Enjoy this valuable reading list compliments of Nancy Bleeke, Sales Pro Insider, Inc., a sales training expert who helps companies achieve 5-25% sales increases in just 60 days. www.salesproinsider.com

414.235.3064 1

2014 Summer Reading List

of All Things Sales

Ready to grow your sales results, confidence, and knowledge? This reading list is just what you need. Every author shares ideas, tools, and examples that will help

you build more sales, pipeline, and opportunity.

Click on the book image or the title to link to each book. Check out the author’s

website for more valuable tips and often FREE resources!

New for 2014!

AGILE SELLING by Jill Konrath So much to learn. So little time. If you’re like most sellers, your head is

spinning with all the new things you have to deal with: new products and services, new technology, new positions or new competitors. Then,

when you throw in all the changes going on around you, life gets even more complex.

In AGILE SELLING, you'll discover how to:

Rapidly absorb new information Master new sales skills quickly

Leverage an agile mindset Tap into crucial success habits.

In a world of continuous change, your learning agility is the key for

getting up to speed quickly -- and then, staying there.

Changing the Sales Conversation by Linda Richardson

Clients today are focused on business outcomes. They are interested in reducing risk. They turn to peers and social networks to self-educate

before turning to salespeople. To engage them you must demonstrate that you know their world and that you are prepared with insights and

ideas to add to what they already know. Richardson gives you five clear strategies and tools to help you do just that. You will learn:

Futuring to prepare for and anticipate customer needs

Heat-mapping to use insights to focus and engage customers Value-tracking to connect your solutions to business outcomes

and ROI Phasing to use sales process to forecast accurately and close

Linking to reinsert heart and trust into your sales conversations

Enjoy this valuable reading list compliments of Nancy Bleeke, Sales Pro Insider, Inc., a sales training expert who helps companies achieve 5-25% sales increases in just 60 days. www.salesproinsider.com

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EDGY Conversations: How Ordinary People Can Achieve Outrageous

Success by Dan Waldschmidt Everything you think you know about success is probably wrong. You're

working harder than ever and with less to show for it. We looked at 1,000 ordinary people who achieved outrageous success in business,

math, sports, science, and politics -- and then wrote about the shocking lessons we learned.

You'll read the amazing stories of people just like you who did the

impossible in spite of all the obstacles in front of them. You'll be inspired to dream bigger, work harder, and achieve your own

outrageous success story.

Human to Human Selling by Adrian Davis

If you're finding it difficult to establish meaningful relationships in this age of increasing technology, this book is for you! It contains fresh

insights into what it takes to succeed with customers in today's fast-paced world. Using these techniques, the author rose from homelessness to being one of the most strategic sales thinkers today.

Insight Selling: Surprising Research on What Sales Winners Do

Differently by Mike Schultz and John E. Doerr Driven by the Internet and increasing commoditization and competition,

the way buyers buy has changed. Yet even in the face of these challenges, some sellers continue to win—and win consistently. To find

out what the winners of actual sales opportunities are doing differently than sellers who come in second place, RAIN Group studied over 700 B2B purchases representing $3.1 billion. In Insight Selling, bestselling

authors Mike Schultz and John Doerr share the results of their research and introduce a three-level framework that will help you inspire buyers,

influence agendas, maximize value, and use insight to win more sales. It is a strategic and tactical guide that separates the good advice from the bad, and outlines exactly what you need to do to transform yourself

and your team into insight sellers.

Enjoy this valuable reading list compliments of Nancy Bleeke, Sales Pro Insider, Inc., a sales training expert who helps companies achieve 5-25% sales increases in just 60 days. www.salesproinsider.com

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Nonstop Sales Boom by Colleen Francis Put an end to boom and bust sales cycles - once and for all!

Nonstop Sales Boom reveals powerful strategies to drive consistent sales growth quarter after quarter, year after year.

Do your company's sales results lurch between highs and lows – with the end of each quarter reduced to a mad scramble to meet quota?

For many sales organizations, the pattern is commonplace and unshakeable.

Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results - every quarter, from every member of the team.

