B2B Sales Connections eBooks
Did you know that business people who read at least 7 business books a year earn over 2.3 times more than people who read only one book per year? Think you don't have time? If you spend just 10 minutes a day reading, that adds up to over 60 hours a year!
Below are eBooks available from B2B Sales Connections. All of the eBooks are in PDF format and are available for instant download.
Also, listed below are some excellent books recommended and reviewed by the B2B Sales Connections sales coaches or our website visitors. All are available from Amazon.
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Sales eBooks
 Action Plan For Sales Success
- Not Just What To Do, But How To Do It!
by Susan A. Enns
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Fact: 25% of sales representatives produce 90 to 95% of all sales. Clearly, most sales people are not selling up to their potential and therefore not making the incomes they could. Why is this case? It’s not that the job can’t be done because 25 percent are doing it, and doing it well. It’s because the other 75 percent either are not in the right sales position or they truly don’t know how to sell. If all sales people knew and did what the top 25 percent do, then all sales people would be selling more!
Based on over 50 years of successful b2b sales and sales management expertise, Action Plan For Sales Success is a proven, turn key program that will become the foundation of your sales process. You'll learn sales techniques used by top producing sales professionals. This is not just what to do, it's how to do it!
B2B Sales Connections sells eBooks in PDF format only. All other eReader and eBook formats for this selection are available from the online eBook retailer Smashwords.com
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 Quick Sales Tips
- Practical advice, in bite sized pieces!
by Susan A. Enns and Robert J. Weese
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This eBook is a collection of little ideas to help you realize your sales potential. As one of our subscribers stated, "... if sales folks would follow your "sales tip of the month" every day...their life would change".
Whether you are an entrepreneur marketing your own products and services, or a direct sales representative servicing your assigned sales territory, this book will improve your skills so you will sell more. They are in no particular order, just a random collection of over 100 tips to help you achieve your sales potential.
B2B Sales Connections sells eBooks in PDF format only. All other eReader and eBook formats for this selection are available from the online eBook retailer Smashwords.com
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 Conquering the (Dreaded) Price Objection
- The No-Sweat Method to Deal With "Your Price is Too High"
by Brian Jeffrey
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The price objection is probably the number one sales objection in today’s economy. We get it so often that you’d think we’d have developed an answer for it by now. Unfortunately, most salespeople don’t take the time to prepare a proper response to this challenge. This ebook will help you do just that.
One sales team, despite having low to moderately-priced products, still struggles with the price objection while another team takes the same price objection in stride. What’s the difference? In a word — attitude.
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 How Your Personality Impacts The Sale
- Adjusting Your Style May Save The Sale
by Brian Jeffrey
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Whenever you start a sale, there are two personalities involved, yours and the prospect’s. When these personalities clash, you’ve got rough waters ahead. There is something you can do about it. Learn about the four basic selling styles and how to sell to the four different buyer styles. You’ll also get a handy pocket guide to determining another person’s personality and what you need to do to sell to them.
We’ve all met salespeople whom we wouldn’t buy from if they were the last salesperson on earth. Ever wonder why this happens? You’re going to find out why this occurs and how to avoid this potentially fatal selling problem.
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 Primer on Major Account Selling
- Opening The Door To Bigger Opportunities
by Brian Jeffrey
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While many salespeople understand sales tactics, they have a poor knowledge of sales strategy. Here’s a short, easy read that will bring you up to speed on what it takes to sell to major accounts.
Your success will depend on how well you accomplish the three key elements: account management, opportunity seeking, and opportunity management. Doing all three well doesn’t guarantee success but leaving out any element seriously lowers your chances of making a sale.
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 Time Management Tips For Salespeople
- How To Find Time To Sell
by Brian Jeffrey
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Whether you’re selling on the road, selling over the telephone, or standing behind the counter in a retail operation, the one thing you don’t have enough of, apart from money, is time. There is just not enough time in a day to do all the things that need to get done and that’s why time management skills are critical if salespeople are to succeed.
It’s worth remembering that the most important factor in selling success is not being able to persuade the prospect to buy. It’s finding the best prospects and talking to the largest number of these prospects. Not only must we find quality prospects, we must manage our time properly if we are to get in front of more and more of them.
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 Warming Up Cold Calls
- How To Get Your Foot In The Door Without Getting It Crushed
by Brian Jeffrey
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Somewhere in this world there are seven or eight salespeople who really enjoy making cold calls. The rest of us would rather stand under a cold shower, ripping up $100 bills. This ebook is for the tens of thousands of us who hate—and sometimes fear—making cold calls.
