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What’s it about?

Inside sales is the currently the fastest growing sales channel due its cost effective nature. An inside sales representative can handle far more contacts on a daily basis than their field sales counterpart. If you are a “C” level executive with responsibility for delivering revenue, you cannot afford to overlook any rules contained in this fast-paced, yet powerful, book.

“42 Rules for Building a High-Velocity Inside Sales Team:  Actionable Guide to Creating Inside Sales Teams that Deliver Quantum Results” will help you and your team understand:

• The key elements required to build a high-velocity inside sales team that will accelerate your revenue.
• The different types of inside sales teams you can leverage, how and where to staff them, and what types of tools are required for them to operate effectively.
• The importance of a common sales language, consistent processes and clearly defined weekly metrics.

With the popularity of inside sales skyrocketing so is the demand for inside sales talent. Lori Harmon and Debbi Funk prepare you with the information you need to make smart choices when building a high-velocity inside sales team which includes recognizing the specialized skills required to manage and lead an inside sales team, understanding the skills required of an ideal inside sales rep, and quantifying the cost of a bad hire.

What They’re Saying

“Lori and Debbi prove that they know how to build a high-velocity inside sales team. They make it clear that building an inside sales team is not a one-size-fits-all process. Although every team has to have some common key elements like tools, systems, and processes, it takes a strategic approach to put it together and build a successful team.”

John Stringer, CEO, Producers Forum, Former CEO, Wyse Technology

“Inside sales is a category that a few years ago did not exist. Now the hiring of inside sales reps versus outside sales is 10:1. In order to build an inside sales team properly, you need to know how. 42 Rules for Building a High-Velocity Inside Sales Team outlines the process that will enable you to create a competitive differentiator that will deliver revenue and value to your company significantly faster than traditional sales models.”

Lars Leckie, Managing Partner, Hummer Winblad

“I have found it extremely important to coach, inspire, and mentor your employees to maximize their individual success and that of the team. In 42 Rules for Building a High-Velocity Inside Sales Team Lori and Debbi do a great job coaching managers through building a high-velocity inside sales team. They point out the importance of taking the time to work with individual reps to help each of them achieve their career goals.”

Robert Fioretti, Business/Success Coach, Co-author, Discover Your Inner Strength, Keynote Speaker and Owner of Infinite Possibilities LLC

“In today’s economy, innovation isn’t just for products; it extends to your distribution model. Inside sales is leading the way in terms of innovation and breaking the traditional sales rules. 42 Rules for Building a High-Velocity Inside Sales Team gives you the knowledge to successfully execute an innovative sales channel strategy.”

Dr. Cheemin Bo-Linn, President, Peritus Partners, Former Vice President, IBM

“Being strategic about how to leverage an inside sales channel has never been so critical. This is a timely book. Lori Harmon and Debbi Funk understand how to effectively build high-velocity inside sales teams.”

Mark McLaughlin, CEO, Palo Alto Networks

“Lori and Debbi have written a comprehensive guide for building a high-velocity inside sales team. Until now, this information has never been consolidated into a single, easy-to-read handbook. In about an hour you can find out the key elements required and steps to take to build an effective, productive, fired-up inside sales team.”

Shelley McNary, Senior Director of Inside Sales, Coveo

“At a time when executives face increased pressure to generate more revenue at a lower cost, Lori Harmon and Debbi Funk show CEOs and sales leaders how to build a cost-effective, highly productive sales model.”

Sally Pera, CEO, Association for Corporate Growth, Silicon Valley Chapter

“Companies that excel at growing recurring revenue significantly outperform their competitors. In fact, over the past year, these companies grew revenues 20 percent faster and enjoyed 25 percent higher profit margins than their Fortune 1000 peers. Inside sales is the perfect channel for managing your recurring revenue stream. 42 Rules for Building a High-Velocity Inside Sales Team is the how-to guide for building high performing in-house teams to deliver these outstanding results.”

