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Levitt L: Together We Win

Together We Win

How Great Sales Teams Earn the Right to Guide

In The Little Book of Successful Major Account Sales, Walt McGhee shares the lessons and strategies he honed during his successful 40-year career in institutional sales. Drawing on real-world experience, he explores the entire spectrum of the major account sales process-from territory planning and client meetings to RFIs/RFPs, client on-sites, travel, conferences, entertaining, internal sales meetings, organizational dynamics, and professional growth. The book emphasizes four principles that consistently drive success: Discipline, Sincerity, Process, and Fit. Both inexperienced and seasoned sales professionals will find valuable insights to sharpen their skills and improve their results.

Walt McGhee is a sales veteran with more than 40 years of success in institutional sales and management. From his early start as a Field Sales Engineer in the high-tech industry to top-performing roles on Wall Street, Walt has built a career defined by discipline, sincerity, and process-oriented results. His insights, drawn from decades of real-world experience, now guide sales professionals at every stage toward lasting success.

The Little Book of Successful Major Account Sales

This comprehensive guide reveals how to systematically identify and capture cross-selling and up-selling opportunities, whether through internal transformation, organisational consolidation or merger and acquisition scenarios. By understanding the fundamental principles of revenue expansion and cost optimisation at the same time, business leaders can dramatically improve their company's value proposition while strengthening market position.Every business professional will encounter organisational change - whether through M&amp;A activity during economic booms or internal restructuring during downturns. These pivotal moments present extraordinary opportunities to simultaneously increase sales and reduce costs, yet most organisations fail to maximise their potential. This book provides the strategic framework and practical tools needed to excel during these critical transitions, showing how to plan and implement cross-selling initiatives that deliver substantial revenue growth while streamlining operations for maximum efficiency. Drawing from real-world M&amp;A scenarios and internal transformation case studies, this guide demonstrates how to improve profit from both ends of the equation. You will learn to identify cross-selling opportunities that others miss, develop implementation strategies that minimise disruption and create sustainable revenue streams that outlast the initial organisational change.Whether you are leading a merger integration, managing a divisional consolidation or simply seeking to optimise your current sales approach, this book provides the insights and methodologies to transform organisational complexity into competitive advantage and measurable profit improvement.

The Executive's Growth Guide to M&A, Re-Organisation and Profit Optimisation

Cross-Sell to Scale

This book redefines sales leadership, offering a practical, actionable guide to help leaders unlock their potential, inspire their teams, and create high-growth cultures that deliver sustainable success.

This book redefines sales leadership, offering a practical, actionable guide to help leaders unlock their potential, inspire their teams, and create high-growth cultures that deliver sustainable success.

Unlocking the secrets to building a high-growth sales team

Stop Managing, Start Leading

The Behavioural Operating System

The Revenue Architect by Shawn Kahler is a powerful business strategy book that challenges traditional thinking about sales and growth in manufacturing and industrial organizations. The book introduces the concept of "Revenue Architecture," emphasizing that revenue success is not accidental but intentionally designed through structured systems. Kahler explains how companies often mistake revenue growth for business health, while underlying issues such as margin erosion, operational strain, and inefficiencies quietly develop.

Through practical frameworks and real-world examples, the book highlights five key pillars-Talent, Value, Economic, Velocity, and Truth Architecture-that collectively determine sustainable profitability. It stresses the importance of mastering pricing discipline, understanding cost-to-serve, and aligning sales efforts with operational realities. Kahler also addresses common pitfalls like over-reliance on charisma in sales, poor pricing strategies, and unprofitable customer relationships.

Designed for executives, entrepreneurs, and manufacturing leaders, this book provides actionable insights to build resilient, scalable organizations. The Revenue Architect ultimately teaches readers how to move beyond short-term revenue gains and create durable enterprise value through clarity, discipline, and strategic design.

Designing Durable Revenue, Expanding Margin, and Building Enterprise Value

THE REVENUE ARCHITECT

Essentially Human: On Sales and Salespeople reframes the often-misunderstood profession of sales and salespeople by revealing the core traits and behaviors that distinguish truly exceptional practitioners.

Drawing on four decades of executive-level leadership, firsthand stories from top performers across multiple disciplines, and tapping into the rigorous academic research on the psychology of sales and human behavior, Smith delivers a clear, practical, and highly readable guide.

If you've ever wondered why your training is not effective, why some sales hires promise so much but deliver so little, why experience, industry knowledge, training, and even the best compensation plans can fall flat with some salespeople, this book is for you.

Essentially Human: On Sales and Salespeople elevates sales from a set of tactics to a fundamental understanding of human behavior and its implications in sales environments.

It deserves a place on the shelves of executives, managers, and sales professionals at every stage of their careers.