Let’s face it, cold calls can make you anxious. That’s because you put yourself on the line, you take a chance, you expose yourself to rejection. Ninety-five percent of salespeople don’t make cold calls for the same reason they don’t ask for the business (close the sale). They’re afraid of rejection, afraid of getting a “no.” Handling rejection is hard to learn and some of us never do learn to cope.
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 World's Shortest Sales Course
- Stuff Your Sales Manager Never Told You But Should Have
by Brian Jeffrey
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Are you a seasoned business-to-business sales professional who is looking for a quick refresher? Are you new to the selling field and want to find out what you should be doing to become even more successful? Maybe you’re one of those people who hates to sell but has to do the dastardly deed as part of your job. Whatever, here’s what you absolutely need to know.
If you’re one of those people who hate to sell, believe me you’re not alone. This phenomenon—a dislike for selling—is common among all walks of people, particularly professionals such as engineers, accountants, and others, who feel that they shouldn’t have to sell their services. These people tend to take the position that customers or clients should seek them out rather than the other way around. This approach to selling has caused many businesses to wither and die.
So, whether potential clients come to you or you go to them, it pays to know how to sell.
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Sales Management eBooks
 Action Plan For Sales Management Success
- Not Just What To Do, But How To Do It!
by Susan A. Enns
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Fact: 25% of sales representatives produce 90 to 95% of all sales. Clearly, most members on your sales team are not selling up to their potential and not generating the revenues they could, and neither of you are making the incomes you could! Why is this case? It’s not that the job can’t be done because 25 percent are doing it, and doing it well. It’s because the other 75 percent either are not in the right sales position or they truly don’t know how to sell.
Based on over 50 years of successful b2b sales and sales management expertise, Action Plan For Sales Management Success is a proven, turn key program that will become the foundation of your sales management process. It will show you the techniques used by top producing sales managers. This is not just what to do, it's how to do it!
B2B Sales Connections sells eBooks in PDF format only. All other eReader and eBook formats for this selection are available from the online eBook retailer Smashwords.com
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 Breaking In The New Salesperson
- Paper Training New Puppies
by Brian Jeffrey
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Getting a new salesperson up to speed is like breaking in the engine on a new vehicle. Do it right and you’ll get years of good service. Do it badly and you may lose your investment.
You’ve already invested a lot of time and money to find and hire the best person you can afford so doesn’t it make sense to capitalize on that investment and not squander it? Of course it does. So why do so many companies mishandle the situation?
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 Building & Maintaining Moral
- Keeping The Troops Singing
by Brian Jeffrey
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Times are tough and selling is tough and it’s easy for a salesperson’s morale and motivation to take a tumble. When that happens, sales can take a tumble as well. Here are some time-tested ideas to keep that from happening.
There are two times when morale within an organization is high. One is when everything is going well and sales are rolling in. The other is when everything is going bad and sales are just dribbling in, but no one realizes it yet! In the first case it’s important to make sure that morale stays high. In the second case it’s critical. When times and sales are good, it’s easy to keep morale high. Almost anyone can do it. During difficult times, however, it’s harder to do and that’s when leaders, not just managers, are required.
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 How To Fire A Salesperson Without Getting Burned
- Firing With Finesse
by Brian Jeffrey
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Replacing a salesperson is always the last resort but if it has to be done, do it right. Learn how to take the pressure off both you and the person who will soon be looking for a new career opportunity.
This e-book, like the actual event itself, is short but not so sweet. As a sales manager, one of the hardest chores we have to perform is to fire someone. You can call it termination, de-hire, lay off, downsizing, right sizing, or any number of other neat phrases, but the bottom line is that you’re putting someone on the street and impacting his or her professional and personal life.
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 How To Hire Salespeople Who Can Sell
- Separating The Wheat From The Chaf
by Brian Jeffrey
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Tired of hiring duds? Here is a simple process and some ideas that will help you put together a powerful sales team. It’s not hard to find winners if you do the right things.
One of the most critical functions you perform as a sales manager is putting together the sales team. The right people, working together, can make business life a pleasure. On the other hand — hire the wrong people and your life can become hell. For the best results, stop hiring losers and start hiring winners. Be an “A” sales manager who hires “A” salespeople.
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 How To Map & Manage Your Sales Process
- Managing Chaos For Fun & Profit
by Brian Jeffrey
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An effective road map of your sales process helps everyone to not only know where they are going but also how to get there and remove bottlenecks that can slow down your internal processes.