Simple Executive Engagement Plan, The by Lisa D. Magnuson We all know that executive cultivation is essential for most sales,

especially complex sales cycles. To take the fear and trepidation out of executive calling, I have created The Simple Executive Engagement

Plan (includes a book, workbook, templates and videos). Here is some of what you'll learn in The Simple Executive Engagement

Plan:

NINE steps you must complete to solidify profitable relationships FIVE common pitfalls to avoid when meeting with C-Level Execs

The "Magic Five" and how to use them to your advantage The power of the 48-Hour Rule™

NINE roadblocks that can sabotage your relationships (and how to dodge them)

And much, much more...

All Star Book Resources

3 Secrets to Increase Sales with Existing Customers by Lisa Magnuson

How would you like to make an easy sale?

It’s much easier to expand your business with a current customer than

it is to secure a new one. However, current customers won’t automatically say yes to your next offer. This eBook reveals a proven strategic approach you can use with your current customers to increase

your sales and create a long-term positive relationship.

Enjoy this valuable reading list compliments of Nancy Bleeke, Sales Pro Insider, Inc., a sales training expert who helps companies achieve 5-25% sales increases in just 60 days. www.salesproinsider.com

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42 Rules to Increase Sales Effectiveness by Michael Griego Want to know how the best in the Silicon Valley get it done? What are proven and time-tested tools and practices for top performance in a no-

nonsense sales arena? If you’re a Millennial or Boomer, inside or outside sales, manager or executive, sales or marketing, this quick

study book is for you. Michael Griego, an international sales consultant and trainer to Fortune 500 firms and leading Silicon Valley technology firms, has reduced the key of sales effectiveness to 42 Rules. Get the

latest in this updated 2nd edition.

52 Sales Management Tips: The Sales Managers’ Success Guide by Steven Rosen

52 Sales Management Tips is written for sales managers who struggle

within a corporate environment that doesn't always support them or their development needs. Whether you are a sales executive, senior

sales leader, or a new, experienced, or aspiring sales manager, I'm confident you will find this book to be a valuable guide to consult whenever you are experiencing problems.

Front line sales managers are facing unprecedented change. Managers are dealing with increased demands to do more with less and are still

expected to drive sales performance. With little support from the next-line of sales management and a lack of relevant courses and ongoing development you may feel stretched to the limit.

52 Timely Tips for Sales Managers by Nancy Bleeke

Practical, results-producing ideas. Nancy shares a year’s worth of sales-maximizing ideas for you to implement as a sales manager.

Are You Ready to Increase Your Sales by 15-25%? with these proven

actions that will drive performance and productivity, leading to increased sales!

A Sample Tip from 52 Timely Tips for Sales Managers

#24 Set expectations. Define the height of the “bar” and communicate the expectations. Don’t

let the “Law of Limited Performance”, as author Ron Willingham calls it, minimize capabilities. The Law states that “Salespeople will soon

discover the level of performance their manager expects and perform to that level. Managers then believe that is all the salesperson is capable of producing and quit challenging them to do more. Both reinforce what

the other believes.” How much productivity is left untapped by people obeying this “law”? Review how this law might be in effect within your

team and then realistically raise your belief, expectations and the “bar”.

Enjoy this valuable reading list compliments of Nancy Bleeke, Sales Pro Insider, Inc., a sales training expert who helps companies achieve 5-25% sales increases in just 60 days. www.salesproinsider.com

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52 Timely Tips for Sales Professionals by Nancy Bleeke and Lynn Zimmer

Bleeke and Zimmer have been on the frontline of sales for a combined total of more than 45 years. In this book, they share short and actionable tips that provide you with specific ways to increase your

sales today and tomorrow.

Sample tip from 52 Timely Tips for Sales Professionals:

#9 Break Performance Paradigms! Define A paradigm is a boundary or barrier. Each person has a belief boundary about his or her own possible level of performance. Stretch

your boundary by finding successes outside your current boundary level. Once stretched, like a rubber band, the performance will never go

back to where it once was. The new performance paradigm will lead to higher performance results!

Accidental Sales Manager, The by Suzanne M. Paling

Now in its second printing, The Accidental Sales Manager offers a

blueprint for the company president or owner struggling to run the sales department. From organizing an effective orientation to hiring the salesperson for a 90-day trial period only – The Accidental Sales

Manager offers a creative, practical, and budget friendly methodology to get the best performance possible from your sales reps.

