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Burtka G: The Credibility Engine

The Credibility Engine

How Founders and Sales Leaders Turn Trust Into Customers and Scalable Go-to-Market

How to increase the sales performance is a key question in most sales organizations.

The perspective of this book is what the implications are for those managing the sales organizations in the digital age. Today, there are many new ways in approaching and servicing customers, complementing the personal approach of a sales force. Taking this into consideration, the book describes which areas to address and what tools are available for management to improve performance in their sales organizations. The models described are proven and based on academic research, as well as the authors’ extensive experience from managing successful sales organizations and as management consultants. You will find practical examples how companies have solved various challenges in real life, as well as explanations of why it works with reference to marketing models, organizational theory and psychology.

"I have taught strategy at the Stockholm School of Economics for 35 years, and it has struck me many times how little of the subject sales and its organization that is covered in the curriculum – in my own school as well as in other universities. This comprehensive and important book fills this gap."

Dr Orjan Solvell, Professor of International Business at the Stockholm School of Economics, Senior Associate at the Institute for Strategy and Competitiveness at Harvard Business School

For the Digitial Age

Managing the Sales Organization

The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: • ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution. • understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns. • developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence. Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.

The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent? It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like: <li>ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution.</li> <li>understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns.</li> <li>developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence.</li> Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.

Eat Their Lunch

Jeb Blount

Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal.

Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation.

Because today's buyers have more power than ever before--more information, more at stake, and more control over the buying process--they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal.

In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer--along with your company's growth, profits, and market valuation.

In his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator.

In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN.

You'll learn:
* Seven Immutable Rules of Sales Negotiation
* Why "Win-Win" Usually Means "You-Lose"
* The One Rule of Sales Negotiation You Must Never Break
* How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor
* The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles
* Seven Principles of Effective Sales Negotiation Communication
* How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink
* How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools
* Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation
* How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table
* How to Protect Yourself from the Psychological Games that Buyers Play

With these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve.

INKED is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer.

You'll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blount's INKED puts the same strategies employed by his clients--a who's who of the world's most prestigious organizations--right into your hands.

Learn powerful closing and sales negotiation tactics that unlock yes and seal the deal.

Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation.

Because today's buyers have more power than ever before--more information, more at stake, and more control over the buying process--they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: salespeople and their companies end up on the losing end of the deal.

In this brutal paradigm, if you fail to master the skills, strategies, and tactics to go toe-to-toe with modern buyers and win at the sales negotiation table, your income and long-term earning potential will suffer--along with your company's growth, profits, and market valuation.

In his new book INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal, Jeb Blount levels the playing field by giving you the strategies, tactics, techniques, skills, and human-influence frameworks required to become a powerful and effective sales negotiator.

In his signature, straightforward style, Jeb pulls no punches. He slaps you right in the face with the cold, hard truth and lays bare the reasons why you keep getting beaten by buyers who have been trained in how to play you. Then, he teaches you exactly what you need to know, do, and say to gain more control and more power over the outcomes of your deals, and WIN.

You'll learn:
* Seven Immutable Rules of Sales Negotiation
* Why "Win-Win" Usually Means "You-Lose"
* The One Rule of Sales Negotiation You Must Never Break
* How to Leverage the Powerful MLP Strategy to Bend Win Probability in Your Favor
* The ACED Buyer Persona Model and How to Flex to Buyer Communication Styles
* Seven Principles of Effective Sales Negotiation Communication
* How to Leverage the DEAL Sales Negotiation Framework to Control the Negotiation Conversation and Get Ink
* How to Gain the Advantage with Comprehensive Sales Negotiation Planning Strategies and Tools
* Powerful Negotiation Psychology and Influence Frameworks that Keep You in Control of the Conversation
* How to Rise Above the Seven Disruptive Emotions that are Holding You Back at the Sales Negotiation Table
* How to Protect Yourself from the Psychological Games that Buyers Play

With these powerful tactics in your sales arsenal, you will approach sales negotiations with the confidence and power to take control of the conversation and get the prices, terms, and conditions that you deserve.

INKED is the most comprehensive Sales Negotiation resource ever developed for the sales profession. Unlike so many other negotiating books that ignore the reality sellers face in the rapid-fire, real world of the sales profession, INKED is a sales-specific negotiation primer.

