Sales Essentials: The Tools You Need at Every Stage to Close More Deals and Crush Your Quota - Softcover

Salman

Softcover

ISBN 10: 1265224447 ISBN 13: 9781265224448

Publisher: McGraw Hill, 2023

Synopsis

Must-know concepts and smart strategies for every step of a sale―from the new Business Essentials Series for busy professionals

The focus of sales always seems to be on the ultimate goal of closing deals, which makes it easy to overlook the crucial steps that come before, during, and after the sale. But, the reality is, knowing the right things to do in all steps of the process is what sets us up for success. Whether you're just starting out or are looking to improve your sales skills, this book from industry expert Rana Salman is a start-to-finish guide that will quickly lead you toward quota-crushing performance. Everything you need to know is here, in three easy-to-digest parts:

PART I: THE ESSENTIALS explores the foundation for the sales experience, provides insights into common challenges sellers encounter, describes the characteristics needed to excel in sales, and more.

PART II: THE ESSENTIALS APPLIED gives you targeted tools designed to help you close deals and expand accounts, including tips on prospecting, preparing and conducting discovery meetings, getting the most out of follow-up meetings, effectively onboarding new clients, and more.

PART III: BEYOND THE ESSENTIALS offers even more hands-on advice about the human side of sales―from dealing with rejection and self-doubt to learning about specific tactics to help protect your mental health, and more.

Packed with practical advice, useful tools, assessments, and a toolkit, Sales Essentials is the comprehensive resource you need to immediately boost your skills and increase your confidence on the way to career-changing sales success.

About this title

About the Author

Rana Salman, MBA, PhD, collaborates with sales, marketing, and enablement leaders to improve sales effectiveness and overall customer experience. She is the founder of Salman Consulting, LLC, and co-founder of the sales networking group WiSE (Women in Sales Enablement). She has been named one of the year's "Women Making an Impact in Sales Enablement" (2022) by Sales Enablement Pro and one of the "Top Female Sales Practitioners for Your Next Panel, Presentation, or Podcast" (2021) by Sales Hacker.

From the Back Cover

"Rana Salman's Sales Essentials is not your typical sales book. Rana integrates her experience and passion for selling with science, real-life stories, research, and data. The book cuts through the fluff and provides practical applications and actionable insights on how to sell. It’s not a sales book you read once and put away. It’s a guide that reps can regularly use throughout the sales process."
—Ben Brewer, chief sales officer, Cornerstone OnDemand

"I’ve been building and leading sales teams for two-thirds of my existence, and I have a passion for learning. Rana Salman’s Sales Essentials is a must-read for lifelong learners and those who genuinely want to invest in successful sales behaviors and techniques, and truly understand the sales process fundamentals. This book delivers the what, why, and how and is written to be shared. It is a foundational teaching platform for individual sellers and leaders to take a step-by-step journey with Rana, who shapes the narrative around the criticality of the “human connection,” which is truly the basis for success!"
—Brenda Hudson, senior vice president of commercial sales, Sales Enablement, Learning, and Development, Insight

"As a product marketing executive, I’ve worked with salespeople in medium and large IT organizations, as well as startups. Rana’s Sales Essentials takes you into sellers’ minds and provides insights into what effective selling looks like. It’s divided into three consumable and
easy-to-follow sections, with straightforward advice from a real expert. I recommend this book to sellers, product marketers, and those who work with sales teams."
—Arun Lal, vice president of product marketing, Productiv; former product marketing manager, VMware and Microsoft; and former founder and CMO, Contiq

"Sales Essentials is incredibly relatable and current. It gives real-world examples and good reminders you can take into your daily practice. Rana Salman does a fantastic job giving you a sales blueprint with actionable information you can apply. An excellent read whether you are new to sales or have 20 or more years of experience."
—Joey Mendoza, national sales director, HashiCorp; former sales director, VMware; and former senior regional sales manager, Dell

"Rana Salman’s Sales Essentials is a comprehensive guide on how to sell and build profitable
relationships. She doesn’t hold back, sharing her experiences (the highs and the lows) and providing a succinct approach to selling in today’s environment. The book includes tools, exercises, templates, and examples that any seller, no matter their tenure or background, can benefit from. I highly recommend this book!"
—Rashim Mogha, SVP and general manager of Leadership and Business Portfolio, Skillsoft, and member, Forbes Business Council 

"Rana’s book brings all the selling components to life with her straight-from-the-trenches guidance and real-world examples. Her innovative way of explaining what, why, and how to sell makes this book a masterpiece and an essential asset for every seller who is looking to take their performance to the next level."
—Joanne Moretti, chief revenue officer, Fictiv

"As a sales professor and former sales executive with more than 30 years of experience, I recommend Sales Essentials for anyone in the industry—whether you’ve been selling for years or are just getting started. I will add it as a must-read for my graduate and undergraduate students. It’s an end-to-end guide that provides you with everything you need to be successful throughout the sales process, written by someone who not only teaches salespeople how to sell but is also a seller herself. This book is a must-have."
—Nicolo Alaimo, professor, Florida International University

Edition details

• Publisher: McGraw Hill
• Publication date: 2023
• Language: English
• ISBN 10: 1265224447
• ISBN 13: 9781265224448
• Binding: Paperback
• Edition number: 1
• Number of pages: 336