Mastering the World of Selling: The Ultimate Training Resource from the Biggest Names in Sales
Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges:\ \ No prior sales education or training\ Lack of formalized sales training, resources, and methodologies provided by their companies\ Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies\ A consistent struggle to keep their sales force, distributors,...
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Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges:No prior sales education or trainingLack of formalized sales training, resources, and methodologies provided by their companiesDue to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companiesA consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world:AcclivusAchieveGlobalAction SellingTony AllesandraBrian AzarBaker Communications, Inc.Mike BosworthIan BrodieEd BrodowMike BrooksBob BurgJim CathcartRobert Cialdini PhDCommunispond, Inc.Tim ConnorCustomerCentric SellingDale CarnegieSam DeepBryan DodgeBarry FarberJonathan FarringtonJeffrey FoxColleen FrancisFranklinCovey Sales Performance SolutionsThomas A. FreesePatricia FrippAri GalperGeneral Physics CorporationJeffrey GitomerCharles H. GreenFord HardingHolden InternationalChet HolmesTom HopkinsHuthwaite, Inc.Imparta, Ltd.InfoMentis, Inc.Integrity SolutionsJanek Performance Group, Inc.Tony JearyDave KahleRon KarrKnowledge-Advantage, Inc.Jill KonrathDave KurlanRon LaVineKendra LeeRay LeoneChris LytlePaul McCordMercuri InternationalMiller Heiman, Inc.Anne MillerDr. Ivan MisnerMichael MacedonioSharon Drew MorgenNapoleon Hill FoundationMichael OliverRick PageAnthony ParinelloMichael PortPorter HenryPrime Resource Group, Inc.Neil RackhamRevenue StormLinda RichardsonKeith RosenFrank RumbauskasSales Performance International, Inc.Sandler TrainingDr. Tom SantStephan SchiffmanDan SeidmanBlair SingerTerri SjodinArt SobczakDrew Stevens, PhDSTI InternationalThe Brooks GroupThe Friedman GroupThe TAS GroupBrian TracyValueSelling AssociatesWendy WeissJacques WerthFloyd WickmanWilson LearningDirk ZellerTom ZiglarZig Ziglar
Foreword. Introduction: “Nothing Happens Until Somebody Sells Something...” (Eric Taylor and David Riklan). Chapter 1: Acclivus. Chapter 2: AchieveGlobal. Chapter 3: Action Selling. Chapter 4: Tony Allesandra. Chapter 5: Brian Azar. Chapter 6: Baker Communications Inc. Chapter 7: Mike Bosworth. Chapter 8: Ian Brodie. Chapter 9: Ed Brodow. Chapter 10: Mike Brooks. Chapter 11: Bob Burg. Chapter 12: Jim Cathcart. Chapter 13: Robert Cialdini Ph.D. Chapter 14: Communispond Inc. Chapter 15: Tim Connor. Chapter 16: Customer Centric Selling. Chapter 17: Dale Carnegie Training. Chapter 18: Sam Deep. Chapter 19: Bryan Dodge. Chapter 20: Barry Farber. Chapter 21: Jonathan Farrington. Chapter 22: Jeffrey Fox. Chapter 23: Colleen Francis. Chapter 24: FranklinCovey Sales Performance Solutions. Chapter 25: Thomas A. Freese. Chapter 26: Patricia Fripp. Chapter 27: Ari Galper. Chapter 28: General Physics Corporation. Chapter 29: Jeffrey Gitomer. Chapter 30: Charles H. Green. Chapter 31: Ford Harding. Chapter 32: Holden International. Chapter 33: Chet Holmes. Chapter 34: Tom Hopkins. Chapter 35: Huthwaite, Inc. Chapter 36: Imparta, Ltd. Chapter 37: InfoMentis, Inc. Chapter 38: Integrity Solutions. Chapter 39: Janek Performance Group, Inc. Chapter 40: Tony Jeary. Chapter 41: Dave Kahle. Chapter 42: Ron Karr Chapter 43: Knowledge-Advantage, Inc. Chapter 44: Jill Konrath. Chapter 45: Dave Kurlan. Chapter 46: Ron LaVine. Chapter 47: Kendra Lee. Chapter 48: Ray Leone. Chapter 49: Chris Lytle. Chapter 50: Paul McCord. Chapter 51: Mercuri International. Chapter 52: Miller Heiman Inc. Chapter 53: Anne Miller. Chapter 54: Dr. Ivan Misner & Michael Macedonio. Chapter 55: Sharon Drew Morgen. Chapter 56: Napoleon Hill Foundation. Chapter 57: Michael Oliver. Chapter 58: Rick Page. Chapter 59: Anthony Parinello. Chapter 60: Michael Port. Chapter 61: Porter Henry. Chapter 62: Prime Resource Group, Inc. Chapter 63: Neil Rackham. Chapter 64: Revenue Storm. Chapter 65: Linda Richardson. Chapter 66: Keith Rosen. Chapter 67: Frank Rumbauskas. Chapter 68: Sales Performance International, Inc. Chapter 69: Sandler Training. Chapter 70: Tom Sant. Chapter 71: Stephan Schiffman. Chapter 72: Dan Seidman. Chapter 73: Blair Singer. Chapter 74: Terri Sjodin Chapter 75: Art Sobczakt. Chapter 76: Drew Stevens Ph.D. Chapter 77: STI International. Chapter 78: The Brooks Group. Chapter 79: The Friedman Group. Chapter 80: The TAS Group. Chapter 81: Brian Tracy. Chapter 82: ValueSelling Associates. Chapter 83: Wendy Weiss. Chapter 84: Jacques Werth. Chapter 85: Floyd Wickman. Chapter 86: Wilson Learning. Chapter 87: Dirk Zeller. Chapter 88: Zig Ziglar. Chapter 89: Eric Taylor. Chapter 90: Additional Sales Trainers and Sales Training Resources.