ACT Like a Sales Pro! How to Command the Business Stage and

Dramatically Increase Sales with Proven Acting Techniques by Julie Hansen

How do you stand out with today’s busy decision-makers? How do you make sure your message is remembered…and acted upon?

Drawing on the power that performers have used for centuries to engage and move audiences, ACT Like a Sales Pro! helps sellers deliver

a compelling message with confidence and differentiate their solution in a memorable way that wins business.

Packed with unique exercises, scripts, and examples, this timely guide

shows you how to apply critical lessons from movies, television, and improvisation to open doors with hard-to-reach prospects, overcome

objections, and deliver more impactful sales conversations, presentations, and demonstrations.

Enjoy this valuable reading list compliments of Nancy Bleeke, Sales Pro Insider, Inc., a sales training expert who helps companies achieve 5-25% sales increases in just 60 days. www.salesproinsider.com

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Baseline Selling – How to Become a Sales Superstar by Using What You

Already Know About the Game of Baseball by Dave Kurlan If you need to schedule more quality meetings, outsell your

competition, overcome sales specific weaknesses, develop consultative selling skills, optimize your sales process or shorten your sales cycle,

Baseline Selling is there for you. Now in its 10th year, this book has staying power! It’s fast-reading, memorable, easy-to-apply, and contains great stories, scripts and examples! If you like Baseball, you’ll

find Baseline Selling is right up your alley and if you’re not a baseball fan, no worries, readers in the UK, India and Australia, where they don’t

play baseball, love the book too

Coaching Salespeople Into Sales Champions by Keith Rosen

Listen to any top salesperson and you’ll hear that selling, like

leadership, is a language. That language is coaching; your new competitive edge. Boost the impact of your communication to create an

authentic coaching culture and build a world class sales team using Keith Rosen’s, award winning, proven coaching framework that top

global sales organizations use. Become a high impact people manager and salesperson who builds deeper trust and the personal accountability needed to create alignment around shared goals, increase sales and

productivity, improve forecast accuracy, turn around underperformers and retain top talent.

Conversations That Sell by Nancy Bleeke

There’s no such thing as “small talk.” Today’s buyers want more from sales professionals than a simple consultation. What they’re hungry for

are meaningful, collaborative conversations that value their time and energy and result in a Win3...where they, the seller, and the organization, achieve a winning outcome.

Conversations That Sell introduces sales professionals to the collaborative conversation skills they need to capture the buyer’s

attention and secure business. Outlined and supported with examples are the key conversation Skill and the Will factors that drive results. It’s an easy read with many tips and tools to help you make each of your

sales conversations count.

DISCOVER Questions™ Get You Connected by Deb Calvert Become the one seller every buyer actually WANTS to talk to! With this

breakthrough approach to asking high quality, more purposeful questions, you will differentiate yourself from other sellers. DISCOVER Questions™ are a proven, field-tested, way to cut out continuances, put

an end to pending, and stop stalling out so you advance more sales all the way to the close.

Enjoy this valuable reading list compliments of Nancy Bleeke, Sales Pro Insider, Inc., a sales training expert who helps companies achieve 5-25% sales increases in just 60 days. www.salesproinsider.com

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Do YOU Mean Business? by Babette N. Ten Haken

Don't just sell, become a Businessperson of Worth! In this business boot camp of a book, Babette gives you step-by-step tips and tools to

collaborate with your secret sales weapons: the technical and engineering folks in your company. Shorten your sales cycle in the

process.

Email Power Prospecting: Breaking Through the Delete Barrier by Kendra Lee

In these 25 pages you will discover a multitude of email prospecting

strategies you can apply immediately to break through the delete barrier and reach top prospects.

Do you want… To increase your access rate? To get more email replies? To stop getting deleted? To close more than your peers? To sink your hook in those elusive leads? To feel a lot smarter than you did before you read the Email

Power Prospecting eBook?

If you answered yes to any of these questions, it’s time to get this Email Power Prospecting eBook!