You'll learn directly from one of the most sought-after and celebrated sales trainers of our generation. Following in the footsteps of his blockbuster bestsellers Fanatical Prospecting, Sales EQ, and Objections, Jeb Blount's INKED puts the same strategies employed by his clients--a who's who of the world's most prestigious organizations--right into your hands.

The Ultimate Guide to Powerful Closing and Sales Negotiation Tactics that Unlock YES and Seal the Deal

INKED

"Always be closing!" -Glengarry Glen Ross, 1992 "Never Be Closing!" -a sales book title, 2014 "?????" -salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the "take delivery" close to the "now or never" close. But these tactics often alienated customers, leading to fads for the "soft" close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process-if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You'll Ever Need-which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he's back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you'll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client's organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

“Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. &nbsp; But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. &nbsp; Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. &nbsp; Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · &nbsp;Compete on value, not price, by securing a Commitment to Invest early in the process. &nbsp; · &nbsp;Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. &nbsp; · &nbsp;Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

Winning the Ten Commitments That Drive Sales

The Lost Art of Closing

Make selling a social affair!

The ABCs of sales have changed. It's no longer: A-Always, B-Be, C-Closing. The new way of selling is: A-Always, B-Be, C-Contributing to your buyer's journey. Social selling is an effective way to engage with your customer, and the world's most powerful social selling tool for any B2B sales professional is LinkedIn Sales Navigator. It allows you to gain access to more leads, more InMail, and data to track your efforts.

With the help of LinkedIn Sales Navigator For Dummies, you'll learn how to write effective InMail messages and engage with prospects on the world's most successful professional networking site. Along with utilizing those features, you'll also benefit from access to full profiles outside of your network, guidance on how to best optimize your own profile for sales opportunities, and much more.
* Use lead recommendations to get in front of the right buyer
* Analyze your social selling efforts with real-time data
* Reach more leads with customized InMail messages
* Save 30 - 60 minutes a day previously spent on acquisitions

If you're a B2B sales professional who is new to LinkedIn Sales Navigator, this is the one-stop resource you can't be without.

Make selling a social affair!

The ABCs of sales have changed. It's no longer: A-Always, B-Be, C-Closing. The new way of selling is: A-Always, B-Be, C-Contributing to your buyer's journey. Social selling is an effective way to engage with your customer, and the world's most powerful social selling tool for any B2B sales professional is LinkedIn Sales Navigator. It allows you to gain access to more leads, more InMail, and data to track your efforts.

With the help of LinkedIn Sales Navigator For Dummies, you'll learn how to write effective InMail messages and engage with prospects on the world's most successful professional networking site. Along with utilizing those features, you'll also benefit from access to full profiles outside of your network, guidance on how to best optimize your own profile for sales opportunities, and much more.
* Use lead recommendations to get in front of the right buyer
* Analyze your social selling efforts with real-time data
* Reach more leads with customized InMail messages
* Save 30 - 60 minutes a day previously spent on acquisitions

If you're a B2B sales professional who is new to LinkedIn Sales Navigator, this is the one-stop resource you can't be without.

LinkedIn Sales Navigator For Dummies

Getting People to Think Your Idea Is Their Idea

Flip the Script

Most sales books give you ideas. This one gives you standards.

PRECISE Selling isn't about motivation, personality, or clever tactics. It's about what actually changes performance-daily behavior, professional posture, and the discipline to ask when it matters.

Whether you're an SDR, AE, sales leader, or founder building your first sales engine-this is where you start.
From the creator of 20 Days to the Top-rebuilt from the ground up for today's buyers.

This system was built by sales leaders who still do the work. Every week. Hundreds of prospecting conversations. Real buyers. Real resistance. Real outcomes. It's the same playbook that helped one organization grow from $125 million to over $1.2 billion in revenue-not by hiring "better" sellers, but by enforcing better habits.
This is not theory. It's a 20-Day Sprint designed to professionalize your sales process.

Inside, you'll learn:
The 20-Day Sprint - A day-by-day rebuild of your process, from calendar to close.
Posture &amp; Presence - How to open any conversation so prospects treat you like a peer, not a pest, in the first six seconds.
The PRECISE Playbook - The complete framework connecting Posture, PIC Knowledge, and the skills that drive revenue.
The CLEAR Framework - A five-step questioning sequence that uncovers real pain without sounding like an interrogation.
The SHARP Method - How to handle "I need to think about it" and "Just send info" without panic or pressure.
Secure Agreement - How to stop leaving meetings with soft maybes and start locking in real next steps.
Downloadable Call Sheets - Prep tools for cold calls, warm calls, discovery, and presentations.