On Sales and Salespeople

Essentially Human

&lt;p&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;Eighteen months. That's all you have. If you are in investment sales, that's how long you have to build a pipeline and start raising money. Or else. The problem? Most investment firms don't provide the tools and training for their fundraisers. Why? Because the majority of fundraisers learned from watching others and considered that &lt;/span&gt;&lt;s style="background-color: rgba(0, 0, 0, 0); color: rgba(121, 85, 72, 1)"&gt;"&lt;/s&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(121, 85, 72, 1)"&gt;"&lt;/span&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;training.&lt;/span&gt;&lt;s style="background-color: rgba(0, 0, 0, 0); color: rgba(121, 85, 72, 1)"&gt;"&lt;/s&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(121, 85, 72, 1)"&gt;"&lt;/span&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt; The net result? High turnover and unhappy careers.&lt;/span&gt;&lt;/p&gt;
&lt;p&gt;&lt;/p&gt;
&lt;p&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;Fortunately, there's a better way. Dakota is a multibillion-dollar fundraising organization that has perfected the four principles of investment sales success: set proper expectations, know who to call on, know what to say, and build a killer follow-up system. These four principles, when applied consistently, lead to outstanding results.&lt;/span&gt;&lt;/p&gt;
&lt;p&gt;&lt;/p&gt;
&lt;p&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;Whether you're an investment salesperson and want to exponentially increase your effectiveness by learning the proper way to work or an executive who's tired of the rampant turnover that plagues most firms, &lt;/span&gt;&lt;em style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;The Dakota Way &lt;/em&gt;&lt;span style="background-color: rgba(0, 0, 0, 0); color: rgba(0, 0, 0, 1)"&gt;proves that you don't have to be born with anything special to be great at investment sales. You just need the right training-and a proven process to follow. &lt;/span&gt;&lt;/p&gt;

Gui Costin

Morgan Holycross

Time-Tested Principles That Will Turn You Into a World-Class Fundraiser

The Dakota Way

The Sales Management Blueprint

Sales Leadership at the Summit
This isn't just another book about sales management.
It's about you-stepping up as a true leader.
If you've ever felt that sales leadership is about more than chasing targets and filling reports, you're right. Sales leaders see further, inspire deeper, and build teams that rise higher. That's what this book is about.
Here's what you'll take away:How to elevate your perspective so you lead from the top, not the trenches.
How to craft and share vision that sparks action and loyalty.
How to build teams that thrive under pressure and still deliver results.
How to navigate uncertainty with clarity and confidence.
How to transform from manager to leader-earning influence, trust, and long-term impact.


Why should you care? Because the marketplace is full of managers. But only leaders climb to the summit-and take others with them.
If you're ready to rise, inspire, and lead at the highest level, this book is your roadmap. Order your copy today.

Vision, Growth, And Building High- Performing Teams: VISION, GROWTH, AND BUILDING HIGH- PERFORMING TEAMS

Sales Leadership At The Summit

Kriterien für die Einführung einer KI-gestützten Sales Enablement Software im deutschen Lebensmittelvertriebsaußendienst

"This book will help you win in the game of life!" - Dick Vitale, ESPN analystLearn how to capture--and keep--the awesome power of momentum!Most leaders believe in momentum--a phenomenon that's easy to perceive but difficult to define. Which is why so few have been able to explain how to spark it, sustain it, or steer it to unbridled success.Until now.In this groundbreaking book, bestselling author Don Yaeger and leadership expert Bernie Banks uncover what it takes to turn a single moment into unstoppable momentum. Drawing from eight years of research, over 250 interviews, and thousands of survey responses, they reveal a proven model for building momentum across sports, business, politics, and the military.You'll learn how to: <ul><li>Recognize the early spark of momentum and act on it.</li><li>Build a culture that sustains momentum over time.</li><li>Apply a research-backed model used by top leaders.</li><li>Reignite momentum when it begins to fade.</li></ul>Whether you're leading a team or an entire organization, this book will help you harness momentum in every aspect of an enterprise--from team building to recruitment to communications--and make it last.

Learn how to harness the awesome power of momentum!

How the Best Coaches and Leaders Build a Fire from a Single Spark

The New Science of Momentum

HBR's 10 Must Reads

Give your company a competitive edge through the power of your salespeople.If you read nothing else on sales, read this book. We've chosen a new selection of current and classic Harvard Business Review articles that will help you align your sales team's goals and objectives, identify and attract new customers, and increase revenue.This book will inspire you to: <ul><li>Guide customers through the decision-making process</li><li>Boost the performance of your sales reps</li><li>Drive consensus among buying groups</li><li>Use data and AI to improve the sales process</li><li>Foster collaboration between sales and marketing</li><li>Put sales at the center of your strategy</li></ul>HBR's 10 Must Reads are definitive collections of classic ideas, practical advice, and essential thinking from the pages of Harvard Business Review. Exploring topics like disruptive innovation, emotional intelligence, and new technology in our ever-evolving world, these books empower any leader to make bold decisions and inspire others.This Updated and Expanded edition features new, breakthrough articles, additional short-form pieces, and a detailed discussion guide to give you and your team the tools you need for sustained success.

HBR's 10 Must Reads on Sales, Updated and Expanded (featuring "What Today's Rainmakers Do Differently" by Matthew Dixon, Ted McKenna, Rory Channer, and Karen Freeman)

Together We Win

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