Tag Archives: Sales

Books for Small Businesses

If you’re running or helping to run a small business, you’ve encountered unique challenges (and, we hope, many unique rewards!). It can feel like you’re doing it all yourself–which means you could use as much help as you can get from the experts. Below, check out some of our most helpful recent books for small businesses.

The Crowdfunding Handbook: Raise Money for Your Small Business or Start-Up with Equity Funding Portals by Cliff Ennico

Jacket cover

Until May 2016, the act of offering securities (stocks, bonds, and more) in exchange for investment was extremely limited. The arduous and expensive process for companies and the strict regulations for investors left countless hopefuls out. That has now changed with equity crowdfunding. This isn’t your average Kickstarter campaign–you’ll need Cliff Ennico’s comprehensive handbook–but, if the timing is right for your small business, you don’t want to miss out on this opportunity.

Get Scrappy: Smarter Digital Marketing for Businesses Big and Small by Nick Westergaard

Jacket cover of Get Scrappy

While Get Scrappy‘s digital marketing wisdom applies to businesses of any size, small businesses will find it especially crucial. Marketing without a significant budget may feel like an uphill climb, but you can see results without a gargantuan budget if you follow Nick Westergaard’s essential advice on constructing your brand, sticking to your strategy, creating content that answers your potential customers’ most urgent questions, measuring your results accurately to hone your tactics, and more.

75 Ways for Managers to Hire, Develop, and Keep Great Employees by Paul Falcone

Jacket cover of 75 Ways by Paul Falcone

Not all small businesses have human resources departments, but that doesn’t mean the procedures and issues that HR departments handle just disappear. HR rock star Paul Falcone‘s new book delivers key human resources strategies to managers and executives. Small business owners will appreciate Falcone’s attention to each step in the employee cycle, readable explanations of the legal implications of key management decisions, and focus on hiring and managing effectively in the first place (because it’s much harder for small businesses to bounce back when hiring goes wrong).

When the Pressure’s On: The Secret to Winning When You Can’t Afford to Lose by Dr. Louis S. Csoka

Jacket cover of When the Pressure's On

Small business owners face an extraordinary amount of stress, and with the weight of a whole company on their shoulders, it’s not always possible to shrug it off. No one knows how to manage stress better than Dr. Louis S. Csoka, founder of West Point’s Center for Enhanced Performance and creator of the first ever Peak Performance Center for a Fortune 500 company. He shared his five-pronged strategy for performing under pressure–which small business owners face regularly–in his remarkable book, When the Pressure’s On.

Sell with a Story: How to Capture Attention, Build Trust, and Close the Sale by Paul Smith

Jacket cover of Sell with a Story by Paul Smith

Small businesses pitching products might not always be able to offer the lowest price right away, and they might not have the highest brand recognition–so what’s going to get their prospects interested? The most important tool in any salesperson’s kit, but especially that of a salesperson from a smaller firm, is the story. In Sell with a Story, acclaimed author Paul Smith details how to craft narratives that will strengthen relationships, make the product memorable, increase product value (really!), and more. When it comes to storytelling, small businesses likely have a leg up on the competition–take advantage of it!

 

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Sample Chapter of HIGH-PROFIT PROSPECTING Now Available

We’ve uploaded a sample chapter for an amazing read as salespeople gear up for the fall sales season–Mark Hunter’s High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.

High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results by Mark Hunter
Jacket cover of High-Profit Prospecting by Mark Hunter

The best salespeople don’t get that way by simply fulfilling whatever leads come their way–they take responsibility and fill their own pipelines. They prospect. In High-Profit Prospecting, Mark Hunter presents a clear-cut process for this perennially challenging task. Readers will learn how to stay motivated, prospect even without being a born salesperson, identify viable prospects, tailor pitches to the customer’s needs, use technology effectively, prospect large companies and C-suites, and more.  Click here or on the cover image for your free sample chapter.

high profit prospecting sample chapter

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Fall/Winter 2016 Catalog Now Online!

Image of AMACOM Books Fall 2016 Catalog CoverIt may be summer now, but when it’s time to curl up inside with a blanket and a book, you’ll know what to read: the AMACOM Fall/Winter 2016 Catalog is now available on our website alongside our past catalogs.

