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
Bidding Tricks – The Secrets Revealed
Cracking the LinkedIn Sales Code
Find out what top sellers are doing on LinkedIn that you’re
not! Get the results from the 2013 Sales & LinkedIn survey. DOWNLOAD
Goal Planning Guide
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
Great discovery is the key to Not Losing
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
How to Adopt the Seven Habits of Highly Successful People
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 to manage Your Key Accounts More Effectively
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 HERE
How to Win Major Contracts
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
How to Plan, Prepare and Conduct an Appraisal
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
Jump Start Your Sales Team’s Prospecting
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!
Sales Forecasts: A Question of Method, Not Magic
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
Selling to Technical Professionals
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
The Future of Business Collaboration
“How today’s hottest trends—crowdsourcing, consumerization of IT, mobility, social media and globalization—create a new landscape for modern business collaboration.” Download here
The Problem With Sales Training
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
Top Sales Productivity Tools – 2013
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
Using a Prospects Financials to Sell
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
Your Sales Forecasting Will Have More Accuracy
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
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