The better you understand the sales process and the underlying elements you have to manage, the better you will be at providing your sales staff with the support they need to succeed. It’s important that you and your salespeople understand both the internal and external forces at work in the sales process. Your people should understand your internal work flow, key personnel, credit requirements, paper flow, problem areas, who does what, what goes where, etc.
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 Increasing Sales Staff Productivity
- Using The Carrot & Stick To Improve Sales
by Brian Jeffrey
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Sales results are directly connected to the productivity of your salespeople. There are things you can do as a sales manager to make sure you are getting the most out of your people.
Like most employees, those salespeople who aren’t in the doldrums because of the difficult times are already working at top capacity so how can we expect them to increase their activity and productivity levels even higher? Here are some ideas that can help you and your people make a difference, even in difficult times.
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 Livening Up Your Sales Meetings
- Sitting Around The Sales Campfire
by Brian Jeffrey
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Do your sales meetings make a funeral look like a festive event? Are people arriving late and leaving early? It doesn’t have to be that way. Learn how to turn your sales meetings into a not-to-be-missed affair.
Nobody starts out to have a poor sales meeting. But, like many other things, if you don’t know what you should be doing, there’s a high probability of doing it wrong.
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 Managing The Sales Funnel
- Avoiding The Sales Drought
by Brian Jeffrey
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Have you ever wondered how to determine the size of your prospecting pipeline? Do you know what the minimum value of the opportunities flowing through your sales funnel needs to be if you’re going to make quota? Here’s how to figure it out.
One of the traps that many companies often fall into is thinking that because they obviously have a superior offering, customers don’t need to be sold and should be beating a path to their doors. It’s not good enough for us to simply have, what we consider, the better mousetrap. We must be prepared to proactively bring our ideas and products to the marketplace and to do that we must sell, not just wait for someone to buy.
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 Salvaging Problem Sales People
- Beating Off The Alligators
by Brian Jeffrey
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Understanding the problems that problem salespeople have is your first step to applying the right solution to get the person back on track and productive again.
What you do about the problem depends on what the problem is and its magnitude. Sometimes there’s nothing that can be done. Other times it’s simply a matter of coaching the person. More serious problems may be solved with counselling while the biggies may require major surgery (termination).
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 Setting Quotas, Targets, Forecasts & Goals
- Challenging The Troops
by Brian Jeffrey
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Getting accurate forecasts from your salespeople is like pulling teeth. Here’s a painless method that works. Simple, effective, and easy to implement. Everything you need to make the job easier, for both you and your salespeople.
A sales quota is the gross amount of business that either a salesperson says he can do or the company says must be done. It’s usually a target if the salesperson sets it and a quota if the company sets it. In either case, too many people generate the number using the SWAG method (scientific wild-ass guess). When you consider that hiring, product purchase, advertising, expansion and other decisions are made based on the estimated future earnings, it’s important they be set realistically.
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 Simplified Compensation Plans That Work
- Feeding The Tigers
by Brian Jeffrey
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You can spend thousands of dollars and tons of time developing complex compensation plans only to have them fail. Why go complex when simple works. Find out what the best plan is for your people.
A good compensation plan takes a long time to develop. Deciding the pros and cons between salary only, base salary plus commission, commission only and all the combinations in-between can be a real chore. There’s no one plan that’s right for everyone. What’s good for one company is rarely good for another, at least not without some modifications or fine-tuning to meet the specific situation. While there’s no need to reinvent the wheel, be cautious about adopting another company’s remuneration plan in total. Use it as a guide only for developing your own.
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 Teaching Old Dogs New Tricks
- Training For Skill
by Brian Jeffrey
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Training isn’t just for new salespeople. It also pays to give your seasoned salespeople a tune-up from time to time. That way everyone is singing from the same song sheet.
In Sweden, employees receive an average of 200 hours of training a year. In Japan, the average is 170 hours. In the U.S. and Canada, the average is a pathetic seven hours! The lack of training in this country is causing problems. Managers often sit back, scratch their heads, become more frustrated, and wonder why their employees aren’t performing and why profits are down.
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Motivational & Personal Development eBooks
 Daily Motivational Quotes
- If Misery Loves Company, Then Motivation Breeds Happiness!
by Susan A. Enns
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This eBook is a collection of favorite motivational quotes all in one place! Some are sales related, some are business related, but most are just life related. They are in no particular order, just a random thought for each day of the year to help keep you on a positive note.
B2B Sales Connections sells eBooks in PDF format only. All other eReader and eBook formats for this selection are available from the online eBook retailer Smashwords.com
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