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Stearns T: Graphic Sales

Graphic Sales

How to Build a Prospecting Playbook (for Sales Leaders)

B2B sales is changing faster than anyone expected, and AI isn't coming for your job; it's coming for your habits.

"Yourself Augmented" is the modern playbook for salespeople who want to stay relevant, irreplaceable, and radically effective in the AI era.

This book takes you beyond theory into real, practical examples showing how to master the three core channels of modern outreach: Email, LinkedIn, and Cold Calls. You'll learn what great outreach really looks like today, how to craft personalized messages that sound human, and how to use AI to build human relationships, not meaningless automation.

From decoding buyer signals to writing messages that actually earn replies, from using AI to think sharper (not lazier) to handling complex cold-call scenarios - this is a one-stop guide for modern sellers who refuse to sound like robots.

If you've ever wondered how to blend human judgment with AI - to work 10x faster, sell smarter, and still feel authentic - this book will show you how to become the kind of seller no algorithm can ever replace!

Tell your Manager "I'm Not Replaceable"

Yourself Augmented

Key account plans are considered indispensable and yet in many companies they are rather reluctantly filled out, ignored, inflated into a paper exercise or, on the contrary, bloated into slain documents. Between day-to-day operations and a lack of management involvement, the key account plan often loses its actual purpose: to be a strategic tool in key account management. 

In this book, Hartmut Sieck shows why a well-made key account plan is much more than a template. He explains in a practical way how a clearly structured KAP makes new potential visible, sharpens strategies, connects teams worldwide and even provides valuable insights to the customer himself. With his experience from over 20 years of key account management, he invites you to use key account plans consciously, focusedly and effectively for real results instead of mandatory tasks.
In short: If you're going to have a key account plan, then do it right. This book shows you how.

How to use the strategic tool in key account management effec-tively and really benefit from it

KEY ACCOUNT PLAN - Done right from the start!

The sales manager as we know it is over.

What worked when selling was simpler does not work now. Organizations have responded by adding more training, more inspection, more technology, and more pressure to a role never designed to sustain behavior at scale. The result is familiar: strong training events, temporary improvement, and an inevitable return to old habits.

This book challenges a fundamental assumption. Behavior does not fail because people forget what they learned. It fails because the system around them cannot sustain it under pressure.

Skills do not create performance. Systems do.

Drawing on decades of experience helping organizations improve commercial performance, Michael Hvisdos introduces a behavior-based operating system built on seven reinforcing elements that turn capability into consistent execution. In this model, the traditional sales manager gives way to the behavior architect, someone who designs the conditions for success, removes friction, and reinforces what works.

For executives, boards, investors, and sales leaders facing a market that has outpaced its tools, this book offers a structural answer instead of a heroic one.

What sales needs now is not better managers.

It needs a different system.

Michael Hvisdos is a Managing Partner at BETR, a consulting and execution business focused on the effectiveness of clients' revenue generating teams, and is the founder and CEO of Inquizo where he helps Fortune 500 companies unlock curiosity and creativity to increase performance, innovation and engagement.

As We Know It

The Death of the Sales Manager

Melinda J. Bush's debut book focuses on what women in business had to face in the 70's, 80's and 90's that still holds true for business women in the 21st century.

The author's true stories offer valuable insights with a sense of humor that the reader will enjoy.

AND her key takeaways for each chapter reveal the next steps readers need to incorporate into their own daily lives.

Don't Just Sit There "Sell Something!"

YES! You've been selling your whole life. You just may not have been doing it on purpose, and that's why you might not be where you think you should!

Every job interview you've nailed, every skeptical boss you've won over, every idea you've fought for in a room that wasn't ready to hear it - that was sales. And for traditional sellers chasing quotas and commission that's also sales. They both require the discipline of moving people, ideas, and opportunities forward with confidence and intention.
Most people leave that power completely to chance. This book changes that.

Written by Karlyn Kieffer former television anchor, former Chief Diversity Officer at the United States Tennis Association, sales enablement expert and founder of Pro Tip Partners - Wait What? I'm in Sales? is a masterclass in persuasive communication for both traditional sellers and everyone who influences others for a living. Which is... basically... everyone.

Drawing on two decades of high-stakes experience across broadcast journalism, corporate leadership, and sales enablement, Karlyn delivers a unique formula for the way influence works: prepare obsessively, read the room relentlessly, and show up with the kind of presence that makes people lean in before you've finished your first sentence.

