Top Sales White Papers

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 RevealedBidding Tricks - The Secrets Revealed

Why is it that some companies grow prosperous on the fruits of their success at winning major bids while others think themselves lucky to garner a few crumbs from the feast? Just why is that some companies consistently win more major bids than others? What do they do that makes them so successful? DOWNLOAD

eBook_Witty_120_02Sales Productivity Tips from the Experts

Sales productivity is an elusive goal with many paths leading to success • 25 Expert Tips • Current, Relevant, Actionable • eReader and .pdf formats... ... Download e-book

eBook_Giamanco_120_01Nine Things You Need to Know About Social Selling

Nine Things You Need to Know About Social SellingIn this white paper, Barb Giamanco share the nine things that salespeople need to know in order to use social media to increase referrals, outline prospects, generate leads and shrink sales cycles.” Download

eBook_iMeet_120_01Revenue Impact Calculator

Calculate the impact to your revenue now! If your sales team is tasked with increasing revenue while cutting costs, you have to take a hard look at all your resources – including your meeting technology. Losing time with your prospect, due to problems accessing or running meetings, has a direct impact on success and revenue. For sales organizations, time is money! Learn more

How to manage Your Key Accounts More Effectively by Jonathan FarringtonHow 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

eBook_McDade_120_01Is Your Funnel Full of Fool’s Gold?

Contrary to popular belief, most leads actually aren’t. The so-called leads that cross your sales team’s desk may look like the real thing, but chances are they’re more like fool’s gold. These raw, unfiltered leads require extensive time on the part of your sales reps just to find the handful that are worthwhile. Download  

Download: Sales Prospecting That Works by Mark HunterSales Prospecting That Works

In this easy-to-follow eBook, Mark Hunter outlines specific tips that will move you toward high profits. Don’t settle for mediocrity, when you could have a fuller, more-profitable pipeline. Download this e-book

eBook_PGi_120_04Evolution of Sales: The Survival Guide

Old-school selling is on the brink of extinction. Learn how to adapt and survive in this free eBook. Sales experts from the world's foremost brands help you close more deals and grow your business... Download this e-book.

eBook_SBI_120_02Sales Compensation Planning

The majority of global sales forces use incentive compensation to motivate sales people. Incentive plans directly impact the type of person who is attracted to the sales job and they influence the behaviors of sales people. Download this e-book.

Download free eBook from Witty ParrotA Guide To Sales & Marketing Messaging Alignment

Who is this eBook for? Anyone in your organization who is responsible for content in the form of brand messaging, marketing messaging and sales ready messaging. Learn more

eBook_PGi_120_03Having Trouble Getting Prospects Into Your Web Conference?

If your sales team is tasked with increasing revenue while cutting costs, you have to take a hard look at all your resources – including your meeting technology. Losing time with your prospect, due to problems accessing or running meetings has a direct impact on success and revenue. For sales organizations, time is money! Calculate the impact to your revenue now! Learn more.

Download: 14 in 2014  SMART INSISE SALES TRENDS from TELESMART COMMUNICATIONS14 in 2014  SMART INSIDE SALES TRENDS

Get ahead of today’s rapidly changing Sales 2.0 ecosystem by reading our 9th annual Inside Sales Trend Report. You’ll discover 14 key trends that are sure to rock the sales world in 2014. Don’t be left in the dark. Download report

What Sales Winners Do Differently by Mike Schultz and John DoerrWhat Sales Winners Do Differently 

There’s a revolution underway in sales. Sales approaches that have been working for decades are no longer getting the same results. Indeed, publications such as the Harvard Business Review have declared, “The End of Solution Sales.”  Download report

The National Sales Meeting Guide How to Plan, Run, and Profit from Your Best Sales Kickoff Meeting Ever by Art SobczakThe 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

Download: Sell Better and Sell More by SALES SheBang by the SheBang TeamSell Better and Sell More

What Idea Can Help You Grow Sales?  This is the question we asked the women sales experts of Sales Shebang to tackle. But their challenge was also to provide you with ideas, insights and expertise that could be easily put into practice. Download here

