Dealstorming

Dealstorming Author Tim Sanders
ISBN-10 9780698408210
Release 2016-02-23
Pages 256
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Sales genius is a team sport. As a B2B sales leader, you know that by Murphy’s Law, despite your team's best efforts, some deals will inevitably get stuck or key relationships will go sour. And too often, it's the most important ones—the last thing you need when millions of dollars are on the line. "Dealstorming" is Tim Sanders’s term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it “a Swiss Army knife for today’s toughest sales challenges.” It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment. Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with. Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast. You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from non-sales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done. The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as a sales executive and consultant, personally leading dozens of sales collaboration projects. It also features the results of interviews with nearly two hundred B2B sales leaders at companies such as LinkedIn, Altera and Novell. The strategies laid out in Dealstorming have led to a stunning 70% average closing ratio for teams across all major industries, leading to game-changing deals and long-term B2B relationships. Now you can learn how to make dealstorming work for you. From the Hardcover edition.



Dealstorming

Dealstorming Author Tim Sanders
ISBN-10 9781591848219
Release 2016-02
Pages 256
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"The bestselling author of Love Is the Killer App unveils a methodology that sales managers and account executives can use to solve their team's toughest problems by combining the wisdom and creativity of everyone who has a stake in the sale. B2B sales reps often find that their deals get stuck at a crucial point in the decision-making process. This book is Tim Sanders's guide to breaking through the resistance and getting the deal unstuck using a scalable, repeatable process that he calls "Dealstorming." By including a diverse group of individuals in the organization who has a stake in the sale, questioning existing assumptions, and channeling the collective experience of the group, sales teams can uncover creative solutions to closing otherwise impossible deals. In Sanders's experience as a sales executive and consultant, utilizing this process has led to a stunning 70 percent close ratio. Take, for example, the way Alyssa Wichman of CareerBuilder used dealstorming to break a deadlock with staffing firm Allegis. When she found out that Allegis was sponsoring a golf tournament to raise money for their favorite nonprofit, she and her team sat down to come up with ways to meet the Allegis executives there, going so far as to take over manning a beer cart on the course to speak with the execs on the ninth hole. They were impressed she'd gone to such lengths to have a few minutes with them, so they agreed to a meeting the following week. "--



Saving the World at Work

Saving the World at Work Author Tim Sanders
ISBN-10 9780385528276
Release 2008-09-16
Pages 224
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Even the actions of a single person can help to change the world. How? Through simple acts of leadership and compassion. Open up this book, and discover the true stories of people whose actions have caused a chain reaction at work and in their communities. Among them: A manager who gives an employee some supportive praise, and as a result literally saves his life (page 231). A small group of bank tellers who spearhead a movement to raise millions of dollars for breast cancer, making it the biggest fundraiser in North America, and enhancing their company’s reputation (page 213). A sales manager who gets a copy of a groundbreaking book that leads to a transformation of the company’s operations. As a result, hundreds of millions of pounds of carpet waste avoid the landfill, and the company sparks a revolution in its industry (page 12). A “responsibility revolution” is shaking up corporate America. In this provocative and insightful book, bestselling author Tim Sanders reveals why companies must to go beyond making a profit and start making a difference. Every one of us, regardless of title or position, can inspire our companies to change the way they do business, helping them to become a positive force for enriching people, communities, and the environment. When this happens, not only do we help save the world, we help save our companies from becoming irrelevant. We also become part of what Sanders calls the Responsibility Revolution. Companies that don’t participate in this revolution risk becoming obsolete. Today customers, employees, and investors are demanding that companies focus on their social responsibilities—not just their bottom lines. Sixty-five percent of American consumers say they would change to brands associated with a good cause if price and quality were equal; 66 percent of recent college graduates will not work for companies with poor social values. And more than sixty million people are willing to pay a premium for socially and environmentally responsible products. In SAVING THE WORLD AT WORK, Tim Sanders offers concrete suggestions on how all of us can help our companies join the Responsibility Revolution. Drawing on extensive interviews with hundreds of employees and CEOs, and illuminated by countless stories of people who are making a difference in the workplace and in the world, Sanders offers practical advice every individual and company can use to make the world a better place--now and in the future.



