant, strategist and coach since 1988. He is the author of the book "Consultative Closing", which offers simple steps that build sales-client relationships while winning even the toughest sales....
Jaynie Smith on Competitive Advantage
Jaynie L. Smith is the author of Creating Competitive Advantage and president of Smart Advantage, Inc., a marketing/management consultancy whose clients range from mid-sized to Fortune 500 companies. She consults nationally and internationally with...
John Mariotti on Conquering the Complexity Crisis
In the quest to grow their business in flat or declining markets, many companies have created dozens of new products and services to increase their customer, vendor, and marketplace relationships. But even as top-line revenues go up, this rising tide...
Lois Kelly on Conversational Marketing
Lois Kelly is the author of "Beyond Buzz: The Next Generation of Word of Mouth Marketing". She's dedicated her career to helping companies talk about their companies and issues in ways that get people to buy, believe and change, no matter how complex...
Michael Nick on Selling to the C-Suite
Phil Rosenzweig on the Halo Effect and How to Fight It
Phil Rosenzweig's new book The Halo Effect... and the Eight Other Business Delusions That Deceive Managers offers a sharp critique of current management thinking, exposing many of the errors and mistaken ideas that pervade the business world, and...
Rick Rickertsen on Selling Your Business Your Way
In his new book Sell Your Business Your Way: Getting Out, Getting Rich, and Getting On With Your Life (AMACOM Books), Rick Rickertsen walks readers through the entire process of selling, from valuation and preparing the business for sale to finding a...
Robert Bloom on Winning Customer Preference
Engaging consumers in an age of declining loyalty
10 Rainmaker Principles—Get the Best from Your Sales People
Learn these ten principles to provide outstanding salesmanship.
10 Simple Pricing Rules for Challenging Economic Times - Members Only
Is your company tempted to reduce prices in order to survive difficult economic times? Doing so will accomplish two things-neither of them good....
A Journey of Small Steps for Big Change
Learn how to make change in sales effectiveness succeed by going one step at a time.
A Socratic Approach to Successful Selling - Members Only
The Socratic Method remains as relevant today as it was in ancient Greece. Using targeted Q&A, the savvy salesperson can create a Socratic dialog with the customer to determine how to best meet the customer's needs-and close the sale....
Attention, Salespeople: It’s Not About You
Salespeople: distinguish yourself from the pack by adopting a "you" point of view toward your customer. Ask: "What are your goals?" "What's your take on this?" "What is the biggest challenge you're facing right now?"...
Beware the Perils of "Swiss Watchmaker Thinking" - Members Only
Are you guilty of "Swiss Watchmaker Thinking?" It's the mentality that cost the Swiss 80% of the global watch market-simply because they were unable to give up old habits and embrace new ways of thinking and acting....
Calling on High Status Prospects
Is fear of rejection keeping you from achieving the sales success you deserve? Best-selling author and professional coach Brian Tracy explains how to conquer your fear and sell, sell, sell....
Challenges Facing Marketers 2002 Survey
With the proliferation of communications and distribution channels, and intensified domestic and international competition, marketers are facing ever-growing challenges. But what exactly are they? To determine what marketers themselves are thinking...
Critical Skills for Sales Success - Members Only
What do salespeople and physicians have in common? Both know that their success is based on their ability to serve the needs of their clients. They do their research, come up with a diagnosis, and devise a plan to "cure" their clients' ills....
Does Your Business Need a Chief Customer Officer?
Is a C-level customer service person the key to taking your company's sales to the next level? Maybe. Or maybe not. An experienced CCO offers advice to help you decide....
Dominating Your Market by Shortening the Customer Decision Cycle
Win customers and increase your market share by helping customers make speedier purchasing decisions.
Dominating Your Market by Shortening the Customer Decision Cycle
What single factor most determines marketing success? Amazingly, it's the time it takes your customers to decide to purchase your product. In this excerpt from his book The Secrets of Word-of-Mouth Marketing, George Silverman explains how to...
Eleven Surefire Selling Strategies - Members Only
Whether you're selling number 2 pencils or IT consulting services, incorporate these selling strategies into your sales plan and watch your numbers and customer satisfaction ratings soar....
Evolve Your Management Strategy to Win Online
Learn how to sell online
Famous Objections and How to Overcome Them - Members Only
What do you do when a prospect tells you, "Send me information about your company/products/services in the mail?" Paul S. Goldner, the author of Red-Hot Cold Call Selling, has two, not one, surefire responses....
Five Reasons Why You Should Seek Rejection - Members Only
The value of "eating 'nos' for breakfast."
Go from Good to Great: Five Ways to Boost Your Sales Career
If you want to take your career to the next level, the key is to work smarter, not harder, says expert Chip Eichelberger. Here are five simple, yet effective, strategies that even a seasoned sales pro can use to boost performance....
How to Connect with Customers, Every Time - Members Only
The most successful salespeople adapt their style to suit each individual customer.
How to Gain Access to the Executive Suite
Do your salespeople have trouble connecting to the real decision makers in your customers' organizations? These strategies will help them reach the people who have the power to sign on the dotted line....
How to Hire a Top Performing Salesperson
Ifou need to hire top performing sales staff if you want to increase sales,
How to Identify the "Golden Prospect" - Members Only
How can you identify the prospect who will buy sooner than others? Easy, says marketing guru Brian Tracy. Simply find the person who has a pressing need for your product or service....
