Keeping the Funnel Full: The Definitive Authority on Solution Selling

The breakthrough process used by more than 500,000 sales professionals worldwide!

The Solution Selling Fieldbook helps you integrate the plan's nuts-and-bolts techniques into your own day-to-day practices, and immediately gain access to key decision makers, diagnose buyers' business issues, and increase top-line sales.

Building on the processes, principles, and management systems outlined in The New Solution Selling, this practitioner's workbook features:

• A complete step-by-step blueprint for sales success

• A trial copy of Solution Selling software

• A valuable Solution Selling CD-ROM that includes tools, templates, and sales letters

Includes Exclusive Solution Selling Software on CD-ROM

• More than 120 work sheets on negotiating, opportunity assessments, implementation plans, and more
• Letters/e-mail templates
• Coaching on Solution Selling techniques
• Import/export capabilities
• Links to more Solution Selling content

Kristen M. Wolfe, MBA

Are you a social wolf or kangaroo? Social Chess takes an in-depth look at group interactions that occur in businesses, families, and friendships, and, using clever animal classifications, helps you discover who you really are by examining how you naturally deal with conflict.

Dr. Christopher Beverly, a social scientist and psychology professor, spent three years reflecting on his life experiences both in group settings and relationships. This autobiographical study reviews:

(1) The fact that relationships are best understood in a group context.

(2) The five pieces on the "group chessboard".

(3) The seven laws of group dynamics.

This revolutionary behavioral guide will enrich your knowledge of social cultures, whether you want to better understand relationships in general or want to adapt more effectively to future social situations.

"Chris Beverly's extraordinary gift for reading people and situations is reflected in this book. He expresses the complex dynamics of relationships and groups in a common sense format".

Dr. Debbie Dodd, Author and Organization Consultant

Power Base Selling, originally published in 1990, left readers with an understanding of and language for gaining political advantage within accounts. Now famous among sellers, the concept of aligning with powerful customer individuals or "Foxes" is taken to a new level. The New Power Base Selling offers an updated and more in-depth edition of the original classic with an empirically based breakthrough to significantly increasing sales performance. It explains how competitive selling is as much a matter of politics, customer value, and strategy as it is a management science.

Based on data from one of the most comprehensive sales surveys in the sales training industry, along with over 50,000 deal reviews, The New Power Base Selling will help salespeople quickly outfox the competition, impress customers with unexpected value, and achieve new levels of professional success.

• Create Demand, as well as competitively Service Demand
• Quickly leverage "Situational Power Bases" to drive up win rates
• Provide customers with value that advances their critical business initiatives
• Effectively use LinkedIn, Facebook, Twitter, and other social tools in a sales campaign
• Increase customer satisfaction and competitive differentiation

•      develop meaningful activities and lessons

•      create and administer online tests and assessments

•      design learning games and simulations, and

•      effectively implement an individualized program

Revised, expanded, and up-to-the-minute—the leading guide to serving the modern organization's onboarding needs

It's a challenge overlooked by many: The need to bring recent hires into the fold, smoothly, effectively, and rapidly. And in this state-of-the-art multi-phased guide to integrating new employees into an organization, Doris Sims, longtime HR and onboarding guru again redefines the expectations of what effective HR training and succession management can do for your business.

Fully updated with new case studies of best practices from successful companies, Creative Onboarding is the edge your business needs. The most complete resource for helping employees do their best work from the minute they first walk in the door, this book delivers an arsenal of high-end strategies and skills, including:

• Activities and checklists to help focus your onboarding efforts
• Advice on designing and implementing programs for employees at any level that mesh with existing organizational cultures
• The latest tools, technologies that create programs with impact
• Ways to measure results-and make positive adjustments on the fly

In today's hyper-competitive business environment, seamless onboarding is an absolute necessity. And Creative Onboarding puts within easy reach the benefits of improved retention and performance, along with drastically reduced HR-related overhead.