Christine Heckart, EVP, Strategy, Marketing, People & Systems, ServiceSource

“Mentoring and coaching by a front-line manager are critical to the success of your inside sales team! Lori and Debbi describe the importance of this process and other key management aspects of leading a high-velocity inside sales team.”

Ingrid B. Steinbergs, Worldwide Vice President, Inside Sales, HPSW, Hewlett-Packard Company

“Inside sales is exploding in growth and the learning curve comes with that. This complex and always changing profession needs direction and that’s why 42 Rules for Building a High-Velocity Inside Sales Team is a perfect guide. Lori Harmon and Debbi Funk bring their 40+ years of combined knowledge of leadership and subject-matter expertise in developing this book. You are in good hands with their recommendations and my first rule is to READ IT!!!”

Josiane Chriqui Feigon, President and CEO, TeleSmart Communications

“Having witnessed Lori and Debbi manage their inside sales teams, it’s fabulous to see that they have encapsulated their own success factors in such a great and easy ‘how-to’ book.”

Ron Sacchi, Business and Organizational Change Consultant

“42 Rules for Building a High-Velocity Inside Sales Team is one of those rare books that give you actionable strategies, steps, and examples that will help define your approach and, ultimately, the value of your inside sales team. This is a must-read!”

Sally Duby, Vice-President of SMB Sales, Microsoft, Former President Phoneworks

“This easy-to-read book nets out the key factors you need to know for setting up, leading, and optimizing a high-performance inside sales team. Read it and prosper.”

Jill Konrath, Author, SNAP Selling, Selling to Big Companies

“42 Rules for Building a High-Velocity Inside Sales Team is a great resource! It’s a truly useful book for executives and sales leaders looking to assemble a high-velocity inside sales team. Inside, you’ll learn from real-world experiences what it takes to create a successful inside sales team.”

Jill Rowley, Social Selling Evangelist, Oracle

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The authors are donating all their royalties to the Khan Academy, an organization committed to providing a free world-class education to anyone anywhere. The publisher, Happy About, is matching their contribution dollar for dollar.

What’s it about?

If you want to remain relevant as a marketing professional and avoid common mistakes, read this book. Social media is changing the way people think about marketing. It’s much more than pushing out the same content through new channels.

1. Start Listening

The biggest shift: marketing communications has become a bi-directional discipline, where you can (and must) listen to your customers rather than just talk to (at) them. But, with so many social media channels and new rules of engagement, even seasoned marketing professionals sometimes get stuck on where to begin.

2. Know the Difference in B2B

This book was created for business-to-business (B2B) marketing professionals who need to move quickly towards a marketing mix that now includes social media. While B2B marketing is still the commonly used term to differentiate it from business-to-consumer (B2C) marketing, social media – and the future of marketing – is about people-to-people (P2P) communications.

3. Learn Practice vs. Theory

Learn from a combined 20 years of hands-on social media experience. The authors provide guidance on how to understand market requirements, engage in conversations with customers, build awareness for solutions, and generate targeted leads. Using a combination of best practices and use cases, it will quickly become clear how to maximize your return on investment with LinkedIn, Twitter, YouTube and other popular online channels.

4. Implement Quickly

The phased approach used in the book will enable you to make steady progress as you move into social media without getting overwhelmed by too many options.  Providing small, well-defined chunks, the book makes it easy to integrate what you learn into your existing marketing strategy and day-to-day execution, step by step, while avoiding classic mistakes like over-committing resources., If you want to remain relevant as a marketing professional and avoid common mistakes, read this book.

What they’re saying

“A must-read for those responsible for digital and social program execution within progressive B2B organizations.”
Maggie Fox, Founder and CEO, Social Media Group

“”42 Rules’ offers valuable, practical guidance for B2B marketers of all levels.”
Mark Yolton, SVP of Digital, Social and Communities, SAP

“Whether you want to build your brand online or turn your organization into a social business, this book is a great resource.”
Dave DeWalt, Former CEO and President, McAfee

What’s in the book?

