Stories That Stick provides a clear framework of ideals and a concise set of actions for you to take complete control of your own story, utilizing the principles behind the world’s most effective business storytelling strategies. Telling these stories well is a simple, accessible skill anyone can develop. With case studies, company profiles, and anecdotes backed with original research, Hall presents storytelling as the underutilized talent that separates the good from the best in business.

People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.

The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.

How to Persuade and Get Paid is a sales training program that combines information and entertainment to teach you exactly what it takes to create success in today’s challenging marketplace.

How do the best salespeople become trusted advisors to top executives? How do they prepare the right message and get in front of the right influencers and decision-makers? How do they close major sales and establish loyalty for the long-term? The authors of this groundbreaking book took a novel approach to answer these questions by asking more than 500 senior decision-makers what they look for when salespeople call. What these top executives reveal will change the way you sell.

Dr. Nate Zinsser has spent his career training the minds of the U.S. Military Academy’s cadets as they prepare to lead and perform when the stakes are the very highest—on the battlefield. Alongside this work, he has coached world-class athletes including a Super Bowl MVP, numerous Olympic medalists, professional ballerinas, NHL All-Stars, and college All-Americans, teaching them to overcome pressure and succeed on the biggest stages.

The authors unveil research that identifies Mobilizers and provide a roadmap for how sales and marketing teams can find them, engage them with disruptive insight, and leverage them to drive consensus across the customer organization. Once you have identified the Mobilizers among your customers, almost any rep, with the right coaching, tools, and marketing support can start a chain reaction that leads to a whole organization getting on board with even the most provocative ideas.

Sharing strategies and answers from a lifetime of selling, Jeffrey has packed The Little Red Book of Selling with the information you've been searching for. You'll learn a philosophy of success - long term, relationship-driven, and referral-oriented - that has nothing to do with manipulation or other old-world sales tactics, and has everything to do with understanding buying motives and taking ethical, relationship-building actions.

Completely rewritten for today's business world, What the CEO Wants You to Know, expanded and updated, written by best-selling author Ram Charan, describes the fundamentals behind every business, from street vendors in Mumbai to Fortune 500 companies. Drawing on stories from Uber, Amazon, Apple, Toyota, Netflix, Lyft, The Limited, Walmart, GE, and Starbucks, Charan, in the most accessible language imaginable, explains the ins and outs of how companies work.

In Impact Players, New York Times best-selling author and researcher Liz Wiseman reveals the secrets of these stellar professionals who play the game at a higher level. Drawing on insights from leaders at top companies, Wiseman explains what the most influential players are doing differently, how small and seemingly insignificant differences in how we think and act can make an enormous impact, and why - with a little coaching - this mindset is available to everyone who wants to contribute at their highest level.

In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing.

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.

Brevity is confidence. Length is fear. This is the guiding principle of Smart Brevity, a communication formula built by Axios journalists to prioritize essential news and information, explain its impact and deliver it in a concise and visual format. Now, the co-founders of Axios have created an essential guide for communicating effectively and efficiently using Smart Brevity—think Strunk and White’s Elements of Style for the digital age.

Snowflake CEO Frank Slootman is one of the tech world's most accomplished executives in enterprise growth, having led Snowflake to the largest software IPO ever after leading Data Domain and ServiceNow to exponential growth and the public market before that. In Amp It Up, he shares his leadership approach for the first time.

How do the really exceptional CEOs get more done in less time than everyone else? What is their technique for getting their work done, while still having the time to spend pursuing hobbies and spending quality time with their friends and family? The truth is that great and lazy CEOs know a secret when it comes to time management. Rather than spending a little time on a lot of things, the best CEOs spend most of their time eliminating the single biggest constraint to the growth of their business.