Inside, you'll find the ACTION Sales Framework, the Customer Cue Card, and the Interviewer's Mindset. These proprietary tools were built from real results, including compressing enterprise sales cycles by up to 50%. You'll learn why improv training is the most underrated skill in any sales toolkit, how to handle objections without flinching, and why the meritocracy myth - the belief that talent alone determines outcomes - is the single most expensive blind spot a high performer can carry.

This is not a book about becoming someone you're not. It's about recognizing the seller, the communicator, and the closer you already are, and a repeatable system to leverage for success.

Three parts. Fourteen chapters. A career's worth of hard-won insight made immediately usable.

If you've ever walked out of a conversation thinking I should have said that differently, this book is for you.

Like it or not, you're in sales. Now, give it a read, and go close some business!

Wait, What? I'm in Sales?

M&amp;A success isn't exclusively about the numbers. It's also about the people.In today's high-stakes M&amp;A environment, transactions rise or fall on how well leaders manage the human side of change. Yet too often, Human Resources is brought in late or treated as tactical support.In "Human Resources' IMPACT on Mergers and Acquisitions," Susan K. Rider delivers a practical, field-tested playbook to drive real value during acquisitions, mergers, joint ventures and divestitures.Drawing on more than 60 mergers and acquisitions across global enterprises, Rider uses a football playbook analogy to present a disciplined framework that brings structure, accountability and measurable impact to every stage.Inside, you will learn how to: <ul><li>Conduct meaningful HR due diligence that protects enterprise value</li><li>Design integration plans that result in effective organizational structure</li><li>Align "people" programs, including corporate culture</li><li>Lead change management with clarity and credibility</li><li>Build your customized HR M&amp;A playbook</li><li>And much more</li></ul>For CHROs, HR teams, functional managers, business executives and HR students, this book reframes human resources from an administrative function to a strategic advantage.This is not theory. It's a proven game plan built from experience at billion-dollar organizations where execution mattered.If you want a seat at the deal table and the credibility to lead, this is your playbook. Because in the M&amp;A game, talent is the ultimate differentiator.

An HR M&A Playbook

Human Resources' IMPACT on Mergers and Acquisitions

The Dynamic Sales Educator
 The Training, Mentoring &amp; Coaching Cycle for a Dynamic Sales Organisation
This book had its origins over 30 years ago, when I attended my first sales training and enjoyed it so much that I persuaded the trainer to work for me. I learned there was a world that I did not understand despite being in sales since I was 18. I have worked as a consultant in many areas of business, however, rarely have I come across businesses thinking deeply about their sales teams, except in targets, commission and often the wrong KPIs. Even larger concerns often see the sales department as a 'black art'. It is not. Research undertaken by me and Dr Alexander Bauer suggests many professional salespeople do not have the same opportunities in continuing professional development (CPD) as their non-sales colleagues. I have seen first-hand how sales training can be effective, but only if there is some form of sustained support. The aim of this book is to support the sales profession by elevating the role of sales training to sales education. It is built upon the Mackenzie-Bauer Training, Mentoring and Coaching (TMC) Cycle, which is based on teaching methods and established sales training and an output of our peer-reviewed research. The TMC Cycle is unique in its deliberate sequencing of Mentoring before Coaching to ensure practical application precedes self-discovery.This book is designed to inspire commercial leaders to understand what resources are required to support their sales teams. We also wish to give Sales Trainers, Learning and Development professionals, People Departments, and Sales Managers a guide to lifting the occasional sales talk/training session into a focused sales education role.

The Gold Standard in Sales CPD

The Dynamic Sales Educator

Technologien, Märkte und Kundenerwartungen verändern sich in rasantem Tempo. Wer heute erfolgreich ist, kann morgen schon überholt sein. Doch manche Unternehmen schaffen es, sich immer wieder neu zu erfinden - wie gelingt das?
 In "
 The Adaptive Company"
 zeigen René Korte und Johanna Ober-Sundermeyer, warum Anpassungsfähigkeit zur entscheidenden Kernkompetenz wird. Statt auf einzelne Methoden zu setzen, denken sie systemisch - und machen deutlich, wie Unternehmen Wandel ganzheitlich gestalten können.
 Als Innovationsexpert:innen der Melitta-Gruppe bringen sie Praxis und methodisches Wissen zusammen. Anhand konkreter Beispiele - von Staubsaugerbeuteln bis zu digitalen Geschäftsmodellen - zeigen sie in ihrem Buch, wie Organisationen ihre vorhandenen Stärken neu entdecken, weiterentwickeln und auf die Zukunft ausrichten und so zum adaptiven Unternehmen werden.