Hustle

Hustle Author Neil Patel
ISBN-10 9781623367169
Release 2016-09-13
Pages 272
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A dynamic, game-changing guide to finding success and fearlessly outsmarting the system Too often we feel like underdogs fighting a system that stacks the odds against us. We work hard, follow the rules, and dream of a better life. But these days, working harder doesn’t always lead to fulfillment. In fact, according to Gallup research, nearly 90 percent of people feel disconnected from their jobs. So how do you break free from the drudgery and achieve more success on your own terms? You hustle. The secret lies in making manageable tweaks and placing small bets on pursuits that propel you from who you are today to the person you’re destined to become. In Hustle, Neil Patel, Patrick Vlaskovits, and Jonas Koffler--three of the nation’s top entrepreneurs and consultants--have teamed up to teach you how to look at work and life through a new lens--one based on discovering projects you enjoy and the people and opportunities that support your talents, growth, income, and happiness. The authors reveal their groundbreaking three-part framework of Heart, Head, and Habits. Along the way, you will learn to redefine hustle as the optimal path to success using powerful, often counterintuitive, advice, including: • Why you must own your dreams, not rent dreams from others • Ways to create your own luck and “POP” • How to betray yourself to stay true to yourself--and develop your potential • The four major career hustles and the path that's best for you More than just an inspirational career guide, Hustle aims to fundamentally transform the way you work and live, and give yourself permission to thrive in today’s uncertain world.



Love Is the Killer App

Love Is the Killer App Author Tim Sanders
ISBN-10 9780676793901
Release 2002-01-08
Pages 224
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Are you wondering what the next killer app will be? Do you want to know how you can maintain and add to your value during these rapidly changing times? Are you wondering how the word love can even be used in the context of business? Instead of wondering, read this book and find out how to become a lovecat—a nice, smart person who succeeds in business and in life. How do you become a lovecat? By sharing your intangibles. By that I mean: Your knowledge: everything that comes from all the books that I’ll encourage you to devour. Your network: the collection of friends and contacts you now have, which I’ll teach you how to grow and nurture. Your compassion: that human warmth you already possess—in these pages I’ll convince you that you can show it freely at the office. What happens when you do all this? * You become a rich source of information to all around you. * You are seen as a person with valuable insight. * You are perceived as generous to a fault, producing surprise and delight. * You double your business intelligence in one year. * You triple your network of personal relationships in two years. * You quadruple the number of colleagues in your life who love you like family. In short, you become one of those amazing, outstanding people to whom everyone turns, who leads rather than follows, who never runs out of ideas, contacts, or friendship. Here’s the real scoop: Nice guys don’t finish last. They rule! From the Hardcover edition.



Tell to Win

Tell to Win Author Peter Guber
ISBN-10 0307587975
Release 2011-03-01
Pages 272
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Today everyone – whether they know it or not – is in the emotional transportation business. More and more, success is won by creating compelling stories that have the power to move partners, shareholders, customers, and employees to action. Simply put, if you can’t tell it, you can’t sell it. And this book tells you how to do both. Historically, stories have always been igniters of action, moving people to do things. But only recently has it become clear that purposeful stories – those created with a specific mission in mind – are absolutely essential in persuading others to support a vision, dream or cause. Peter Guber, whose executive and entrepreneurial accomplishments have made him a success in multiple industries, has long relied on purposeful story telling to motivate, win over, shape, engage and sell. Indeed, what began as knack for telling stories as an entertainment industry executive has, through years of perspiration and inspiration, evolved into a set of principles that anyone can use to achieve their goals. In Tell to Win, Guber shows how to move beyond soulless Power Point slides, facts, and figures to create purposeful stories that can serve as powerful calls to action. Among his techniques: *Capture your audience’s attention first, fast and foremost *Motivate your listeners by demonstrating authenticity *Build your tell around “what’s in it for them” *Change passive listeners into active participants *Use “state-of-the-heart” technology online and offline to make sure audience commitment remains strong To validate the power of telling purposeful stories, Guber includes in this book a remarkably diverse number of “voices” – master tellers with whom he’s shared experiences. They include YouTube founder Chad Hurley, NBA champion Pat Riley, clothing designer Normal Kamali, “Mission to Mars” scientist Gentry Lee, Under Armour CEO Kevin Plank, former South African president Nelson Mandela, magician David Copperfield, film director Steven Spielberg, novelist Nora Roberts, rock legend Gene Simmons, and physician and author Deepak Chopra. After listening to this extraordinary mix of voices, you’ll know how to craft, deliver -- and own – a story that is truly compelling, one capable of turning others into viral advocates for your goal. From the Hardcover edition.