Michael Procopio consults with Fortune 1000 customers on social media and social intelligence.
LinkedIn: http://LinkedIn.com/in/MichaelProcopio
@MichaelProcopio

Peter Spielvogel uses social media extensively to listen to customer sentiment, build awareness, and generate targeted leads for SAP.
LinkedIn: http://LinkedIn.com/in/PeterSpielvogel
@peterspielvogel

Natascha Thomson is the founder and owner of MarketingXLerator, a B2B Social Media Marketing Consultancy.
LinkedIn: http://www.linkedin.com/in/NataschaThomson
@NaThomson

You can register for a free book excerpt on the right side of the page. Just complete the form and we’ll email it right to you.

Watch The Webcast

Registration with the BrightTALK network is free and gives you access to all 42Rules webcasts plus thousands more across their network.

Don’t miss this extraordinary opportunity to purchase this marketing bundle for a price you won’t see anywhere else!  You can purchase these books either in Paperback version for $44.95 ($14.90 savings) or eBook version for $29.95 ($14.90 savings)!

These books contain practical rules and strategies for an effective social media and online presence, and a compilation of ideas, theories and practical approaches to marketing challenges. This bundle includes “42 Rules of Marketing (2nd Edition)“, “42 Rules for a Web Presence that Wins (2nd Edition)” and “42 Rules of Social Media for Small Business (2nd Edition)“.

Don’t miss this extraordinary opportunity to purchase this sales book bundle for a price you won’t see anywhere else!  You can purchase these books either in Paperback version for $44.95 ($14.90 savings) or eBook version for $29.95 ($14.90 savings)!

These books contain practical rules on how organizations can effectively expand their reach; find the right prospects and increase sales.  This bundle includes “42 Rules to Turn Prospects into Customers (2nd Edition)“, “42 Rules to Increase Sales Effectiveness (2nd Edition)” and “42 Rules for Growing Enterprise Revenue (2nd Edition)“.

What’s it about?

“42 Rules of Product Marketing (2nd Edition)” is a collection of product marketing wisdom and insights from forty-two experts from around the world. This book will expose you to the experience and knowledge of a group of the world’s leading product marketing experts with a range of perspectives in both consumer and business markets.

In this book, you’ll learn ways to:

• Craft the right positioning and messaging for your prospective customers
•  Communicate with your customers in terms that are meaningful to them.
• Use the web and social media to have two-way conversations with your customers
• Use web analytics to understand customer interest
• Work effectively with sales and sales channels to manage leads and drive revenue
• Become recognized in your company or organization
• Discern a prospect’s digital body language from web interactions
• Understand the new rules of public relations

Best of all, it was written with the busy product marketer in mind. Each rule is kept to two pages and designed to stand on its own. The rules can be read in any order. In less than five minutes a day, you can learn from forty two of the best marketing managers in the world. Whether you are a seasoned, experienced product marketing manager or are just starting out, the “42 Rules of Product Marketing (2nd Edition)” will help you to work more effectively and produce greater returns for your company.

What they’re saying

“Regardless of your role, organization or background, you will gain new insights and ideas on how to improve the effectiveness of your product marketing activities.” Ken Horner, Vice President of Business Development, Calgary Scientific Inc.

“42 Rules of Product Marketing is an excellent compilation of easy-to-read marketing tips that cover state of the art marketing practices.” Mike Freier, President, Silicon Valley Product Management Association

“Powerful but concise book that pulls together the insights, experience and wisdom of  over 40 marketing professionals with excellent advice for both consumer and business products.”  Therese Padilla, President, Association of International Product Marketing & Management

What’s in the book.

Here’s a small sample of the actionable content in this book:

Rule #2: THINK BIG!, start small, move fast
Rule #8: Have Courage at Launch
Rule #10: Make Social Media a Listening Platform
Rule #21: Help Your Sales Team Communicate Your Message
Rule #: 34: Speak In The Customer’s Language

What’s it about?