You'll also confront something less comfortable: what happens when teams train, agree, and then slide back into familiar habits anyway. Because in sales, doing nothing is still a decision-and comfort always shows up in the numbers.

If you adopt the standards inside, results follow. If you don't, nothing changes-and now you'll know exactly why.

20 Days to the Top

PRECISE Selling

The seismic shifts in B2B selling brought about by the recent global pandemic have left scholars grappling with the fundamental question of permanence. As the traditional face-to-face dynamics of B2B sales stand challenged, academic minds seek answers: Are these changes enduring, or will we revert to the familiar norms of in-person interactions? A Critical Examination of the Recent Evolution of B2B Sales is a groundbreaking exploration designed for academic scholars seeking clarity in these uncertain times. In the pursuit for understanding, scholars encounter a myriad of questions. What truly transpired in sales activities during the pandemic? Does the surge in virtual selling signify a lasting transformation, or is it merely a temporary adaptation? Critical thinking becomes paramount, necessitating a deep dive into published ideas to discern the strength of conclusions drawn. The academic community grapples with the challenge of scrutinizing the landscape to determine if the changes are indeed permanent and if so, how B2B sales forces can effectively adapt.

A Critical Examination of the Recent Evolution of B2B Sales

Wie erreichen Start-ups ein schnelles und gleichzeitig effizientes Wachstum und dessen Beschleunigung? Nach Björn W. Schäfer schaffen sie dies nicht mit Marketing oder Vertrieb allein, sondern nur durch eine ganzheitliche Go-to-Market-Strategie und im Zusammenspiel der kaufmännischen Abteilungen Marketing, Vertrieb und Customer Success mit dem Produkt. Schäfers Buch setzt deshalb einen markanten Gegentrend zum "Zu viel - zu schnell" unserer Zeit - sowohl inhaltlich als auch in der Sprache. Das Flywheel ist nicht nur eine Metapher, sondern eine Haltung. Ein Mantra. Unternehmen, die dieses Konzept verstanden haben, gewinnen nicht nur an Schwung, sondern erreichen ein sich selbst beschleunigendes Momentum, das nahezu unaufhaltsam ist. Die Basis ist Fokus. Und Einzigartigkeit. Es handelt sich dabei nicht um ein theoretisches Handbuch, sondern um ein erfrischendes Toolset für die sofortige Umsetzung. Die LeserInnen erhalten einen Rahmen für den Aufbau eines Wachstumsmotors, beginnend mit einer präzisen Kundensegmentierung, die über bloße demografische Daten hinausgeht. Sie lernen die Geheimnisse der Umwandlung von Leads in greifbare Umsätze und die Aufrechterhaltung und Beschleunigung von Wachstum mit herausragenden Unit Economics. Die einprägsame Flywheel-Mentalität gewährleistet einen langfristigen, sich selbst tragenden und skalierbaren Erfolg.

Wie erreichen Start-ups ein schnelles und gleichzeitig effizientes Wachstum und dessen Beschleunigung? 
 
 Nach Björn W. Schäfer schaffen sie dies nicht mit Marketing oder Vertrieb allein, sondern nur durch eine ganzheitliche Go-to-Market-Strategie und im Zusammenspiel der kaufmännischen Abteilungen Marketing, Vertrieb und Customer Success mit dem Produkt.
 
 Schäfers Buch setzt deshalb einen markanten Gegentrend zum "Zu viel - zu schnell" unserer Zeit - sowohl inhaltlich als auch in der Sprache. Das Flywheel ist nicht nur eine Metapher, sondern eine Haltung. Ein Mantra. Unternehmen, die dieses Konzept verstanden haben, gewinnen nicht nur an Schwung, sondern erreichen ein sich selbst beschleunigendes Momentum, das nahezu unaufhaltsam ist. Die Basis ist Fokus. Und Einzigartigkeit.
 
