Their stories are at once insightful, human and humorous. Delves Broughton reveals the ingredients needed to make a perfect sale, and show us how commercial genius might live in all of us. At every step of this journey we learn that selling - be it a product, person or even an idea - is something we all do every day. We are always pitching and presenting, trying to persuade people to accept us. Master the art of the sale and you will master the art of life.

    Now they are revealed for you to learn and use in your own business and career. A remarkable and sometimes painful part of the process is uncovering the truth about yourself, including how your self-image was shaped sometimes carelessly and perhaps even cruelly. As you grasp the influence of these “old tapes,” you see how you have unknowingly sabotaged your potential for being at the top tier of sales professionals. You may be astonished to discover what inner dialogue and even demons you now may choose to control and override. The results? You enjoy a significant advantage over those you seek to impress and persuade, and master a predictable way to reach and exceed your career, business and financial goals. The enormous benefits of self-knowledge and imaginative new tools for self-management are at the heart of the challenging and exhilarating lifelong process of implementing the Sandler Success Principles.

    Roff-Marsh calls these executives his silent revolutionaries. This revolution has been brewing for a long time. For the last 20 years, organizations’ ability to produce has overtaken their ability to sell, and, for at least as long, customers have unfailingly embraced every opportunity to avoid interacting with traditional field salespeople. Applying the division of labor to sales might not seem controversial, but this innocent-sounding idea decimates the sales management orthodoxy and replaces it with a strange new world where sales is primarily an inside activity, where salespeople earn fixed salaries and focus their attention exclusively on selling conversations, where regional sales offices become redundant, and where marketing and engineering become seamlessly integrated with sales.The Machine is a field guide for the executive who’s prepared to wrestle sales away from autonomous field-based artisans in favor of a tightly synchronized team of specialists. Readers will embrace The Machine either to exploit the new sales order or to avoid falling victim to it.

    It is an empathy-led, process-driven, knowledge-intensive discipline.’ - Subroto BagchiIn his new book, Sell – the first book on the subject by an Indian practitioner of business – bestselling author and inspiration to generations of entrepreneurs, Subroto Bagchi presents the concepts of selling and salesmanship from his unique perspective.Elaborating on the essential skills required to be a successful seller – whether of a product, a service, an idea, an organization, or even of personal skills – Bagchi crystallizes his on-the-ground knowledge about salesmanship through stories and anecdotes from his vast repertoire of experiences and extensive reading to provide wise and profound insights and advice on making an impact on others and acquiring the power to influence their decisions. A comprehensive and contemporary treatise on the art, science and ‘witchcraft’ behind selling, Sell will redefine the meaning of salesmanship.

    I couldn’t jack it in and go home, because I didn’t have a home to go to anymore. The bicycle and the tent were now home. Wherever I found myself on any given night was now home. And that meant, for tonight, Genoa Piazza Principe Railway Station was home.I was cycling across Europe in search of Utopia, a place I believed was located somewhere in Greece. When I found it, I would start a new life there. It was my big, fat, Greek midlife crisis. But now I was having a crisis within a crisis. What the hell had I been thinking?

    A highly personal account of a remarkable journey that pushed the author to the brink

    You try write a warts-and-all blog about your office. Question how the business is run, make sure you remember to call your boss a moron, and then tell me how it goes."He's ridden for World Tour teams for ten years. He's achieved top ten finishes in Grand Tours. He likes coffee. These are just a few details about the professional rider who wants you to know what the view looks like from the centre of the peloton.What do the riders really make of Team Sky? How does the pay structure work? Why should you never trust a kit endorsement from a professional? Is doping still an issue? The Secret Cyclist tackles the big questions head-on, revealing a side to cycling that fans have never seen before.

    Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations.

    This thoroughly documented and easy-to-read book is the first of its kind. Vitale gives you the keys to their minds. All you have to do is turn the keys. They said 'yes' to you long before you said a word and they were begging to buy from you shortly after you uttered your first sentence. Buying Trances is an exciting ride to the edge of the mind. His finest work to date." -Kevin Hogan, author, The Psychology of Persuasion and Covert Hypnosis "This book maps marketing's final frontier-the customer's mind-and exposes the buying trance. Frankly, this may be the smartest marketing book ever written." -Dave Lakhani, coauthor, Persuasion: The Art of Getting What You Want "As with all of Vitale's books, there are magical secrets chucked out like a mad Vegas poker dealer on every page. Not only will you learn to put people into buying trances with this book, the act of reading it will put you in a trance and force you to master it." -Mark Joyner, #1 bestselling author, The Irresistible Offer: How to Sell Your Product or Service in 3 Seconds or Less "Vitale's expertise in hypnotic marketing combined with his extensive research challenges the reader on many different levels. He forces you to delve deeper into the benefits of creating a buying atmosphere and a trance-like desire on the part of your prospect. I found this an absolutelyfascinating book." -Joseph Sugarman, President, BluBlocker Corporation "Buying Trances is not your run-of-the-mill marketing book. It's an exceptionally well-written, well thought out, high-level work that gives the reader unique insights into how to capture a prospect's attention. Cutting-edge stuff that is a must for every serious marketer to absorb and implement." -Robert Ringer, author, To Be or Not to Be Intimidated?: That Is the Question "Vitale's understanding of how and why people think and act like they do is remarkable. Byunscrambling complex ideas and explaining them in simple language, he reveals how to fashion messages that will turn people into compulsive buyers of our products and services. Now we can take control and create the buying trance. It's a totally refreshing and very effective approach to hugely profitable sales and marketing!" -Winston Marsh, veteran Australian marketer

    Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . .Tailor your selling strategy to match each step in the client's decision-making process.Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts.Gain entry to accounts through many different windows of opportunity.Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople.Handle negotiations, concessions on price, and term agreements skillfully and effectively.Offer the ongoing technical and maintenance support that keeps your major accounts yours.From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.

    When she started blogging about her cycle adventures under the alias Lady Vélo, a whole world was opened up to her. But it's hard to find space in an industry not traditionally open to women - especially women of colour.Shortly after getting back on two wheels, Jools was diagnosed with depression and then, in her early thirties, hit by a mini-stroke. Yet, through all of these punctures, one constant remained: Jools' love of cycling.In Back in the Frame Jools talks to the other female trailblazers who are disrupting the cycling narrative as well as telling the story of how she overcame her health problems, learned how to cycle her own path and even found a love of Lycra shorts along the way.

    But many of those bicycles disappear into basements and garages when the warm months end, parked there by owners fearful of the cold, snow and ice that winter brings. But does it have to be that way?Canadian writer and journalist Tom Babin started questioning this dogma after being stuck in winter commuter traffic one dreary and cold December morning and dreaming about the happiness that bicycle commuting had brought him all summer long. So he did something about it. He pulled on some thermal underwear, dragged his bike down from the rafters of his garage and set out on a mission to answer a simple but beguiling question: is it possible to happily ride a bike in winter? That question took him places he never expected. Over years of trial and error, research and more than his share of snow and ice, he discovered an unknown history of biking for snow and ice, and a new generation designed to make riding in winter safe and fun. He unearthed the world's most bike-friendly winter city and some new approaches to winter cycling from places all over the world. He also looked inward, to discover how the modern world shapes our attitudes toward winter. And perhaps most importantly, he discovered the unique kind of bliss that can only come by pedalling through softly falling snow on a quiet winter night.

    In 1998, this calculating Belgian and former professional cyclist looked a struggling rider and cancer survivor in the eye and said, “Look, if we’re going to ride the Tour, we might as well win.” In that powerful phrase a dynasty was born. With Bruyneel as his team director, Lance Armstrong seized a record seven straight Tour de France victories. In the meantime, Bruyneel innovated the sport of cycling and went on to prove he could win without his superstar -- in 2007 he took the Tour de France title with a young new team and a lot of nerve, sealing his place in sports history forever. We Might as Well Win takes readers behind the scenes of this amazing nine-year journey through the Alps and the Pyrenees, revealing a radical recipe for winning that readers can adapt from the bike to the boardroom to life. We witness Bruyneel’s near-death crash and comeback as a rider. We are privy to the many ways he and Armstrong outsmarted their opponents. We listen in on the team’s race radios to hear the secret strategies that inspire greatness from a disparate team. We learn how to make sure "not winning" isn’t the same as "losing" as Bruyneel struggles to prove himself -- post-Armstrong -- with new riders, new strategies, and skeptics around every corner. Whether mounting a difficult climb, or managing a team of thirty riders and forty support staff from a miniature car hurtling along narrow European roads, or looking a future legend in the eye and willing him to believe, Bruyneel is, and has always been, the consummate winner. Readers will relish this inside tour.

    Here, you'll learn how to turn the dangerous endeavor of selling to large companies and big contracts into a strategy for continued success and growth. Stop wasting time with little accounts and start landing monster accounts.

    Fox. The parable follows a young New England paperboy, named Rain, as he learns the business of being in business and quickly becomes the best paperboy in town. Through a series of humorous poignant vignettes, Jeff illustrates forty rainmaker business lessons that can be applied to not only paperboys, but anyone in business and sales. Rain's time as a paperboy proves to be just as valuable as getting an MBA. As with Jossey-Bass' popular Lencioni business fables, the format for Rain includes an actionable business model at the end of the book with instant takeaways and practical advice.