Wie Unternehmen auf jede Veränderung eine Antwort finden

The Adaptive Company

Künstliche Intelligenz hat sich in wenigen Jahren von einer Zukunftsvision zu einer Querschnittstechnologie entwickelt, die Wertschöpfungsketten und Geschäftsmodelle sowie das Konsumverhalten – auch im Handel – tiefgreifend verändert. Sie ist nicht nur ein weiteres Digitalisierungsinstrument, sondern steht für einen Paradigmenwechsel: Entscheidungen werden zunehmend datengetrieben, Prozesse adaptiv und lernfähig, und Interaktionen zwischen Menschen und Systemen verlagern sich in hybride, teils vollautomatisierte Settings. In diesem Sinne prägt KI gleichermaßen strategische Unternehmensentscheidungen, operative Abläufe und das Erleben von Kundinnen und Kunden im Alltag. Für Unternehmen entsteht damit eine doppelte Herausforderung: Sie müssen KI-Kompetenz aufbauen und zugleich verantwortliche Einsatzgrenzen definieren, etwa im Hinblick auf Transparenz, Datenschutz und Fairness.Praktikerinnen und Praktiker benötigen Orientierung, in welchen Einsatzfeldern KI tatsächlich Wert schafft, welche organisationalen und kulturellen Voraussetzungen notwendig sind und wo Risiken oder Akzeptanzgrenzen liegen. Die Forschung steht vor der Aufgabe, Wirkmechanismen, Erfolgsfaktoren und Implikationen des KI-Einsatzes empirisch zu erfassen und normative Leitlinien zu entwickeln. Die Autorinnen und Autoren dieses Buches tragen dazu bei, indem sie die Relevanz von KI im Handel aus unterschiedlichen Perspektiven beleuchten – von grundlegenden Funktionsfragen des Handels über arbeits- und organisationsbezogene Aspekte bis hin zu konkreten, kundennahen Anwendungsfällen. Das Werk richtet sich an Praktikerinnen und Praktiker, Studierende sowie Forschende, die den Wandel nicht nur beobachten, sondern aktiv gestalten wollen.Der Inhalt<ul><li>Einsatzfelder, Anwendungsgebiete und Implementierungsbarrieren von KI im Handel</li><li>Auswirkungen von KI auf die Arbeit im Handel</li><li>Auswirkungen von KI auf die ökonomische Beziehung zwischen Herstellern und Händlern&nbsp;</li><li>Anwendungsfälle von KI im Handel</li></ul>Die Herausgeberin Prof. Dr. Annett Wolf 
 ist als Professorin für Marketing und Strategische Unternehmensführung an der Hochschule für Technik und Wirtschaft (HTW) Berlin sowie im Wissenschaftlichen Beirat von Conomic Research &amp; Results GmbH tätig. Ihre Forschungsschwerpunkte liegen u. a. in den Bereichen B2B-Marketing sowie Markenpolitik in Industrie und Handel.&nbsp;

Theoretische Einordnung und praktische Anwendungsfälle

KI im Handel

Serial the podcast meets The Other Black Girl in a haunted house, as young African author disappears after being invited to an exclusive writing residency, and her sister is left only with a true crime podcast to help her uncover the truth about what really happened… Anaya Sebeya is missing. Before her disappearance, Anaya was a brilliant writer: a rising star. Invited to a prestigious writing residency at Günter Huis, an eerie colonial mansion on the slopes of Devil’s Peak, Anaya was supposed to craft the next great African literary masterpiece—and so were four other young, emerging writers, all competing for the grand prize. But Anaya never made it home. When a sensationalized true crime podcast about Anaya emerges, claiming to reveal everything that happened at Günter Huis, her sister Ranewa is both skeptical and furious. But with each surreal episode, Ranewa begins to piece together a truth worse than she ever could have imagined… At Günter Huis, Anaya’s nightmares consume her. Time slips away from her. Günter Huis inflicts distorted visions and terrible supernatural visitations, pushing Anaya to tell a story no one dares. But exorcising the house’s endless cycle of evil requires a sacrifice that neither Anaya nor her fellows are ready to make. In House of Margins, award-winning Motswana author Tlotlo Tsamaase delivers a mesmerizing story of a young generation facing colonialism’s cultural legacy in Africa.

Graphic Sales

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