Today We Are Rich

Today We Are Rich Author Tim Sanders
ISBN-10 1414352751
Release 2011-03-29
Pages 304
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Are you just hanging in there? Have life’s curveballs thrown you off balance? Do you feel as if your life is going sideways? Bestselling author, leadership coach, and former Yahoo! executive Tim Sanders knows how you feel. His father’s unexpected death put him in a downward spiral for fifteen years—what he calls his “sideways years.” In 1996, a photo of a dusty water tower in Texas finally got his attention. That’s when he realized he needed to go home to his rock—his grandmother Billye, who had taken him in when he was four and raised him as her own. Rediscovering the lessons she had taught him as a child turned Tim’s life around and, in less than four years, catapulted him to financial security and an officer-level role at an S&P 500 company at the center of the Internet revolution. Today, his promise to himself is “I will never forget those lessons. The price is too high.” Join Tim as he rediscovers the classic principles of confident living that some of the most successful and joyful people you know live by.



Winning with Customers

Winning with Customers Author D. Keith Pigues
ISBN-10 0470768517
Release 2010-08-13
Pages 464
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Do Your Customers Make More Money Doing Business With You? Knowing the answer can help you build measurable and valuable customer relationships, outperform the competition, and unlock profitable growth. Companies are blind to opportunities for profitable customer relationships without a deep understanding of how they create customer value relative to competitors. With a rigorous and measurable understanding of how customers make more money today and in the future with you, combined with supporting plans and tools to align the entire organization for success, a company can win and win big. Winning with Customers offers a step-by-step playbook to help companies develop this capability for themselves, act on it, build a culture around it and sustain it over time. The playbook includes case studies, interviews, and tools from leading B2B companies who have demonstrated success. Written by recognized business thought leaders and practitioners, this book will guide you to profitable growth. The book also serves as a launch point into a community of like-minded executives that includes a companion website which offers exercises, access to thought leaders, and other tools help you win with customers.



The Only Sales Guide You ll Ever Need

The Only Sales Guide You ll Ever Need Author Anthony Iannarino
ISBN-10 9780735211681
Release 2016-10-11
Pages 240
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The USA Today bestseller by the star sales speaker and author of The Sales Blog that reveals how all salespeople can attain huge sales success through strategies backed by extensive research and experience. Anthony Iannarino never set out to become a salesman, let alone a sales manager, speaker, coach, or writer of the most prominent blog about the art and science of great selling. He fell into his profession by accident, as a day job while pursuing rock-and-roll stardom. Once he realized he'd never become the next Mick Jagger, Iannarino turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest get mediocre results at best? The answer is simple: it’s not about the market, the product, or the competition—it’s all about the seller. And consequently, any salesperson can sell more and better, all the time. Over twenty-five years, Iannarino has boiled down everything he's learned and tested into one convenient book that explains what all successful sellers, regardless of industry or organization, share: a mind-set of powerful beliefs and a skill-set of key actions, including... ·Self-discipline: How to keep your commitments to yourself and others. ·Accountability: How to own the outcomes you sell. ·Competitiveness: How to embrace competition rather than let it intimidate you. ·Resourcefulness: How to blend your imagination, experience, and knowledge into unique solutions. ·Storytelling: How to create deeper relationships by presenting a story in which the client is the hero and you're their guide. ·Diagnosing: How to look below the surface to figure out someone else's real challenges and needs. Once you learn Iannarino's core strategies, picking up the specific tactics for your product and customers will be that much easier. Whether you sell to big companies, small companies, or individual consumers, this is the book you'll turn to again and again for proven wisdom, strategies, and tips that really work. From the Hardcover edition.