 Es handelt sich dabei nicht um ein theoretisches Handbuch, sondern um ein erfrischendes Toolset für die sofortige Umsetzung. Die LeserInnen erhalten einen Rahmen für den Aufbau eines Wachstumsmotors, beginnend mit einer präzisen Kundensegmentierung, die über bloße demografische Daten hinausgeht. Sie lernen die Geheimnisse der Umwandlung von Leads in greifbare Umsätze und die Aufrechterhaltung und Beschleunigung von Wachstum mit herausragenden Unit Economics. Die einprägsame Flywheel-Mentalität gewährleistet einen langfristigen, sich selbst tragenden und skalierbaren Erfolg.

Go-to-Market-Strategien für Start-ups mit sich selbst beschleunigendem Wachstum

Funky Flywheels

B2B sales is harder than ever before. 


Product lifecycles are getting shorter, sales cycles are getting longer, there are more competitors entering the market, and buyers are doing most of their research online before they even call you. When you finally get the meeting, buyers only want your best price.


Despite all of this, your manager keeps asking for more – more calls, more meetings, faster, faster, faster!


You’re stuck between a rock and a hard place – a more challenging sales environment than ever before on one side, and ever-increasing quotas and expectations on the other.


How will you respond? Wait and see how it all unfolds? Or fight for your career and your livelihood?


In The Future of the Sales Profession, sales leader Graham Hawkins shares the cold, hard truths about the new realities facing the sales profession, and how you can protect and enhance your career.

How to Survive the Big Cull and Become One of Your Industry's Most Sought-After B2B Sales Professionals

The Future of the Sales Profession

Win the attention of high-level decision makers in large corporations; spark their interest and earn their trust to achieve long-term, sustainable mutual value. When it comes to buying and selling complex, high value products and services, people buy from people. Big businesses and public sector organizations rely on solutions to keep their essential services running - things like payroll, IT, property maintenance and communications technology. For the companies that provide those services, winning the business can mean huge, multi-year, multi-million contracts. Executive Engagement Strategies is a comprehensive guide to engaging with the senior professionals making the buying decisions - to win sustainable, long-lasting business. It provides an easy-to-follow guide that will help professionals interact at each step of the B2B buying process using a combination of people, messages and communication channels. Highly practical, Executive Engagement Strategies provides a clear, step-by-step process to capture the attention of busy c-suite executives, and keep them engaged and motivated throughout the lengthy buying process. Filled with global case studies and examples, it will help readers know what to say, and when and how to say it, to build trust and win the business. With key takeaways at the end of each chapter and clearly actionable guidelines and instructions, it is the only resource you'll need to build truly customer-centric engagement with core decision makers.

Win the attention of high-level decision makers in large corporations; spark their interest and earn their trust to achieve long-term, sustainable mutual value.

How to Have Conversations and Develop Relationships that Build B2B Business

Executive Engagement Strategies

¿ Attention Sales Leaders and B2B Sellers! ¿


Are you struggling to keep your sales team motivated and producing consistent results? Look no further than "Billion Dollar Sales Secrets" -the ultimate resource for achieving top performance in today's ever-changing market.


¿ This book is a complete guide to sales success. It was written by Joe Paranteau, who sold in excess of $1B across thousands of companies, large and small. With chapters covering street smarts, mindset, strategy, and the sales process, this book offers proven techniques and strategies to help you and your team accelerate your selling and achieve real results.


Inside, you'll discover:
¿ Hundreds of valuable sales tips and techniques that sales leaders and B2B sellers have used to sharpen their pitches and secure increased investment.
¿ Three concrete strategies that can be implemented anywhere, anytime to improve your success immediately.
¿ The power of storytelling to your advantage.
¿ A pre-game strategy to understand your customer's needs and get them to help you sell.
¿ Techniques to multiply limited budgets and average sellers with technology to scale.


Whether you're a sales leader or a B2B seller, this book offers insights and strategies to help you achieve your sales goals and take your business to the next level. ¿ For executives and entrepreneurs, "Billion Dollar Sales Secrets" offers a roadmap to success in today's competitive market.


By following the advice in "Billion Dollar Sales Secrets," you'll be able to:
¿ Build a plan for success.
¿ Enrich your life and your value.
¿ Start and sustain successful careers in sales.


Don't miss the opportunity to take your sales team and business to the next level! 


Get your copy of "Billion Dollar Sales Secrets" today and join the ranks of top sales professionals and leaders. 


¿¿¿¿ ¿ 2022 Axiom Business Book Awards Winner - Sales Category ¿¿¿¿¿

Superstar Selling Tips For All Seasons

Billion Dollar Sales Secrets

The Credibility Engine

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