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Palve N: Keep Showing Up

Keep Showing Up

Twenty-One Years of Proof That Persistence Works

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

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

Stop Overthinking and Launch Your Dream Business

Fear Is a Liar

"Anyone building a B2B business should read this book." —Aaron Levie, CEO at Box Based on 20 years of sales experience, Built to Grow is the go-to-market field guide for startup founders. 
 
Startup founders often wish for a playbook for building and scaling a sales function. All too often, it’s an experimental, improvisational process, in which any wrong move can lead to wasted time and capital. But in her 20 years building and scaling go-to-market teams, Stephanie Friedman has identified a set of steps that any B2B founder can take to build a successful sales organization.&nbsp; 

This book is that playbook—a structured and repeatable methodology for building a high-performing sales function from a company’s earliest days.
 
In Built to Grow, Friedman lays out a systematic framework for building and managing a sales organization, from defining the repeatable sales motion and creating a sales playbook to hiring the right salespeople and managing the revenue engine. The book is divided into three phases of startup growth—Experiment, Build, and Scale—and offers actionable insights and tactics drawn from Friedman’s two decades of experience working with successful startups, both as an operator and as a board director and adviser to founders and CEOs. 

Built to Grow is the go-to-market field guide for founders looking to scale from $0 to $100 million in annual sales, which often coincides with building the sales team from 0 to 100 salespeople. The principles put forward in Built to Grow allow startup founders and CEOs to implement a repeatable and predictable approach to selling their product and building a generational company from day one.

A Handbook for High-Performance Sales Teams

Built to Grow

The Relationship-First System for Sales That Last

The M²ARK Method

What if sales success isn't learned, but hardwired by your late teens?Built on 45 years of research and over 30 million assessments, SalesDNA reveals the innate talents and work ethic that separate top performers from everyone else. Only 17% of people possess the natural wiring for sustained sales success and no amount of training can create what isn't there. Drawing on decades of insights from competitive sales environments and elite performance across sports and business, this book is your blueprint to SELECT, DEVELOP and RETAIN true revenue generators.SalesDNA is the playbook for sales leaders building high-performing teams where individuals own their results and thrive on accountability. It is also a self-discovery tool for anyone who wants to unlock their full potential or determine if they are among the elite 17%.Revenue generation requires revenue generators. Identifying them is like panning for gold in a pile of rocks, many look promising, few are valuable.This book gives you the tools to stop guessing and start hiring gold.Skills can be taught. SalesDNA is what you're born with.John Marshall, Ph.D., is the founder and CEO of Self Management Group (SMG). He's an organizational psychologist, author, and keynote speaker with over 40 years of experience helping companies and sports teams build high-performance, self-managed cultures.

SalesDNA

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;

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.

Theoretische Einordnung und praktische Anwendungsfälle

KI im Handel

Someone is always trying to influence what you think-and what you do.

Corporations, politicians, advertisers, salespeople, employers, and even the people closest to us use persuasion every day. Sometimes their intentions are honorable. Sometimes they are self-serving. The better you understand how people try to influence your thinking and behavior, the better prepared you are to make your own decisions.
Publicity, Persuasion &amp; Life brings together more than 100 provocative essays drawn from Steven M. Stroum's 50 years of building a business, solving problems, making mistakes, and learning what actually works.

The essays range widely across Publicity &amp; Marketing, Persuasion &amp; Influence, Entrepreneurship &amp; Small Business, Business Strategy, Work &amp; Success, Life Lessons &amp; Personal Growth, and Commentary &amp; Society. Stroum challenges familiar assumptions, explains how publicity and persuasion work in the real world, and shares lessons learned from five decades as an entrepreneur.

This is not a textbook, and it is not a conventional business or self-help book. It is a collection of observations, experiences, arguments, and lessons intended to make readers stop and think.

Read one essay at a time or a dozen at a sitting. Some may confirm what you already believe. Others may challenge you. All were written with the same purpose: to help you recognize persuasion, question assumptions, understand where "news" comes from and how it is created, and make better decisions in business and life.

Marketing strategist and Wall Street Journal best-selling author David Meerman Scott describes Stroum's insights as "practical, honest, and hard-earned."
Publicity, Persuasion &amp; Life is for builders, thinkers, doers-and anyone who believes that experience is valuable only when we learn something from it.

Publicity, Persuasion & Life

Messe-, Kongress- und Eventmanagement

Edition Wissenschaft & Praxis

Eventdaten verstehen, skalieren, nutzen - ein Playbook

Datengetriebenes Eventmanagement

How to Build a Prospecting Playbook (for Sales Leaders)

Graphic Sales

What if you never had to ask for a referral again?

Most small businesses struggle with how to best attract clients and customers. But what if, instead of asking for referrals, your clients naturally introduced you to the people they care most about? The most successful entrepreneurs don't chase referrals. They create referable experiences that make people feel confident, valued, and eager to spread the word.

Author Dave Van Buskirk has personally experienced the way a memorable customer experience fosters trust that produces continuous referrals and long-lasting relationships.

In Referable, Dave shares stories of his success as well as the systems he used to build his genuinely referable practice. He wants you to have the tools for referability, including:
The secrets to attracting the most amazing clients so serving them is a joy.
8 Principles that inspire loyalty so strong it drives conversations and recommendations.
Proven processes that create reasons for people to tell their friends and family about you.



Whether you're an entrepreneur, small business owner, or salesperson, you'll learn how to transform satisfied clients into your best sales force. No awkward begging. No forced scripts. Just a steady stream of referrals from people who believe in what you do.

Create a business people can't wait to recommend. Become Referable today.

How to Get Unlimited Introductions Without Even Asking

Referable

This book helps sales professionals, support teams, process improvement experts, and internal consultants to reduce operational complexity to improve sales operations. In addition to proven process methodologies, it discusses how to integrate leading-edge technologies, such as Artificial Intelligence (AI), work task mining, digitalization, and data governance to reduce process complexity and friction.It is estimated that salespeople spend less than 50% of their time selling products or services. For some organizations, this percentage is as low as 30%. Non-selling time is spent on administrative activities and prospecting for new customers. Administrative activities include sales reporting, expediting orders for different reasons, handling customer inquiries and complaints, training, and working through many tools, processes, and teams needed to get information or work done. The goal of this book is to show ways to remove administrative work tasks from sellers to increase deal velocity, give back selling time, and reduce lead time from quote to cash.In parallel, the author discusses ways to automate these tasks using automation strategies, including AI for important work tasks, such as prospecting, lead management, creating quotes and proposals, preparing and managing customer meetings, and similar work. This book enhances customer, sales, support teams, and stakeholder satisfaction.

How to Use Artificial Intelligence and Digitalization Applications to Improve Processes

Sales Support Operations

Keep Showing Up

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