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Author's Publications on Amazon

Outlines the multichannel marketing sequence used by the Obama campaign to win the 2008 Presidential Election. Video, audio, microblogging, blogging, and user-generated content are a few of the business applications examined in this guidebook. This case study is the definitive reference for the use of…
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Sales training doesn’t develop sales champions. Managers do. The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude,…
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The bible for bringing cutting-edge products to larger markets now revised and updated with new insights into the realities of high-tech marketing Crossing the Chasm, Geoffrey A. Moore shows that in the Technology Adoption Life Cycle which begins with innovators and moves to early adopters,…
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Heavy Hitter I.T. Sales Strategy is a comprehensive guide for penetrating new accounts, differentiating your solution during the sales cycle, and winning highly competitive accounts. It is based on extensive research and interviews with more than 1,000 key information technology decision-makers, top technology salespeople, and…
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Why are you struggling to grow your business when everyone else seems to be crushing their goals? If you needed to triple revenue within the next three years, would you know exactly how to do it? Doubling the size of your business, tripling it, even…
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This book will increase your prospecting for new business! Everybody is promoting something, and most of us have some resistance to the process of getting other people interested in whatever you are offering.
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Salespeople hate to read. That's why Little Red Book of Selling is short, sweet, and to the point. It's packed with answers that people are searching for in order to help them make sales for the moment―and the rest of their lives.
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Get More Face Time and Higher Close Rates--the SMART Way Smart Prospecting That Works Every Time! introduces a proven sales method that balances social media marketing strategies, online applications, and traditional appointment-setting techniques to help you connect with more clients and close more sales than…
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Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and…
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Every day, expert consultants like Mike Weinberg are called on by companies large and small to figure out why their sales departments are falling short. Is it lazy and ineffective salespeople? Is it outdated methods of client building? Why are these team members not producing…
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You know how to sell—that’s your job, after all—but getting CEOs and VIPs to call you back is the tricky part. You’re in luck: That impossible-to-reach person isn’t so impossible to reach after all.
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Author’s Articles Blog / Off The Cuff

Author’s E-Books

The Art of Customer Acquisition

For Sales Pros / May 15, 2018 / Sales POP! Recommends

Learn How to Get a 10% Conversion Rate from Outbound Sales with Customer Acquisition Introducing our new e-book: The Art of Customer Acquisition We wrote this because outbound sales is one of the easiest and quickest ways to acquire new customers and establish a dependable revenue pipeline. That said, it does require some knowledge gained ... Read More

eBook: Lifecycle Marketing 101: What Every B2B Marketer Needs to Know about CLM

Sales Management / Feb 20, 2017 / Sales POP! Recommends

Right On Interactive is helping companies use Customer Lifecycle Marketing strategies by surfacing their “best-fit” customers. Surface and Cultivate their Best-Fit Customers Are you curious about the trending topic of Customer Lifecycle Marketing, and how it could help you grow your business? Right On Interactive’s ebook, Lifecycle Marketing 101: What Every B2B Marketer Needs to ... Read More

Author’s Tools

Deal Assessment Scorecard

Deal Assessment Scorecard

For Sales Pros / Mar 21, 2019 / Sales POP! Recommends

It is always better to have less but more highly qualified opportunities in your pipeline than it is to have a lot of poorly qualified ones. Resources and focus are better served where you have a realistic chance of success. This tool will help you evaluate opportunities and see if they are worth pursuing. Read More

Sales Opportunity Evaluation Scorecard

Sales Opportunity Evaluation Scorecard

Sales Management / Feb 20, 2017 / Sales POP! Recommends

Identify and evaluate any sales opportunity to prioritize your sales pipeline and keep it accurate and actionable. Learn How to Identify a Good Sales Opportunity Nancy is a sales rep for a company that sells office furnishings. They include chairs, desks, couches, conference tables and any other such items needed. Nancy’s company generally qualifies opportunities with this ... Read More

The Account Profiler

The Account Profiler

Sales Management / Jan 18, 2017 / Sales POP! Recommends

Qualify accounts and track information about contacts, sales account profile, and sales in process. Knowing Your Buyer The first and most important thing you’d like to know about the decision-makers in your prospect company is: what is motivating them to be interested in your product or service? In other words, you want to discover the ... Read More

Your BANT Sales Qualification Tool

Your BANT Sales Qualification Tool

Sales Management / Nov 29, 2016 / Sales POP! Recommends

Salespeople know that qualifying opportunities with the BANT Method (budget, authority, need, and timing) is quick and effective. Try our version of  Bant sales qualification too for free. Budget + Authority + Need + Timing The first thing to know when sounding out a prospect company, of course, is if there is a budget available. In ... Read More

Qualifying Lead Opportunity Tool

Qualifying Lead Opportunity Tool

Sales Management / Nov 29, 2016 / Sales POP! Recommends

Increase the chance of a successful close with a free tool to help you effectively qualify any opportunity in your sales process. Clearly Defining the Opportunity Defining an opportunity can only be done through communication with the prospect company, as in-depth as possible. It may be possible with the initial person who contacted you in ... Read More

The Raybec Sales Effectiveness Scorecard

The Raybec Sales Effectiveness Scorecard

Sales Management / Nov 29, 2016 / Sales POP! Recommends

Sales strategist Robert Beckerman has designed a tool to help you build stronger relationships with prospects and clients. Are Your Sales Methods Effective? Are you ready to ask yourself some really important and possibly difficult questions? The answers to these 10 questions will help sales professionals focus on core issues that may be holding them ... Read More

Author’s Media TV / Podcast

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