 

 

 

Some of the most anticipated books from our fall list:

 

Now Available on NetGalley: SELL WITH A STORY

Cover art for Sell with a Story by Paul Smith, September 2016Great salespeople know how important it is to make themselves and their product memorable, to create a rapport with their customers, and to position what they’re selling as a true solution. What better way to accomplish all of this and more than through a story? Paul Smith knows how valuable stories can be, and he shares why and how in SELL WITH A STORY: How to Capture Attention, Build Trust, and Close the Sale (AMACOM September 2016). Journalists, booksellers, book reviewers, librarians, and media professionals interested in sales and storytelling are invited to request Sell with a Story for review.

Stories sell. Great SALES STORIES sell even more.

Despite all the high-tech tools available to salespeople, the most personal method still works best.

Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made.

Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena. In Sell with a Story, he identifies the ingredients of the most effective sales stories and reveals how to:

Select the right story • Craft a compelling and memorable narrative • Incorporate challenge, conflict, and resolution • Use stories to introduce yourself, build rapport, address objections, add value, bring data to life, create a sense of urgency, and more

Complete with model stories, skill-building exercises, and enlightening examples from Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, and other top companies, this powerful and practical guide gives you the tools you need to turn your experiences into stories that sell.

PAUL SMITH is a popular speaker and expert trainer on business storytelling techniques. A former Procter & Gamble executive, his clients include Hewlett Packard, Bayer Medical, Progressive Insurance, Walmart, and other distinguished companies. As the author of Lead with a Story, his work has been featured in The Wall Street Journal, Inc., Time, Forbes, The Washington Post, Success, and Investor’s Business Daily.

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You can review how to get AMACOM’s digital galley request approval on NetGalley HERE.

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Random Quotes from New Books This April

Winning Well: A Manager’s Guide to Getting Results—Without Losing Your Soul by Karin Hurt and David Dye

Jacket cover of Winning Well by Karin Hurt and David Dye

“David had fallen into a common management trap. He had not provided enough structure or accountability because he was worried about losing bodies. The problem is that when you let expectations slide, when you tolerate poor performance, when you allow abuse, you tell everyone else that you don’t care. Letting slackers slide reduces your credibility, causes your best performers to bolt, and leaves the rest of the team wondering why they bother. High performers hate nothing more than watching their poor-performing, soul-sucking teammates drag down results. That was Joanne’s message: Don’t waste my time or my work. Tolerating poor performance creates a morale death spiral that takes Herculean force to reverse(page 63).

Beyond the Sales Process by Steve Andersen and Dave Stein

Jacket cover of Beyond the Sales Process by Steve Andersen and Dave Stein

“Customer conversations do not elevate haphazardly, without reason. You’re able to extend and expand your dialogue with the customer because they see significant upside potential for themselves and their business. Pushing, pressuring, or otherwise attempting to manipulate your customer doesn’t work, especially if your goal is to establish a collaborative, ongoing relationship that creates value for both organizations.
“Think of it this way: it is as difficult to trust a person who is controlling, overbearing, and manipulative as it is not to trust someone who does his or her homework, explores possibilities, helps create a vision of success, and elevates the conversation because he or she can engage differently” (page 50).

The Un-Prescription for Autism by Janet Lintala with Martha W. Murphy

Jacket cover of Un-Prescription for Autism by Janet Lintala

“I’m saying your child will still be autistic but may eat, sleep, and play better, be in a better mood, and have better speech and social skills when these health issues are properly addressed. With some simple natural support strategies, ASD children may catch fewer colds and see their allergies calm down. Every child responds differently, but wouldn’t you love for yours to just have a good day most of the time?
“I often hear autism parents say their child doesn’t need to be ‘fixed.’ They accept him just as he is. I get that–I’m an autism mom and I love my son just as he is–but this host of physical and medical issues, which can affect everything from language, eye contact, and social skills to sleep, constipation, irritability, and aggression, shouldn’t be part of who any child is. Accepting your child for who he is doesn’t mean you have to accept poor health and impaired function as part of the package” (pages 13-14).

 april 2016 new releases

Want to sample other AMACOM books? Check out our Random Quotes from New Books series.