Tag Archives: selling

42 Rules to Increase Sales Effectiveness (2nd Edition)

What’s it about?

If you are a professional salesperson, sales manager or director, VP of sales, CEO, any role in marketing, or anyone supporting selling efforts, “42 Rules to Increase Sales Effectiveness (2nd Edition)” (also available in our sales bundle) is for you. It will teach you updated tools, language and tactics of selling in today’s market. Michael Griego, a professional sales consultant and trainer to Fortune 500 firms and leading Silicon Valley technology firms, has reduced the keys to sales effectiveness to 42 rules. These rules have been road tested over 28 years of personal sales and management experience and close observation of many salespeople and sales organizations. These rules apply to all selling efforts, from high-tech enterprise sales to non-technology sales.

Sales isn’t rocket science, but it’s not ABC simple either. While selling is often either over-engineered or over-simplified, today even the professionals are caught off-guard in a changing world and marketplace. “Old school” is out; new school is in, but with a twist. There are key sales fundamentals that never go out of style but still need a refresh. This book upgrades and adjusts foundational rules for today’s business environment to increase the overall sales effectiveness of individuals or teams.

In “42 Rules to Increase Sales Effectiveness (2nd Edition)”, you will learn:

  • The Effective Sales Perspective
  • The Effective Sales Process
  • The Effective Salesperson
  • Effective Territory Management
  • Effective Sales Communication
  • The Effective Sales Meeting
  • Effective Sales Closing

This book by author Michael Griego will challenge standard conventions while reinforcing best practices that have gotten lost in the recent advancement of new technologies and modern tools. It’s a great read for any professional to confirm that their own “salesmanship” is still on target and appropriately current. Use this as your own handbook to reset on key best-practices for the new day or teach a new generation 42 nuggets and practical applications of this fascinating activity called Sales.

What they’re saying.

“I’ve been around sales and selling for 30 years, attended every program and read nearly every book on the art and science of selling. In a highly readable format, Mike’s book reconfirms and realigns modern sales and sales management best practices. It’s a worthy tool for today’s sales reps, sales managers and executives.” Dr. Jeffrey Magee, best-selling author, publisher of PERFORMANCE Magazine

“Mike Griego is the best-in-class sales thought leader.” David Frigstad, Chairman, Frost & Sullivan

“I highly recommend this book to anyone who needs to sell.” Michael Yang, Founder/CEO, MySimon, Become.com

What’s in the book.

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

Rule 2 It’s Not About You
Rule 7 Know How Your Customer Buys
Rule 22 Upgrade Your Account Management

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.

Continue Reading Comments Off on 42 Rules to Increase Sales Effectiveness (2nd Edition)

42 Rules of Marketing (2nd Edition)

What’s it about?

“42 Rules of Marketing (2nd Edition)” (also available in our marketing bundle) by author Laura Lowell is a compilation of ideas, theories, and practical approaches to marketing challenges the author has been collecting throughout her career. The idea was to create a series of helpful reminders; things that marketers know we should do, but don’t always have the time or patience to do.

The author, Laura Lowell, says “As you read through the rules, I only ask one thing. Don’t take them literally. They are composed of interesting stories, anecdotes and observations. Keep the book on your desk as it is intended as an “entertaining antidote” to long, boring conference calls. I suggest you don’t read them in order, but flip through them until something strikes you. If it sparks an idea, or reminds you to do something, then I’ve done what I set out to do.”

Feel free to pass the rules from this marketing book along to anyone you think might benefit from a friendly little reminder. Use them to start a discussion about what other people think the rules should be. I invite you to share your “rules” and be part of an ongoing discussion. After all, these are my rules. What are yours?”

What they’re saying.

“These 42 Rules are gems of advice and gentle reminders that every marketer needs to hear from time to time, packaged in concise, fun-to-read nuggets. If ‘marketing’ is in your title, you need to have this book in your library.” Chris Shipley, Co-Founder, Guidewire Group Inc., and Executive Producer of the DEMO Conference

“It’s an actionable guide for anyone looking to improve the quality of their marketing. Laura’s rules have sparked ideas with me and my team and have helped us make a lot of progress. Keep it on your desk, refer to it often and tell a friend.” Melissa Johnson, Director, Annual Fund, Walter A. Haas School of Business, UC Berkeley

“It’s a funny, honest look at how marketing really works. Laura has written a book that captures the basics we know about but don’t always do.” Kathy Johnson, Co-Founder, Consort Partners

What’s in the book.

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

Rule 4 Know What You’re Aiming At
Rule 17 Do It Their Way
Rule 31 Don’t Get Caught in the Hype

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.

Continue Reading Comments Off on 42 Rules of Marketing (2nd Edition)