"Price increases play an integral role in the profitability of businesses. They protect the enterprise during inflationary periods, produce capital for investment in growth, protect jobs, help improve quality and service delivery, and boost stock prices. Price increases are the fastest and most...

"A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they...

"In today's society, buyers have more power--more information, more at stake, and more control over the sales process--than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo....

The mysterious brown bag -- A perfect sales storm -- The irrational buyer -- Pattern painting, cognitive biases, and heuristics -- The four levels of sales intelligence -- Shaping win probability -- Dual process -- Empathy -- Self-awareness -- Sales drive -- Self-control -- Shaping win...

"There are few one-size-fits-all solutions in sales. Context matters. Complex sales are different from one-call closes. B2B is different than B2C. Prospects, territories, products, industries, companies, and sales processes are all different. There is little black and white in the sales...

Intro -- Inked -- Contents -- Foreword -- Part I Introduction to Sales Negotiation -- 1 Sales Negotiation as a Discipline -- Reality Check -- Sales Trainers Don't Teach Sales Negotiation -- Sales Negotiation Is Boring -- Author's Note -- 2 Sales people Suck at Negotiating -- Poor Emotional...

Objections: The Ultimate Guide to Mastering the Art and Science of Getting Past NO -- Contents -- Foreword: The Democracy of Objections -- Introduction: It Wasn't Supposed To Be This Book -- Chapter 1: Asking-The Most Important Discipline in Sales -- The Discipline to Ask -- You Are Not Getting...

Intro -- Title Page -- Copyright -- Dedication -- Foreword -- Chapter 1: The Mysterious Brown Bag -- The Lesson of a Lifetime -- A Front-Row Seat into the Mind of a UHP -- Chapter 2: A Perfect Sales Storm -- Meet the Ultra-High-Performance Sales Professional -- Note -- Chapter 3: The Irrational...