We are currently collaborating with around 50 contributors – they are effectively the top sales and marketing experts in the world – and within this section, we will create an archive of their eBooks and white papers.
You should think of this area of Top Sales World as a reference library; the shelves stacked with volumes of wisdom that you can visit as often as you like.
Please feel free to download if you wish, however, if you intend to re-publish, in part or whole, you must provide a link back to this site, and ensure all copyright guidelines are respected.
White Paper Archive
Find out what successful sales leaders are doing to drive high performance.
How to use Sales 2.0 tools to achieve efficiency, scalability, & predictability in your sales organization. DOWNLOAD
To some, networking means simply meeting or calling someone new for what might be a one-off discussion or event. My view is completely different ….. DOWNLOAD
This eBook includes answers from 23 of the SheBang team, including Jill Konrath, Colleen Francis, Trish Bertuzzi, Colleen Stanley, Andrea Waltz and Lori Richardson. DOWNLOAD
What questions do top performers ask different decsion makers at each step of the buying process? How do we leverage the best practices of top performers to improve everyone else? Answer: Sales Playbook More details
Sales software tools can transform the means and methods by which a sales rep’s productivity is not only measured, but calibrated. More details
The National Sales Meeting Guide How to Plan, Run, and Profit from Your Best Sales Kickoff Meeting Ever
Don’t Plan Your Next National Sales Meeting Without Knowing the Mistakes to Avoid, and Best Practices for Success in this FREE Ebook
Sales management is responsible for setting the sales culture. Culture is described as the work styles and values of the team. Sales management, through the decisions it makes, the programs they launch, and the way upon which they manage performance, dictate the culture of the sales force. DOWNLOAD
Most companies and individuals are currently focused on Q4, but a few – the very best – are already planning for 2014. DOWNLOAD
With over 8,300 downloads, this report marks our fourth round of inside sales research on lead generation groups. We studied 197 B2B technology companies. This report is focused on the lead generation (generating pipeline) model of inside sales DOWNLOAD
The status quo. It’s a killer. Your prospects stay with it as long as humanly possible because they hate to change. That doesn’t help you. It takes more and more effort to meet your numbers. DOWNLOAD
The next time you run a marketing program against an in-house database or a purchased prospect list, would it interest you to know how to generate 84 percent of your lead volume while spending just 60 percent of your budget? DOWNLOAD
Kick the dull out of your presentations with 21 thrilling, daring and downright game-changing tricks! People dread sitting through slide presentations, but love inspiring speeches, motivating talk shows and great webinars. DOWNLOAD
Finding, interviewing and then selecting new members of staff is a key function that does not come easy to most managers. This brand new eBook from Jonathan Farrington will be your guide to reducing mistakes! DOWNLOAD
Sales contracts are a crucial part of business. Despite their importance, most companies still manage contracts in email or Excel. In this ebook you’ll learn how to gain visibility into the contract process and close deals faster. DOWNLOAD
In this sales ebook, Mike Schultz and John Doerr, co-authors of the bestselling book Rainmaking Conversations, will share with you how to lead sales conversations that result in new clients. They’ll introduce you to RAIN SellingSM, a proven, research-based methodology designed specifically to teach you how to go from the initial conversation to the close. DOWNLOAD
When it comes to looking after our customers, quite often there’s a gap, a huge gap between theory and practice. There are books about customer relations, there are videos about customer relations, and there are Gurus (mostly self-appointed) about customer relations. None of them actually have to deliver customer relations. DOWNLOAD
If you’re a sales manager responsible for building predictable revenue for your company, you need resources to meet this complex challenge. You may not be aware of all the actions required for building a high-performance sales organization. And in an increasingly competitive sales environment, you . . . DOWNLOAD
Most companies are looking for ways to manage their most important business relationships more effectively and more efficiently. It is not easy to do and it is not always enjoyable to do, but when a key account works well, it is extremely satisfying. DOWNLOAD
As you read this special report, ask yourself what you need to START doing and what you need to STOP doing in order to improve in each of these areas. There’s a table for your convenience at the end of this document for you to take notes, if you want. Above all, be sure to act on those ideas to accelerate team success! DOWNLOAD
“From analysis of the way in which many organizations have made growth over the years, it is possible to build up a picture of a number of principles of development, which the normal organization will follow as it grows.” In this new white paper, Jonathan Farrington takes us through the stages a company passes through. DOWNLOAD
One of the greatest challenges that most B2B companies face, particularly those lacking the brand recognition and market traction of their biggest competitors, is figuring out how to drive high-quality leads.” DOWNLOAD
Most companies are not winning a high enough percentage of the bids they make, but in his latest free whitepaper, Jonathan Farrington illustrates that by implementing a few fundamental changes to their bidding procedure, every organization can dramatically increase their “win-rates” DOWNLOAD HERE
Let’s face it, creating accurate sales forecasts isn’t easy. We can’t look into a crystal ball and see which deals in the pipeline are going to close when. Fortunately, “Sales Forecasts: A Question of Method, Not Magic” can help by teaching you to create accurate sales forecasts DOWNLOAD HERE
* Powerful tips and strategies
* Ideas you can apply now
* Pearls that will help you drive more sales
If you are a sales person who avoids calling on manufacturing and technology-intensive companies full of engineers because they make you feel stupid, read on! You may be leaving out what potentially could represent a new source of business revenue. DOWNLOAD
Success is a function of achieving goals we set for ourselves. Deciding and achieving the outcomes we truly desire is the definition of success. DOWNLOAD
If your sales process has more consistency.
Companies that deploy a formal sales process, when compared to the mean, win 48% more, have sales cycles 37% shorter and generate 2x the revenue per head. Download here
Ever wish you had a do over? Ever lose a deal and think what the heck just happened? “There is no way I should have lost this deal.” This paper covers the reasons we lose and what to do about it…early in the sales process. Discovery is the key and I will show you how to make the most of it. Download here
If you are struggling to get new people going or you need to jumpstart your existing team’s prospecting, this new e-book is for you. In A Practical Guide to Getting Sales Teams to Prospect by Wendy Weiss, you’ll find out exactly what holds them back and how to kick start their production. Get expert advice and useful exercises and assignments for your team’s training. Grab it here!
Find out what top sellers are doing on LinkedIn that you’re
not! Get the results from the 2013 Sales & LinkedIn survey. DOWNLOAD
This Guide Has it All – If you want to double revenue, every conversation and every activity has to count. That’s the point of sales productivity tools. Our new (free) 2013 Top Sales Tools guide is packed with the best tools to help your reps do just that. DOWNLOAD HERE
Imagine if you could know about a prospect before you contact them. Information like their cash in the bank? Their short term debt? Or perhaps their DSO’s? All of this information is available to you and this paper explains how to get it
When a colleague loaned me Stephen Covey’s “The Seven Habits Of Highly Successful People”, many years ago, it took me about three months to get around to reading it – I now realise that I wasted those three months! In fact, I read it three times, in order to ensure that I had fully digested the wisdom. HERE
“How today’s hottest trends—crowdsourcing, consumerization of IT, mobility, social media and globalization—create a new landscape for modern business collaboration.” Download here
Performance appraisals are an important part of performance management. In itself an appraisal is not performance management, but it is one of the ranges of tools that can be used to manage performance. But to be successful, they should also be used as a basis for making development and improvement plans. Download our latest free whitepaper HERE
Or why 80% of sales team development initiatives fail to achieve their objectives
“Every organization that intends to survive in the re – engineered environment which arrived in the aftermath of the recent economic downturn must, in our view, respond to those realities…” Download our latest free whitepaper HERE