The Likeability Factor

The Likeability Factor Author Tim Sanders
ISBN-10 9780307237750
Release 2005-04-05
Pages 224
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Are you wondering how you can improve your relationships with your friends and family? Are you curious how to get or keep the job of your dreams? Do you want to become a more popular person? This book will show you how to do all that by raising your likeability factor—or how much other people like you. After all, life is a series of popularity contests. The choices other people make about you determine your health, wealth, and happiness. And decades of research prove that people choose who they like. They vote for them, they buy from them, they marry them, and they spend precious time with them. The good news is that you can arm yourself for the contest and win life’s battles for preference. How? By being likeable. The more you are liked—or the higher your likeability factor—the happier your life will be. This book will show you how to raise that likeability factor by teaching you how to boost four critical elements of your personality: •Friendliness: your ability to communicate liking and openness to others •Relevance: your capacity to connect with others’ interests, wants, and needs •Empathy: your ability to recognize, acknowledge, and experience other people’s feelings •Realness: the integrity that stands behind your likeability and guarantees its authenticity What happens when you improve in these areas and boost your likeability factor? •You bring out the best in others •You survive life’s challenges •You have better health—and even improve others’ health, too •You outperform in your daily roles •You win the popularity contests that define your life Join me for a few hours and I’ll share the results of hundreds of thousands of pages of research, numerous seminars, and hundreds of interviews with people just like you! Together let’s build our likeability factor and improve our lives! Also available as a Random House AudioBook From the Hardcover edition.



The Art of People

The Art of People Author Dave Kerpen
ISBN-10 9780553419412
Release 2016-03-15
Pages 288
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What does it take to win success and influence? Some people think that in today’s hyper-competitive world, it’s the tough, take-no-prisoners type who comes out on top. But in reality, argues New York Times bestselling author Dave Kerpen, it’s actually those with the best people skills who win the day. Those who build the right relationships. Those who truly understand and connect with their colleagues, their customers, their partners. Those who can teach, lead, and inspire. In a world where we are constantly connected, and social media has become the primary way we communicate, the key to getting ahead is being the person others like, respect, and trust. Because no matter who you are or what profession you're in, success is contingent less on what you can do for yourself, but on what other people are willing to do for you. Here, through 53 bite-sized, easy-to-execute, and often counterintuitive tips, you’ll learn to master the 11 People Skills that will get you more of what you want at work, at home, and in life. For example, you’ll learn: · The single most important question you can ever ask to win attention in a meeting · The one simple key to networking that nobody talks about · How to remain top of mind for thousands of people, everyday · Why it usually pays to be the one to give the bad news · How to blow off the right people · And why, when in doubt, buy him a Bonsai A book best described as “How to Win Friends and Influence People for today’s world,” The Art of People shows how to charm and win over anyone to be more successful at work and outside of it.



More Sales Less Time

More Sales  Less Time Author Jill Konrath
ISBN-10 9780698155602
Release 2016-12-06
Pages 256
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"I felt like time was taunting me: 'Behind again? You'll never get it all done.' I worked harder and longer hours, sacrificing my limited personal time to stay ahead of the game. Still, it wasn't sufficient. My work just kept expanding, demanding more of me. I could never seem to call it a day. In my entire career, I'd never faced a sales problem of this magnitude." Sound familiar? If so, you're probably an overwhelmed seller. Your clients expect more, with faster turnarounds. Your quota keeps going up. You need to leverage social media, keep up-to-date on your industry, figure out how to sell new products and services, and learn all the latest technologies. The demands are never-ending. You could work nonstop around the clock and still not get it all done. It's a huge problem faced by experienced sales pros, busy entrepreneurs, and sales rookies. If you don't stay on top of your time, it's tough to make your numbers, let alone blow them away. Konrath, a globally recognized sales consultant and speaker, knew she needed help, but found that advice aimed at typical workers didn't work for her—or for others who needed to sell for a living. Salespeople need their own productivity guidelines adapted to the fast-paced, always-on sales world. So Konrath experimented relentlessly to discover the best time-savers and sales hacks in order to deliver the first productivity guide specifically for sales success. In More Sales, Less Time, Konrath blends cutting-edge behavioral research with her own deep knowledge of sales to teach you how to succeed in this age of distraction. You'll discover how to: • Reclaim a minimum of one hour per day by eliminating major time sucks and changing the way you tackle e-mail and social media. • Free up time to focus on activities that have the highest impact on your sales results, such as preparing, researching, strategizing, and connecting with customers. • Optimize your sales processes to eliminate redundancies and wasted time. • Transform your mind-set to effortlessly incorporate new, more productive habits; leverage your best brainpower; and stay at the top of your sales game. Konrath helps you develop strategies specifically tailored to your life in sales, using your strengths to cut through the feeling of being overwhelmed. All salespeople have the same number of hours in a day; it's up to you to rescue your time to sell smarter. From the Hardcover edition.



