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Yuille J: Why You Lost That Sale

Why You Lost That Sale

And What To Do About It

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

Matthew Elwell

Nick James

Serve, Sell & Scale Your Way To Business Success

Cold to Sold

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

Six Continents. 76 Countries. Millions of Managers. One relentless mission: Elevate and transform how the world leads, coaches, and sells.&nbsp; Since its release in 2008,&nbsp;Coaching Salespeople&nbsp;Into&nbsp;Sales Champions&nbsp;has reshaped the foundation of management. This book became the global standard for how managers lead, coach, and communicate,&nbsp;and is taught as core curriculum in universities worldwide, focused on developing outstanding organizations and transformative leaders.&nbsp; Today's business landscape is more demanding, as companies struggle with hybrid teams, fractured communication, fear-driven workplaces, unprecedented burnout, rising turnover, and a generational shift toward purpose and quality of life over money.&nbsp;That's&nbsp;why the dominant leadership strategy has evolved from results-driven to care-driven, and why coaching is the language and mindset of leadership in today's highest-performing cultures.&nbsp;&nbsp; In this fully revised and expanded edition, Keith Rosen returns with groundbreaking strategies, critical conversations, and performance-driven coaching questions, grounded in his L.E.A.D.S. Coaching&nbsp;Framework&nbsp;and adapted for a world fueled by AI, automation, and rapid change.&nbsp;&nbsp; Technology is a powerful ally, only when aligned with a coaching culture that keeps people human, connected, engaged, and inspired by a shared vision.&nbsp;This playbook shows you how to build a thriving team and coaching culture that scales, drives consistent revenue and results, ignites motivation, and strengthens trust in every conversation.&nbsp; Endorsed by leaders from Microsoft, Salesforce, Johnson &amp; Johnson, Heinz, Capital One,&nbsp;Pfizer,&nbsp;and other world-class organizations, this second edition gives sales leaders a tactical roadmap to:&nbsp; <ul> <li>Increase conversion rates and win more sales.&nbsp;</li> </ul> <ul> <li>Turn around underperformers in&nbsp;30 days&nbsp;or less.&nbsp;</li> </ul> <ul> <li>Attract and&nbsp;retain&nbsp;top talent.&nbsp;</li> </ul> <ul> <li>Save at least 25 hours each week by shifting from problem-solver to coach who develops confident, independent, and accountable critical thinkers.&nbsp;</li> </ul> <ul> <li>Turn forecast reviews into high-value coaching conversations that improve accuracy and pipeline velocity.&nbsp;</li> </ul> <ul> <li>Eliminate&nbsp;silos and ignite healthy collaboration across departments, teams, and cultures.&nbsp;</li> </ul> <ul> <li>Create a happy, healthy, balanced life for your team and yourself.&nbsp;&nbsp;&nbsp;</li> </ul> &nbsp; &nbsp;

A Tactical Playbook to Ignite Change, Transform People, and Achieve Results

Coaching Salespeople Into Sales Champions

Sales Coaching: Wirksam führen im Vertrieb
ist ein ideales Handbuch für Führungskräfte, die ihre Mitarbeitenden auf die Zukunft im Vertrieb vorbereiten möchten. Ob eine Führungskraft im Vertrieb überhaupt coachen kann oder nicht, ist schon längst nicht mehr die wesentliche Frage. Die Autoren dieses Buches kommen zu der klaren Aussage, dass eine Führungskraft im Vertrieb die Rolle des Coachs sogar zeitweise einnehmen muss, um die Mitarbeitenden auf dem Weg in die Zukunft effektiv und erfolgreich zu begleiten.
Der Markt und das Kundenverhalten verändern sich ständig. Ob eine Kundin oder ein Kunde einen Vertriebsmitarbeitenden akzeptiert oder nicht, hängt im Wesentlichen davon ab, welchen Mehrwert die Beratung bietet. Viele Kundinnen und Kunden erleben aber die Leistungen eines Vertriebsmitarbeitenden in der heutigen Zeit nicht mehr als mehrwertig. Flexibilität, Kreativität und authentische Begegnungen werden immer mehr zu den Qualitäten, die von Vertriebsmitarbeitenden gefordert werden - das verlangt von der Vertriebsführungskraft ein individuelles Fördern und Fordern.
Uwe Reusche und Klaus Kissel zeigen auf, wie Führungskräften der Rollenwechsel zum Coach gelingen kann. Da Mitarbeitende jedoch das Coaching vielfach nicht als Mehrwert erleben, ist es wichtig, die Grundsätze des sozialen Lernens zu kennen und sich im Sales Coaching zu fokussieren. Wie das gelingen kann, zeigen die Autoren anhand von Praxisbeispielen und Interventionsideen für den Vertriebsalltag.

Den Weg in die Zukunft gestalten

Sales Coaching: Wirksam führen im Vertrieb

Stop talking.
Start asking.

In Sales Beast: The Recipe, Carlos Martinez III reveals a 7-step system designed to guide clients to close themselves-without scripts, manipulation, or high-pressure tactics.
Built from real-world experience leading high-performing sales teams, this book breaks down the exact sequence behind consistent results. From building trust and activating emotion, to creating clarity through logic and empowering client decisions, every step is intentional.

This isn't about talking more.
It's about asking better questions.

Because the best closers don't convince.
They guide.