“42 Rules for a Web Presence that Wins (2nd Edition)” (also available in our marketing bundle) was created by author Philippa Gamse for business owners, executives and managers, associations and nonprofit organizations who want to understand what it takes to create and sustain a successful web presence. It’s primarily designed for smaller businesses which are not pure e-commerce companies, and that probably don’t have the resources to deploy major enterprise software solutions and dedicated in-house technical teams.

The book is about business concepts, issues, strategies and tactics for the Web. It is not intended to be an exhaustive list or review of tools, technologies, platforms, current regulations or any of the other constantly shifting parameters of the online world. Rather, it aims to provide a fast, but thought-provoking read that offers a 30,000 ft “hawk-eye” perspective on the many different considerations for an effective website strategy and social media campaign.

What they’re saying.

The rules may be less important than the examples! Some of the anecdotes are counter-intuitive and web ‘ambassadors’ will benefit simply by asking the questions implied by author Gamse’s rules.”  Vint Cerf, Internet Pioneer

“A tactical and practical guide to web activities that will help you avoid the pitfalls and potholes.”  Guy Kawasaki, Author, “Enchantment:  The Art of Changing Hearts, Minds and Actions” and former Chief Evangelist of Apple.

“Philippa has put together dozens of gems to help you get more from your web presence and think more deeply about your business, your customers, and how to approach them. A must-read . . .”  Dr. Mark S. Albion, Co-Founder, More Than Money Careers LLC, and former professor, Harvard Business School

“Philippa is . . . laser-focused on what works, what’s tried and true, and what simply makes sense. Just having this book on your desk will make you a better online marketer.”  Jim Sterne, Founder, eMetrics Marketing Optimization Summit, and Author, Social Media Metrics

“Philippa provides an excellent list of ‘checks and balances’ for those who might be too close to their own material, or too used to seeing things from only one perspective.”  Darrin Johnston, Senior Vice President, Sales, Meyer Corporation[/expand]

What’s In The Book

The book is divided into four main sections:

– Management-level Issues
– Setting Strategy and Tactics
– Creating Content That Makes Connections
– Measuring Results

These 42 Rules are based on 15-plus years of consulting experience and research by author Philippa Gamse into what works at a practical level, and are illustrated with real-life examples from her clients, audiences and colleagues. Each rule also includes a set of strategic questions to help you understand how to think through the key issues, how to make your own decisions in each case, and how to assign your own priorities.[/expand]

Hear from Philippa

Listen to author Philippa Gamse discuss ‘Website Strategies that Win’ on BizBuzz, BlogTalkRadio in conversation with host Becky Cortino.

Watch The Webcast

Creating Digital Connections – With Feeling (Philippa Gamse) from Laura on Vimeo.

You can register for a free book excerpt on the right side of the page. Just complete the form and we’ll email it right to you.

What’s it about?

42 Rules for Applying Google Analytics is about understanding a visitor’s journey through your website then applying that measurement, collection and analysis of data for the main purpose of adequately optimizing and improving website performance. This includes learning where your visitors come from and how they interact with your site or measuring key drivers and conversions such as which web pages encourage people to react by calling, emailing or purchasing a product.

The benefit of applying this free knowledge, whether you are an advertiser, publisher, or site owner, will help you write better ads, strengthen your marketing initiatives and create higher-converting web pages.

It is even more imperative to apply analytics now that online advertising channels have evolved from traditional display and text to mobile, video and social networking. If you are to succeed, it is a must and not an option to align metrics with business goals, draw actionable conclusions and articulate metrics and goals to stakeholders.

Author Rob Sanders is a Google Analytics expert and consultant with a diverse group of companies providing creative and technical solutions for online growth including overseeing their search engine marketing, social networking, blogs & video.

What they’re saving.