The Science of Growth

The Science of Growth Author Sean Ammirati
ISBN-10 9781466885943
Release 2016-04-26
Pages 256
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The lean entrepreneurship movement has captivated Silicon Valley and entrepreneurs across the country. It provided an agile framework to develop the right product solution for a given target market, and is now used by almost every fledgling company to do just that. The next challenge is growth - to achieve the financial returns and, more importantly, the impact they dreamed of when starting off on their adventure. Why do some companies realize the VC's goal of a 10x return on investment, while others flounder? What differentiates the companies that become part of the fabric of our lives and remain responsive, no matter how big they get from those that quickly fade? To find out, Ammirati looks at 20 different companies in pairs, who have achieved product-market fit at about the same point in history with the same general target customer-one of which has gone on to achieve real scale, while the other languished. As his research reveals, just a handful of choices-among them, who to partner with, how to finance growth, and how to use data-make all the difference in the world. With such intriguing examples as LinkedIn vs. Spoke, Facebook vs. Friendster, and McDonald's vs. White Castle, Ammirati shows the secret of "the science of growth" and how to cultivate it in any organization.



EntreLeadership

EntreLeadership Author Dave Ramsey
ISBN-10 9781451646016
Release 2011-09-20
Pages 320
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From New York Times bestselling author and nationally syndicated talk radio host Dave Ramsey comes the secret to how he grew a multimillion dollar company from a card table in his living room. If you’re at all responsible for your company’s success, you can’t just be a hard-charging entrepreneur or a motivating, encouraging leader. You have to be both! Dave Ramsey, America’s trusted voice on money and business, reveals the keys that grew his company from a one-man show to a multimillion-dollar business—with no debt, low turnover, and a company culture that earns it the “Best Place to Work” award year after year. This book presents Dave’s playbook for creating work that matters; building an incredible group of passionate, empowered team members; and winning the race with steady momentum that will roll over any obstacle. Regardless of your business goals, you’ll discover that anyone can lead any venture to unbelievable growth and prosperity through Dave’s common sense, counterculture, EntreLeadership principles!



Stop Acting Like a Seller and Start Thinking Like a Buyer

Stop Acting Like a Seller and Start Thinking Like a Buyer Author Jerry Acuff
ISBN-10 1118044835
Release 2010-12-28
Pages 272
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Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." —Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." —Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling." —Charlene Prounis, Managing Partner, Flashpoint Medica



A World Gone Social

A World Gone Social Author TED COINÉ
ISBN-10 9780814433270
Release 2014-09-17
Pages 256
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The Social Revolution's impact on the business world cannot be over-estimated. Like the meteor that likely precipitated the end of the dinosaurs, Social is the catalyst in an extinction event--and business as we know it has changed forever. A World Gone Social offers an eye-opening look at fundamental and powerful changes the social collaboration era has set in motion: ● Customers now have the power--just watch what happens as more realize it! ● With increased transparency, businesses must be more ethical--no more pretending ● Command-and-control leadership is now so inefficient, it is a liability ● Nimble and small is the new competitive advantage--few corporations are capable of the agility required by evolving marketplaces ● Recruiting is now a two-way proposition, with job seekers able to peer behind the corporate curtain ● Relationship and community-building is how customers and brand ambassadors are won--and retained ● Engagement--with partners, employees, and customers--is not a luxury; it is a requirement. Each chapter provides compelling stories and concrete examples of companies demonstrating enlightened business practices and doing Social right--and some that are not--and the lessons to be learned from their experiences. Finally, readers will discover how to objectively assess the fit ness of their own company's culture and social presence...so they may successfully transition from a 20th- to a 21st-century "social" organization.



Cracking the Sales Management Code The Secrets to Measuring and Managing Sales Performance

Cracking the Sales Management Code  The Secrets to Measuring and Managing Sales Performance Author Jason Jordan
ISBN-10 9780071769617
Release 2011-10-14
Pages 272
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Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.