How to Overcome the Three Key Leadership Challenges to Your Sales Force’s Success
If you're not getting the results you want from your sales team, think about how you're dealing with three sales management challenges: the "80/20" rule, pricing pressure, and resistance to change....
How to Turn a “No” Client into a “Yes” Client - Members Only
Sales tips that will help you land bigger deals in less time.
Introduce Yourself to Prospective Customers via Email
Learn how to effectively use email in selling. -
Is Your Company Sitting on a Bull's-Eye?
Strategies for overcoming price-based sales competition.
Is Your Sales Team Creating Real Differentiation? - Members Only
To stand out from the competition, your salespeople have to go beyond features that are easily copied, to create value that is unique to each customer.
Keeping Your Customers During Tough Times - Members Only
Your sales reps’ must make sure they’re effectively meeting the needs of current, loyal customers.
Key Leadership Behaviors That Improve Sales Force Performance
Learn how sales managers can improve sales by building a team culture of collaboration.
Magnifying Customer Focus
Seven out of 10 executives say that their organizations experienced disruptive change during the last year. And more than 80% say that the pace of change is speeding up in organizations all over the world. That's according to Agility and Resilience, a...
Mimicking Increases Odds of Success in Negotiation, Says Study
"Think like the other person" is a common piece of negotiating advice, but acting like the other person might be an even better tactic. According to a new study, negotiators who mimic simple gestures, postures and mannerisms of their counterparts find...
Missed Your Sales Quota? Get Your Mojo Back
Learn how to make your sales quota.
Move Ahead by Becoming a Sales Coach Superstar
Want to make yourself valuable at work? Learn to sell, sell, sell, say the authors of a new book. Want to make yourself indispensable? Coach others to sell, sell, sell....
Never Hire a Bad Salesperson Again - Members Only
What makes a super salesperson? According to the authors of a new book, Never Hire a Bad Salesperson Again, "Winning salespeople always share one critical psychological trait, and that characteristic is drive." Drive can't be taught, but you...
New Sales Manager Essentials - Members Only
Five skills that wil help a new salesperson become a world-class sales executive.
Overcoming Objections - Members Only
How to deal with customer objections, from Brian Tracy's new book Unlimited Sales Success.
Reaching the Decision Makers - Members Only
How to reach the decision makers and make the sale.
s Your Company Missing the Boat on Pricing Opportunities?
Examine the opportunities for proper pricing.
Sales Self-Sabotage: The Causes and the Cure - Members Only
Attention sales professionals: you may be sabotaging your own success. The remedy is to stop behaving like a salesperson and start behaving more like someone who has the customer's best interests in mind....
Say Goodbye to 11th Hour Sales Negotiations
How many times have you thought you were about to close a big sale only to find that the customer had many questions and objections at the last minute? Author Jeff Thull explains how to ensure that those 11th hour surprises become a thing of the...
Secrets of Selling to Boomers: Keep It Old School
How to sell to Baby Boomers, who possess the highest disposable income of any generation.
Selling Tips from the Masters - Members Only
Winning strategies from master salespeople.
Stop Torturing Your Sales Teams - Members Only
Smart sales managers work hard to avoid five afflictions that erode morale and performance.
Telling Your Brand Story - Members Only
Every member of your sales staff should be a "brand ambassador" who is able to explain your company's brand story in 30 seconds. By articulating your brand story, sales staff will convey your company's unique advantages, engage the customer, and...
Ten Common Obstacles That Limit Your Persuasion Success
According to Kurt Mortensen, author of the new book Persuasion IQ, there are 10 things you may be doing right now to cause people to resist you and your message....
The Art of Strategic Discounting
How to bring in new customers by offering strategic discounts.
The Best Kept Secret of the Selling World
In business, too much attention is paid to the cost of a solution to a problem. Jeff Thull explains why it's in everyone's best interest to instead focus on the cost of the problem itself....
The Best Way to Survive Hard Times: Build Strong Business Relationships - Members Only
Make sure your salespeople’s relationship-building skills are up to snuff.
The Four Factors of Risk
Put your customer at ease and make the sale, with these simple strategies from management/sales guru Brian Tracy....
The Only Four Reasons to EVER Lower Your Prices - Members Only
Even in today's troubled economy, offering customers a discount isn't necessarily the best strategy.
The Performance Paradox: When Less Is More
The more fixated on your goal you become, the greater your chance of success, right? Yes, but only to a certain extent. It turns out that when people are too fixated on the future, their creativity and overall performance actually diminish....
The Power of Belief - Members Only
As Henry Ford said: "Whether you think you can, or think you can't, you're right." During his days as a door-to-door salesman, Sharif Khan learned first-hand how belief in oneself and a positive attitude are essential ingredients to a successful...
The Science of Sales Growth in a Recession
It may seem counter-intuitive, but the way to grow sales during the recession is to increase investment.
The Seven Deadly Sins of Sales Management - Members Only
Sales Management tips from the author of Nuts & Bolts of Sales Management: How to Build a High-Velocity Sales Team.
Learn how to transform marketing given today's fast-changing world.
Why Salespeople Are Leaving
Keep salespeople successful and on board by helping them build a network of referrals.
Working Your Competitive Advantage - Members Only
Jack Welch said, "If you don't have a competitive advantage, don't compete." So what's your competitive advantage? If it's only based on price, you risk losing your customers and your best salespeople....