Whether you're new to sales or looking to elevate your close rate, The Recipe gives you a clear, repeatable framework to:

¿ Build trust faster
¿ Eliminate resistance
¿ Increase confidence
¿ Close more deals-without chasing

Follow the recipe.
Ask the right questions.
Bake with intention.

Because consistency isn't luck.
It's a system.

The Recipe

Sales Beast

Increase revenue and achieve sustainable sales growth and success

In Leading Growth: The Proven Formula for Consistently Increasing Revenue, veteran B2B sales professional and coach Anthony Iannarino delivers an expert guide to enabling revenue growth in your sales team. In the book, you'll explore the fundamentals of organizational leadership, including vision, transformation, strategy, communication, and decision-making. You'll also define new frameworks for growth involving the people, planning, pipeline, and efficacy that make up your strategy.

The author also presents:
* Strategies to help salespeople create and win new opportunities for revenue growth
* Ways to grow revenue when you're required to deal with a "task force" or team of decision-makers who seem bent on preventing any kind of meaningful change
* Methods for shortening an ever-lengthening sales cycle

An indispensable resource for salespeople and sales leaders at every level of organizations, Leading Growth will also earn a place on the bookshelves of consultants, coaches, and other professionals who serve revenue- and growth-oriented firms as they seek to expand.

Increase revenue and achieve sustainable sales growth and success

In Leading Growth: The Proven Formula for Consistently Increasing Revenue, veteran B2B sales professional and coach Anthony Iannarino delivers an expert guide to enabling revenue growth in your sales team. In the book, you'll explore the fundamentals of organizational leadership, including vision, transformation, strategy, communication, and decision-making. You'll also define new frameworks for growth involving the people, planning, pipeline, and efficacy that make up your strategy.

The author also presents:
* Strategies to help salespeople create and win new opportunities for revenue growth
* Ways to grow revenue when you're required to deal with a "task force" or team of decision-makers who seem bent on preventing any kind of meaningful change
* Methods for shortening an ever-lengthening sales cycle

An indispensable resource for salespeople and sales leaders at every level of organizations, Leading Growth will also earn a place on the bookshelves of consultants, coaches, and other professionals who serve revenue- and growth-oriented firms as they seek to expand.

The Proven Formula for Consistently Increasing Revenue

Leading Growth

Helping advisors thrive is at the core of everything we do at The Covenant Group. 

We apply a best practices methodology to answer the question: What distinguishes the top performing advisors from the other 99%? What has led to their success is the implementation of a set of six principles. Top performers apply these principles to set themselves up for sustainable growth:

Principle #1: Where relationships matter, so too do conversations and stories.
Principle #2: The narrower your focus, the bigger the opportunity.
Principle #3: If you know how to open, you don't have to close.
Principle #4: Buying is a series of micro-decisions.
Principle #5: What separates high performers from average performers is the time horizon in which they think and act, plan and implement.
Principle #6: There are three truths in decision-making. All decisions are value based, confidence based, and risk based.

You don't have to take my word for it. This book features interviews with highly successful advisors, so you will see how they apply the principles in real-life scenarios. You stand to learn from the best how to manage and grow client relationships.

One more key item separates elite performers from average performers-they understand the importance of stories. A sales conversation involves stories. The buyer and seller share their narratives. A successful outcome is a shared story.

My purpose in writing this book is to help advisors reach the next level of their business and the level after that. The concepts are practical and proven. 

In these pages are models and methods that enable you to attract and retain the right clients.

Conversational Selling

THE ART OF CLOSING THE ELUSIVE SALE

Over a career of more than 40 years, Joe Denhamhas trained many salespeople through stand-up presentations and lectures. Now he shares those lessons and his knowledge in The Sales Professional&nbsp;with anyone who has a strong work ethic and wants to to succeed in sales.&nbsp;This book not only seeks to help existing salespeople who want to succeed - Who doesn't? -&nbsp;it's also for people who want help getting started in a career in sales. Many good sales staff in the corporate world become quickly disenchanted because of a lack of early sales success, generally due to a dearth of real guidance and structure in the way they approach their chosen careers. This book aims to bring some discipline and professionalism into the way they conduct business. Experience is not something you can buy. However, when someone like Joe Denham passes his experience on to you through a book like this, with explanations and an understanding of the sales process that are logical, simple, and straightforward, you will benefit beyond your expectations.

How to build a career in sales

Sales Professional, The

If you've ever felt a sale slip through your fingers... this book is for you.
You've done the research. Landed the meetings. Made the best pitch of your career. So why won't your prospects seal the deal?
Welcome to Wimp Junction®.
That's the moment in the sale when your carefully planned buyer's journey is derailed - often well before you notice. Why? Because the sale ended up on the buyer's side of the tracks, where all solutions look alike and the status quo is your toughest competitor. 
Backed by over four decades of sales experience, Wimp Junction is a no-holds-barred strategic goldmine that will revolutionize the way you approach - and win - every complex sale. It's time to stop letting your prospects' buying process dictate the outcome of your sale, and start closing more deals more quickly, with the highest profit margins of your life.

The Place Your Sale Was Lost...and How to Win It Back: The Place Your Sale Was Lost...and How to Win It Back

Wimp Junction

Unleashing AI and the Power of a Validated Predictor of Sales Performance

AI SUPERSALES Recruiter

Why You Lost That Sale

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