First Sale is Always to Yourself, The by Bernadette McClelland

This book is a call to action. 200+ pages of ideas, thought leadership,

and an invitation for you to begin to see the commercial abundance through forging stronger relationships, making more money, and creating your own levels of certainty for your customers to be served at

the highest level. It is all about making that first sale to yourself.

"This immensely practical, fast moving book is loaded with proven

strategies and techniques to increase your business sales immediately" Brian Tracy - Author, The Psychology of Selling

From Bud to Boss: Secrets to a Successful Transition to Remarkable Leadership by Kevin Eikenberry and Guy Harris

The transition from salesperson to sales manager is critical - to the success of your team and to your bottom line. Learn how to effectively

and confidently facilitate this transition for yourself or those first-time supervisors who will be reporting to you. From Bud to Boss will guide

you with expert information for those who must now supervise friends and former peers, and puts a focus on the issues that new leaders experience.

Enjoy this valuable reading list compliments of Nancy Bleeke, Sales Pro Insider, Inc., a sales training expert who helps companies achieve 5-25% sales increases in just 60 days. www.salesproinsider.com

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Go for No! Yes is the Destination No is How You Get There

by Richard Fenton and Andrew Waltz Most salespeople fear, hate, or at best, tolerate rejection. But what if

the word ‘NO’ could be an asset rather than an obstacle? With many books on getting to ‘yes’, Go for No! recommends just the opposite,

teaching you how increasing your failure rate can greatly accelerate your movement toward sales success. A counter-intuitive strategy, this short and entertaining fable will change the way you think, sell, and

live.

Honesty Sells by Colleen Francis & Steven Gaffney Honesty Sells gives readers a proven system—and an honest one—for

getting around gatekeepers and objections, increasing customer responsiveness, closing sales faster and more often, getting honest

answers from clients and prospects, and troubleshooting problems before they scuttle big sales or important projects. For anyone who wants to sell more, sell better, and sell more honestly, Honesty Sells is

the perfect straight-talking guide to sales success.

How to Hire Superior Sales DNA by Danita Bye and Gordon Bye

We are all looking for the naturals, those salespeople with the right set

of DNA potential, to become top-earning salespeople in our environment. The reality, however, is this: There is no one-size-fits-all

“sales gene”. With this book we help you figure out what sales DNA will succeed inside your culture, industry, processes, and market BEFORE you hire.

Lemonade Stand Selling by Diane Helbig

Why make selling complicated and confusing? After all, you knew just

what to do as a kid. Lemonade Stand Selling gives you the tools you need to accelerate the growth of your small business. Lemonade Stand Selling uses simple, easy to understand, down to earth language and

examples to help dispel the myths many people believe about the sales process.

Enjoy this valuable reading list compliments of Nancy Bleeke, Sales Pro Insider, Inc., a sales training expert who helps companies achieve 5-25% sales increases in just 60 days. www.salesproinsider.com

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Nice Girls DO Get the Sale: Relationship Building That Gets Results

by Elinor Stutz This classic book demonstrates nice people do get the sale. It will have

you laughing out loud while learning top producer secret sales strategies that easily apply to entrepreneurship. Creative, thought-

provoking, and highly entertaining make this book an international best-seller. It was featured in TIME Magazine.

People Buy You (Wiley 2010) by Jeb Blount Your ability to build lasting business relationships that allow you to

close more deals, retain clients, increase your income, and advance your career to rise to the top of your company or industry, depends on

your skills for getting other people to like you, trust you, and BUY YOU.

This break-through book pushes past the typical focus on mechanics and stale processes found in so many of today's sales and business

books, and goes right to the heart of what matters most in 21st century business. Offering a straight forward, actionable formula for creating

instant connections with prospects and customers, People Buy You, will enable you to achieve a whole new level of success in your sales and business career.

People Follow You (Wiley 2011) by Jeb Blount

The most effective leaders are masters at inspiring their people to take action. The fact is, people don't follow companies, paychecks,

incentives, stock options, fear, power, or fancy slogans—PEOPLE FOLLOW YOU. People Follow You delivers a simple and actionable formula for building strong relationships with employees and gaining

their buy-in. Ultimately, people follow leaders they like, trust, and believe in, leading to higher productivity and long-term development.

