Tag Archives: Sales

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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NetGalley is a service for people who read and recommend books, such as book reviewers, journalists, librarians, professors, booksellers, and bloggers.

There are a number of different reading options for this e-galley:

Find all of AMACOM’s e-galleys on NetGalley.

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.

BEYOND THE SALES PROCESS Now Available on NetGalley

Cover art for Beyond the Sales Process by Steve Andersen and Dave Stein Salespeople: what are you doing with your customers when you’re not selling to them? BEYOND THE SALES PROCESS: 12 Proven Strategies for a Customer-Driven World by Steve Andersen and Dave Stein takes B2B salespeople above and beyond the short and stressful window when customers are officially buying, but have their walls up. Journalists, booksellers, book reviewers, librarians, and media professionals interested in sales are invited to request Beyond the Sales Process for review.

B2B buying has changed. Salespeople must adapt, or risk being left behind!

The average executive spends less than 5 percent of their time engaged in the buying of products and services. This means that in this post-recession business environment, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation.

Featuring instructional case studies from companies including Hilton Worldwide, Merck, and Siemens, this evidence-based book provides readers with a proven methodology for driving success before, during, and after every sale. Embracing the entire customer life cycle, Beyond the Sales Process reveals 12 essential strategies, including:

Research your customer • Build a vision with them for their own success • Understand your customers’ drivers, objectives, and challenges • Effectively position and differentiate • Create and realize value together • Leverage your results to forge lasting—and mutually beneficial—relationships

Reinforced by research from Aberdeen Group, SAMA, ITSMA, and other experts, this book will help you to grow with your customers—and take your sales performance to a whole new level.

STEVE ANDERSEN is President and Founder of Performance Methods, Inc., a sales and account management best-practices consulting firm, whose clients include many of the world’s top companies. DAVE STEIN is a sales consultant and strategist whose expertise has been featured in Fast Company, BusinessWeek, Inc., The Wall Street Journal, Fortune, and Forbes. He is an advisor to Sales and Marketing Management magazine.

Logo for NetGalley
NetGalley is a service for people who read and recommend books, such as book reviewers, journalists, librarians, professors, booksellers, and bloggers.

There are a number of different reading options for this e-galley:

Find all of AMACOM’s e-galleys on NetGalley.

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

Random Quotes from New Books This December

Be a Network Marketing Leader: Build A Community to Build Your Empire by Mary Christensen

Jacket cover of Be A Network Marketing Leader

“Coaches focus on action, not information. They guide, support, and encourage their team members to cultivate the strengths that will help them advance and eliminate the weaknesses that pose a threat to their progress. … More information does not lead to more action. Experience is the best teacher, and your team members will learn their most valuable lessons at the front lines, making calls, consulting, and presenting. That’s when they will benefit most from your guidance, encouragement, and support” (page 146-7).

MARY CHRISTENSEN is one of the most sought-after speakers on the direct selling circuit. Honored as the “Best of the Best Worldwide” by the Multilevel Marketing International Association, she is the author of Be a Network Marketing Superstar, Be a Recruiting Superstar, Be a Party Plan Superstar, and Be a Direct Selling Superstar.

christensen books

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