Skip Miller

Too many companies have let their sales people devolve into an order-taking, customer “farming” team where the focus is on following up on inbound leads or just trying to upsell current customers. But when the early and easy inbound leads dry up, the need for outbound activity becomes more crucial than ever.

Even though outbound selling can be intimidating, it can be transformed into confident success if you have the right tools at your disposal. Outbounding shows how to power up sales with proven strategies that deliver breakthrough results, equipping salespeople with the knowledge, training, and road-tested sales tactics to raise the success rate – and even the enjoyment level – of their outbound sales.

For salespeople, prospecting is as important as it is difficult. For some, it's downright terrifying -- especially the cold calling. Knock Your Socks Off Prospecting shares the hard-won, in-the-trenches prospecting and cold-calling secrets of the most successful salespeople -- in the trademark, fun style of the best-selling Knock Your Socks Off series. This practical book gives sales people renewed energy for a critical (yet often dreaded) phase of the sales cycle. Knock Your Socks Off Prospecting shows how to approach prospecting more positively and productively, and how to maximize return on prospecting efforts. Salespeople will gain priceless insight on improving communications, identifying prospects, maximizing their time (the "Powerhour" approach), networking, and more. Destined to be another Knock Your Socks Off classic, this book reveals techniques that will make any sales professional's efforts more enjoyable -- and much more profitable.

Most sales professionals make the mistake of using the same sales patterns over and over. But since all customers are different, true pros know they must tailor their methods to the buyer if they want to make their numbers every year. "ProActive Selling" gives readers the tools they need to adapt their approach and maintain control at every stage of the sale. Thoroughly revised and updated, the second edition shows sales people how to: qualify and disqualify prospects sooner to focus on the most promising accounts; examine buyers' motivations from every angle; quantify the value proposition early; double the number of calls returned from prospective customers; appeal to the real decision-makers; use technology (e.g. cloud, video, social media, and more) to generate leads and shorten sales cycles; and increase the effectiveness of every interaction. Featuring dozens of enlightening examples and the author's 17 exclusive, practical selling tools, "ProActive Selling" gives sales professionals the edge they need to exceed their goals - with any company, in any industry.

Ensure that Your Sales Reps Meet their Quota Every Month! How much more profitable would your department be if all of your reps were as productive as your highest performer? A typical sales organization could triple their revenue and earnings. ProActive Sales Management, the #1 best selling book on sales management for over three years, gives you everything you need to create a team of sales superstars. It teaches a proven method for managing sales processes and salespeople. Learn what 99 out of 100 sales managers don't know that causes them to fail. And discover specific, field-tested techniques that will enable you to reach new heights in sales performance. You'll amaze the management team and maybe, finally, get the recognition you've been seeking.