People Smart in Business by Tony Alessandra and Michael O’Connor with Janice Van Dyke Discover who seeks recognition and who wants results, who loves

consistency and who fears change. This knowledge shows you how to sell your ideas and win people over. You'll be able to reach the unreachable. When a job needs to be done—use your People Smarts to pick the

perfect person for the job. And put yourself and your projects in the best position to win.

Enjoy this valuable reading list compliments of Nancy Bleeke, Sales Pro Insider, Inc., a sales training expert who helps companies achieve 5-25% sales increases in just 60 days. www.salesproinsider.com

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Rainmaker's Quick Guide To Lasting Sales Success, The

by Carolyn McGowan Coradeschi

The Rainmaker's Quick Guide to Lasting Sales Success is full of real life Rainmaker examples and stories from worldwide experts, including myth

busters, tips, and solid strategies to skyrocket sales. This book makes sales, an emotionally complicated topic for many, approachable and doable. Whether you are a seasoned professional or a beginner in sales,

this is relevant information you can use immediately for your personal sales success.

Rainmaking Conversations: Influence, Persuade, and Sell in Any Situation by Mike Schultz and John E. Doerr

Every conversation you have is an opportunity to find new prospects, win

new customers, and increase sales. Yet so many professionals and sales people struggle with generating initial conversations and moving them to

the close. In Wall Street Journal bestselling Rainmaking Conversations, Mike Schultz and John Doerr provide a proven system that will help you master sales conversations so you can close more deals, increase

revenue, and be more successful. Specifically, you’ll learn how to:

Build real rapport and trust from the first contact

Apply the 16 principles of influence in sales Overcome all types of objections Avoid the most common mistakes that kill sales

Sales Magnet, The by Kendra Lee

It’s not a lie. Prospecting is possible without cold calling! Not only is it possible, but it’s possible to be highly successful without even picking

up the phone! In her latest book, The Sales Magnet , Kendra Lee provides you with three prospecting attraction strategies – personal, digital, and collaborative – that will pull your prospects to you.

Sell Better and Sell More: 23 Top Sales Experts Tell All by Janice Mars What ideas can help you grow sales? This is the question we asked the

women sales experts of Sales Shebang to tackle. From strategy, positioning, and planning to process, prospecting and closing, this eBook

shares a wealth of opportunities for salespeople to elevate confidence, engage with style, and earn more business. This eBook includes valuable

insights from 23 of our experts, including Jill Konrath, Colleen Francis, Trish Bertuzzi, Colleen Stanley, Nancy Bleeke, Andrea Waltz and Lori Richardson.

Enjoy this valuable reading list compliments of Nancy Bleeke, Sales Pro Insider, Inc., a sales training expert who helps companies achieve 5-25% sales increases in just 60 days. www.salesproinsider.com

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SHiFT! Harness the Trigger Events that TURN PROSPECTS INTO

CUSTOMERS by Craig Elias and Tibor Shanto You are five times more likely to win the sale when you reach decision

makers at the right time.

By luck or sheer numbers, you've had this timing happen before, SHiFT!

shows you how to make it happen again, and again, and again.

Slow Down, Sell Faster! Understand Your Customer’s Buying Process & Maximize Your Sales by Kevin Davis

Salespeople who align their sales process to their customers’ buying cycle achieve increased win rates. Slow Down, Sell Faster! describes

how to help your customers through each step of their buying process faster, and with the odds shifted in your favor. An especially effective

formula for high-stakes sales involving multiple decision-makers that delivers big rewards.

SNAP Selling by Jill Konrath

If you’re struggling to capture and keep the attention of today’s crazy-

busy prospects, this book is for you. You’ll learn what you’re doing that’s hurting your sales. And, you’ll discover numerous strategies to

set up meetings, shorten sales cycles, and create differentiation.

Whale Hunting: How to Land Big Sales and Transform Your Company by Tom Searcy and Barbara Weaver Smith

Is your company achieving $5m, $10m, $25m or more annual revenue?

Have you reached a plateau in revenue growth? Do your annual sales sort of bob up and down these days? Time to introduce Whale Hunting to your team! Learn and implement a process to land bigger deals with

bigger customers—predictably, safely, and repeatedly. Whale Hunting applies ancient wisdom to modern business development!