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"GO BIG...or Stay Home!" wins
2005 EVVY from CIPA
(Click Here to go to the Press Release)
![[New!]](images/smallnew.gif) Announcing
an Executive Briefing:
"Developing
a Strategic Plan for
Selling to Corporate Clients!"
Friday, November 17,2006
8:30am-10:00am
Signup Early! Seating is Limited.
To Attend, contact Donna directly at her E-Mail:
donnac@performanceinsightsllc.com
-
Donna Cohen to speak at CSIA
- See the press release for more
details.
- New Book on RELATE Selling™
- See the product data sheet for
more details.
Press Releases
These are the press releases we've issued
over the last year.
You may want to search for
topics by keyword.
Sales Sales Training Selling Book Reviews
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 Donna
L. Cohen GO BIG or Stay Home! Buy at
www.relateselling.com
,
Donna Cohen has made all the mistakes in sales so that you don't
have to...This is the Ultimate HOW TO book highly recommended
for B2B (Business to Business) sales...Donna discusses the ways
to use your high tech tools to learn about your prospects and
their business so that you can develop an approach and a
questioning process that instantly connects you with them
(Chapter Six - "It's About THEM, not us!).
Donna will hold the mirror for you while you take a look at your
attitude about your prospects, the sales profession and
yourself!
Buy this book if you want the real questions to ask in real
world selling situations...You follow the selling system
presented step by step in this book and you will make more
sales. Period.
Buy this book at
www.relateselling.com
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Selling
Machine reinforces modern selling methods!
The message to be made to companies...to survive in
today's highly competitive marketplace, everyone, not
just the sales department,from top to bottom, must be
selling to help the salesforce do its job.
Selling Machine proposes that the whole company focus on
the customer. The book wraps up with emphasis on the
value of teamwork and how teams can enhance customer
focus.
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How
do you teach "Chutzpah" to someone? Give them "The Sales
Bible"!!!
This is a great resource to remind seasoned salespeople
what they may have forgotten. It is also a great
resource for the new salesperson. Not only is it full of
selling tips on How to Sell, it is a great reminder that
sales success begins with attitude. Taking risks is
knowing that you cannot lose a sale if you ask yourself,
"When did I have it?" Selling is about the customer,
customer, customer!
Like the value-add of the flash cards on a computer
disk. He practices what he preaches!!! Amen to the Sales
Bible!
Great job, Jeffrey.
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Great
Point of View regarding Selling
Michael Bosworth is helpful in being able to shift a new
salesperson's mentality from looking at sales from a
buyer's mentality. Solution Selling gives a new
salesperson a salesperson's perspective, and not a
buyer's perspective, when it comes to walking a
prospective buyer through the sales process. This mental
shift from buyer to salesperson is absolutely mandatory
in order to own the selling process that Bosworth
outlines.As a result, Solution Selling helps salespeople
to develop a "smart" questioning process which the
prospect willingly follows, as they believe they are in
charge of the sales process. Masterful!
Highly recommend for B2B sales and high ticket services
sales.
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Explaining
Workforce Alignment is no small challenge and Jon
Katzenbach does a fine job meeting it!
Katzenbach defines the value of having
higher-performing, energized workforces aligned with
company goals. His real world success stories reinforce
the elements of success and profitability and the power
of buy-in from the employees. Inspiring for those
executives who wish to take their businesses to the next
level of superior performance.
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Selling
starts with Attitude!
Larry Wilson, a sales superstar in the Life Insurance
business, was a champion of looking at your own
attitudes about selling, your company, your products,
your marketplace, your competition,your prospects, and
your customers. You might think this may be nothing new,
but at the time it was not the prevailing thought about
selling and "salesmanship".
A good book to see the evolution of selling. Helps to
empower salespeople to be more in control of their own
selling success!
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Asking
the Right Questions and Listening!!!
As a sales trainer for Performance Insights, LLC, I
have read many books on Sales Training, have seen many
Sales Seminars, and listened to many Sales Audio CD and
Tape Programs. This is absolutely one of the best!
"High Efficiency Selling is essentially cooperative
asking-oriented selling that benefits the salesperson
and customers he or she meets". This questioning process
of General, to Specific to Framed Queries results in
"customized glove-fitting formal proposals that have a
high likelihood of turning into sales".
Follow Stephan Schiffman's directions, do the work, and
you will get paid!
Buy this book!
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Donna
L. Cohen Author of "GO BIG or Stay Home!" agrees that
Selling To The Top is "the resource" for Professional
Salespeople
If your product or service includes big money,
multiple decision makers, a long sales cycle, top
management approval, and an ongoing relationship, then
this book is for you!
Buy it! |
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Finding
the Right Customers who will BUY!!!
No B.S. Sales Success is the go to book to get the
inspiration and motivation to make things happen. Dan
Kennedy will change your point of view.
My Sales Training company shares in the same point of
view as Dan Kennedy - "Not everyone qualifies to be your
next client!" Stop begging for business, and start
playing "hard to get". Especially for the sake of the
prospects that really need your solution. It helps them
to discover what you have is what they truly need. Read
this book and you will stop convincing and thinking that
everyone is your next customer. Dan Kennedy shows you
how!
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The
360 Degree Measurement will change your point of view
and you will increase your sales!
It's about them, not us.
ROI Selling uses the"360 Degree Measurement" technique
for a very effective approach for turning valuable
customer feedback into a compelling case for their
products and services.
ROI Selling helps sales companies shift the focus from
their products to what their Customers see as the bigger
outcome from implementing solutions that include your
product. Salespeople can learn to sell in ways that help
their customers value them as trusted advisors. Sales
Training programs and Sales Seminars like Performance
Insights, LLC have the same philosophy of focusing on
what the customer values as ROI Selling has. RELATE
Selling has taken the ROI Selling concepts from the book
and has applied them in a sales call. ROI Selling works!
ROI Selling provides stories, success criteria, and
actual statistics on value estimation to aid readers in
building compelling ROI models for their own products
and services.
It is not a total resource for training those new to
sales, though there are some decent conceptual selling
tips.
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The
B2B Business Sales Stories are worth the price alone!
This book leaves the Sales Training and Selling Tips to
sales training companies like Performance Insights, LLC.
It is a book about the Complex Sale. This is about
strategy and not how to to break the ice when cold
calling.
Not for those new to sales looking for the how to book.
The use of large companies selling in the B2B world was
of particular interest.
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