“Rob Sanders has helped me to analyze and manage successful campaigns for clients from Fortune 500 companies to non-profits. In this book, he gives step by step, no-nonsense advice so you can do the same for your business, using Google Analytics. Read it and learn!” Cathy Clifton, Brix Direct, E-Commerce Consulting

“Rob does an outstanding job of outlining the rules and methodology used by Google Analytics and presents a plausible plan for maximizing the marketing potential of this important tool.” Robert Wucher, Principle, Wucher & Associates

“42 Rules for Applying Google Analytics is a great resource for anyone interested in learning how to use, or make better use of, Google Analytics.” Seth Rosenberg, Senior Vice President, Sales & Marketing, Equity LifeStyle Properties

What’s In The Book

Here’s a small sample of the actionable content in this book:

• Understand what analytics means and how it applies to ‘your’ website.
• Don’t suffer from information overload – utilize the “dashboard”.
• Know your visitor behavior.
• Integrate Google AdWords & other CPC campaign data.
• Set goals (for conversions, conversion rates, cost per acquisition, …).

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What’s it about?

The economy is changing. Trust and value have become the new Return on Investment (ROI). Consumers are the new drivers of the market; they are in control of where, when, how and from whom they buy. To succeed in this economy you need to do it all – build relationships, establish trust and value, maximize efficiency and generate bottom line results.

In her new management book, “42 Rules To Turn your Prospects into Customers (2nd Edition)” (also available in our sales bundle), Meridith Elliott Powell draws on her 20-plus years in sales to give you a practical step-by-step guide on how to find the right prospects, build profitable relationships, close more sales and turn your customers into champions for your business. Through her experience, research and interviews with sales professionals, clients and executives, Powell has gathered valuable information that will help you navigate this change, get ahead of the curve, and succeed.

For sales people, business owners, and executives who need to know how to identify the right prospects; build quality relationships, and maximize their sales efforts, this book provides solid, actionable answers. The rules can be learned quickly and implemented immediately so you and your teams can develop your most critical skill – striking the balance between relationships and results.

Powell answers these questions and more:

• How can I make sure my networking efforts are setting me up for sales success?
• How do I maximize my time and minimize my expenses?
• How do I handle the stress of producing and meeting sales goals?
• How do I get my customers to buy my best and most valuable products or services?
• How do I standout from the competition?

Author Meredith Elliott Powell, a life-long student of sales and the sales process, is passionate about helping her clients succeed. Her experience, dedication to research and her desire to listen and learn from the ultimate teacher – our customers – ensure readers gain first hand knowledge of how to Turn Prospects into Customers.

What they’re saying.

“Between the specific action steps and the simplicity of Meridith’s ideas, I found myself eager to try what I learned in this benefit-rich book. I gained ideas for my business in almost every chapter and have been effortlessly taking new steps forward with my sales process. Meridith just makes the sales process so easy!” Misti Burmeister, CEO Inspirion, Inc., New York Times Best-Selling Author, Boomers to Bloggers: Success Strategies across Generations

“Sales can seem overwhelming and scary to so many, but thank goodness for Meridith. She approaches the topic of sales in a unique way in her new book by laying out easy steps that lead to great relationships that close that deal. This book is ideal for everyone from the sales professional to the professional who never thought they would have to sell. By the time you finish Meridith’s book, you will be a salesperson with a smile.” Marquesa Pettway, DTM, Reinvention Expert, Speaker, Author, Coach

What’s in the book.

Here’s a small sample of the actionable content in this book:

Rule 2 Confidence Is Key To Sales
Rule 20 Master the Art of Listening
Rule 39 Invest in Yourself

You can register for a free book excerpt on the right side of the page. Just complete the form and we’ll email it right to you.

Watch the webcast

Registration with the BrightTALK network is free and gives you access to all 42Rules webcasts plus thousands more across their network.

What’s it about?

