This week, the team at Wiley shared with MMW a host of new titles for Summer/Fall 2016 in the sales and marketing category.
For MMW’s convenience, they highlighted a few of the books for us to share below.
So if you’re looking for a few good reads to sharpen your sales and marketing skills, check out the latest offerings from Wiley.
Hacking Sales: The Playbook for Building a High-Velocity Sales Machine
By Max Altschuler
ISBN: 978-1-119-28164-1 / 160 pages
Available Now
Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You’ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job—this book is your roadmap to fast and efficient revenue growth. Click here for additional information.
The New Rules of Sales and Service: How to Use Agile Selling, Real-Time Customer Engagement, Big Data, Content, and Storytelling to Grow Your Business
By David Meerman Scott
ISBN: 978-1-119-27242-7 / 304 pages
Publication Date: July 2016
The New Rules of Sales and Service demystifies the new digital commercial landscape and shows you how to stay ahead of the pack. Companies large and small are revolutionizing the way business gets done, and this book takes you inside the new methods and strategies that are critical to success in the modern market. Real-world examples illustrate the new marketplace in action, and demonstrate the brilliant utility of taking a new look at your customer and your business. This new edition has been updated to reflect the current reality of this rapidly-evolving sphere, with fresh strategies, new tools, and new stories. Whether you’re an independent contractor, a multi-national corporation, a start-up, or a nonprofit, this book is your essential guide to navigating the new digital marketplace. Click here for additional information.
The Sales Boss: The Real Secret to Hiring, Training and Managing a Sales Team
By Jonathan Whistman
ISBN: 978-1-119-28664-6 / 256 pages
Publication Date: July 2016
The Sales Boss reveals the secrets to great sales management, and provides direct examples of how you can start being that manager today. The not-so-secret “secret” is that a winning sales team is made up of high performers—but many fail to realize that high performance must be collective. A single star cannot carry the entire team, and it’s the sales manager’s responsibility to build a team with the right balance of skills, strengths, and weaknesses. This book shows you how to find the exact people you need, bring them together, and empower them to achieve more than they ever thought possible. You’ll learn what drives high performance, and how to avoid the things that disrupt it. You’ll discover the missing pieces in your existing training, and learn how to invest in your team to win. You’ll come away with more than a better understanding of great sales management—you’ll have a concrete plan and an actionable list of steps to take starting right now. Click here for additional information.
Social Selling Mastery
By Jamie Shanks
ISBN: 978-1-119-28073-6 / 224 pages
Publication Date: September 2016
Social Selling Mastery provides a key resource for sales and marketing professionals seeking a better way to connect with today’s customer. Author Jamie Shanks has personally built Social Selling solutions in nearly every industry, and in this book, he shows you how to capture the mindshare of business leadership and turn relationships into sales. The key is to reach the buyer where they’re conducting due diligence—online. The challenge is then to strike the right balance, and be seen as a helpful resource that can guide the buyer toward their ideal solution. This book presents a concrete Social Selling curriculum that teaches you everything you need to know in order to leverage the new business environment into top sales figures. Beginning with the big picture and gradually honing the focus, you’ll learn the techniques that will change your entire approach to the buyer. Click here for additional information.
Aligned to Achieve: How to Unite Your Sales and Marketing Teams into a Single Force for Growth
By Tracy Eiler, Andrea Austin
ISBN: 978-1-119-29175-6 / 224 pages
Publication Date: September 2016
Aligned to Achieve puts sales and marketing on the same page, creating revenue ‘dream team’ that will drive your organization to new heights. Smart, practical explanations, case studies, and tips guide you toward action over theory, and dozens of examples illustrate the tangible effects of these changes in action at business-to-business companies. Written by sales and marketing executives who have made alignment work, this book is directed toward practitioners and leaders seeking to crack the code of sales and marketing alignment. Contributions by industry thought leaders and B2B executives provide fresh perspective and nuanced direction, while thoughtful, strategic, and well-supported guidance throughout helps you remove the obstacles standing in the way of your organization’s financial and strategic goals. Click here for additional information.