Free eBook: The Future of Business Collaboration 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 Top 10 Dumb Cold Calling Mistakes by Art SobczakThe Top 10 Dumb Cold Calling Mistakes

Here's how you will eliminate the fear, failure and rejection from your prospecting and inside sales... DOWNLOAD

Download: How to Take Complete Control of Your Life by Jonathan FarringtonHow to Take Complete Control of Your Life

How can you really control the time available to you? How can you guard against the stress that arrives from not having enough time? Who or what is wasting your time – the time robbers? How can you gain an extra month – every year? More details

Download: The New Sales Leadership Paradigm by Steven RosenThe New Sales Leadership Paradigm

Find out what successful sales leaders are doing to drive high performance.

The Tools That Will Change Sales Forever by GliderThe Tools That Will Change Sales Forever

How to use Sales 2.0 tools to achieve efficiency, scalability, & predictability in your sales organization. DOWNLOAD

How to Network Your Way to Success” by Jonathan FarringtonHow to Network Your Way to Success

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

Download: What Idea Can Help You Grow Sales? What Idea Can Help You Grow Sales?

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

Five Golden Rules for Boosting Sales Rep Productivity by Nancy NardinFive Golden Rules for Boosting Sales Rep Productivity

Sales software tools can transform the means and methods by which a sales rep’s productivity is not only measured, but calibrated. More details

Sales Performance Management – by Sales Benchmark IndexSales Performance Management

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

How to Construct an Achievable Business Development Strategy by Jonathan FarringtonHow to Construct an Achievable Business Development Strategy

Most companies and individuals are currently focused on Q4, but a few – the very best – are already planning for 2014.  DOWNLOAD

Download: Lead Generation Metrics & CompensationLead Generation Metrics & Compensation

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

FREE eBook: Hidden Gems: The Ultimate Strategy to Find High Value ProspectsHidden Gems: The Ultimate Strategy to Find High Value Prospects

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

Download: How to Identify Your High-Value Prospects—Before You Run a Program How to Identify Your High-Value Prospects—Before You Run a Program

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

The Little Black Book of Presentation Ideas by PGiThe Little Black Book of Presentation Ideas

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

How to Recruit and Select Successfully by Jonathan FarringtonHow to Recruit and Select Successfully

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

How to Streamline Your Sales Contract ProcessHow to Streamline Your Sales Contract Process

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

eBook_Rain_Group_120_02Keys to Leading Masterful Sales Conversations

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

How to Keep Your Customers Happy by Jonathan FarringtonHow to Keep Your Customers Happy

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

Download: How to Manage Sales for Predictable Revenue - 40 Critical Sales Management Activities that Drive ResultsHow to Manage Sales for Predictable Revenue

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
Download The Inside Track6 proven disciplines to lead your sales organization to winning results. DOWNLOAD

5 Sales Coaching Essentials by Kevin Davis5 Sales Coaching Essentials

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

Download How Successful Organizations EvolveHow Successful Organizations Evolve

"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

Get More Customers! How to Build an Outbound B2B Lead Generation Team that Drives SalesGet More Customers! How to Build an Outbound B2B Lead Generation Team that Drives Sales

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

How to Win Major Contracts by Jonathan FarringtonHow 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

Sales Forecasts: A Question of Method, Not Magic by Openview Partners 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

52 Sales Management Tips eBook52 Sales Management Tips

* Powerful tips and strategies * Ideas you can apply now * Pearls that will help you drive more sales DOWNLOAD

Selling to Technical Professionals Babette Ten  HakenSelling 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

Goal Planning Guide by Steven RosenGoal 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

Your Sales Forecasting Will Have More Accuracy If your sales process has more consistency.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

Great discovery is the key to Not LosingGreat 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

A Practical Guide to Getting Sales Teams to Prospect  by Wendy Weiss 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!

Cracking the LinkedIn Sales Code by Jill Konrath and Ardath AlbeeCracking 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

Top Sales Productivity Tools – 2013 by Nancy NardinTop 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” by Michael NickUsing 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

How to Adopt the Seven Habits of Highly Successful PeopleHow 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