“42 Rules of Social Media for Small Business (2nd Edition)” (also available in our marketing bundle) is the modern survival guide to effective social media communications and the answer to the question, “What do I do with social media?” Written by communications professional Jennifer L. Jacobson, this book is designed to help entrepreneuring professionals use social media to propel their business and get the most out of their social presence. From networking communication to social branding, “42 Rules of Social Media for Small Business (2nd Edition)” addresses specific rules of engagement, as well as the fundamental approach to online, as opposed to traditional, media.

As part of the 42 Rules series, this social media book is designed to quickly and effectively equip business professionals with the tools they need to grow an effective customer community through social media, that translates into customer loyalty, excitement for the brand, and return business that eventually generates a dedicated customer base and increased revenue. “42 Rules of Social Media for Small Business (2nd Edition)” demystifies social media and teaches readers why social media is important to their business and how they can maximize their social media effectiveness.

Jennifer L. Jacobson is a communications professional who drives public relations and social media for Retrevo.com, one of the largest consumer electronics shopping and review sites in the world.

What they’re saying.

• CNBC: 5 Tips To Engage Your Core Facebook Fans
• Reuters: Be Careful What You Tweet
• CMO.com: 5 Ways To Tame Your Twitter Experience
• The Bad Pitch Blog: Retrevo’s Good ‘n Plenty Pitch

What’s in the book?

Here’s a small sample of the actionable content in this book:

Rule 4 Thoughtful Social Media Generates Thoughtful People
Rule 14 Meet With Customers Virtually
Rule 26 Have Enough Lifeboats To Save Your Blog

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Registration with the BrightTALK network is free and gives you access to all 42Rules webcasts plus thousands more across their network.

What’s it about?

“42 Rules of Cold Calling Executives (2nd Edition)” is an easy-to-read sales book that gives concise, easy to implement methods to get results with cold calls. Many sales professionals find that part of their job difficult and unpleasant, yet the 42 Rules give them ways to redesign their thinking, approach, practices, and tools to get the best possible results.

If you are part of sales management looking to give your team something to help them with cold calling challenges or are an account rep wanting better results, this book is for you. In it, you will learn and explore:

• Easy to implement methods to improve performance
• Real life examples of what works
• Techniques for immediately making cold calling easier
• Ways to deliver consistent results
• How to get out of a production slump

This book contains some of the fundamental principles author Mari Anne Vanella has developed over the course of her career. Her clients and her own company use this approach to execute the top performing programs in the industry for the past seven years.

What they’re saying.

“Mari Anne’s book serves as a useful and clearly written guide for both sales teams and management. The process of calling executives, understanding their pain points, what their needs are, and capturing their attention to share your services and stories is a delicate one. Mari Anne shares insight and guidelines that only an experienced and confident professional can do well. What are IT executives concerned with everyday? What are the needs of enterprise technology companies? As a sales professional, how do you build your pipeline with new opportunities? Understanding these questions, the full buy cycle process, and most importantly – how human psychology plays a role in business and sales is vital. “42 Rules of Cold Calling Executives” should be a reference book on every sales/lead gen. professional’s desk.” Maria Ross, Founder Red Radish Marketing

“Mari Anne’s Rules are practical, well thought out and show her obvious breadth of experience. She is very good at pointing out how a salesperson with any level of telephone experience can apply strengths that they might have in everyday interactions to becoming a more effective cold caller.” Garth Moulton Co-Founder, VP of Community Jigsaw

“Our research shows that lead generation and early identification of buying cycles are top challenges for companies today. The Vanella Group has been successfully meeting these challenges for its high-tech clients for the past 7 years. Mari Anne Vanella now shares the rules she’s developed and her company follows to ensure success in this critical area of sales.” Barry Trailer Managing Partner CSO Insights

What’s in the book.

Here’s a small sample of the actionable content in this book:

Rule 6 Gather Prospects from Prospects
Rule 16 See Every Project from The Prospect’s Perspective
Rule 30 How to Troubleshoot Your Calling?

Watch the webcast

Registration with the BrightTALK network is free and gives you access to all 42Rules webcasts plus thousands more across their network.