Andy Paul

If you are a Citrix® engineer, a virtualization consultant, or an IT project manager with prior experience of using Citrix XenApp® and related technologies for desktop virtualization and want to further explore the power of XenApp® for flawless desktop virtualization, then this book is for you.

Citrix XenApp® 7.5 Desktop Virtualization Solutions

Dave Kurlan

Gerhard Gschwandtner

Trish Bertuzzi

Kraig Kleeman

Matt Heinz

Chad Burmeister

Skip Miller

Chris Beall

Dan McDade

Sales Hack, is a co-authored series of sales hacks by 25 of the greatest sales professionals of our time. A "Sales Hack" is a solution discovered when a Sales Hacker thinks outside of the box, disregards the rules, and finds something new that changes the way sellers can outsell the competition. Quotes about the book: "Sales Hack combines the knowledge of decades of sales experience into a single book. If you are a front line sales professional, a first line manager, or a senior leader, SalesHack is a must read for you." Richard Harris, Owner, The Harris Consulting Group "Thanks to Chris, Chad, and all of the authors and contributors for delivering this hand's on, how-to guide for our community. Chris and Chad have brought together many of todays leading sales minds to share proven, practical best practices that will help folks every day. Their unrelenting and constant passion for our profession is helping take sales to the next level of professionalism andperformance. Hats off to you guys!!!" Larry Reeves, CEO, The American Association of Inside Sales Professionals "Sales & Marketing leaders, if your sales team isn't using most or all of these sales hacks, then you are leaving money on the table." Daniel Percey, Chief Revenue Officer, TechnologyAdvice "Chad Burmeister and Chris Beall have put together a sales book for today's seller - a seller who is more equipped with technology than ever before. Well done guys!" Michael Farrell, Chief Operating Officer, BAO, Inc. "I've known Chad for nearly 10 years, and he really is the Sales Hack! His knowledge and understanding of sales and ability to bring together so many incredible sales leaders is truly inspirational." Barbara Spector, President, SmartMoves! Inc. "If you are in sales or sales leadership, you need new ideas and inspiration every day. Sales Hack gives you both - in short, easy to read doses. This is a collection to review regularly and share with your favorite sellers." Lori Richardson, CEO, Score More Sales & President Women Sales Pros Sales Hack Contributors: Lauren Bailey Ralph Barsi Chris Beall Trish Bertuzzi Matt Behrend Rick Bennett Chad Burmeister Stephen D'Angelo David DiStefano Jourdan DuFort Jim Eberlin Shawn Elledge Gerhard Gschwandtner Richard Harris Alice Heiman Liz Heiman Matt Heinz Kraig Kleeman Mark Kosoglow Dave Kurlan Dan McDade Skip Miller Mike O'Neil Andy Paul Bob Perkins Larry Reeves Steve Richard Lori Richardson Craig Rosenberg Tibor Shanto Kurt Shaver Gabe Villamizar Townsend Wardlaw"

With Contributions from Over 25 of the World's Greatest Sales Professionals of Our Time

Sales Hack

Everything your sales boss taught you is wrong. Sales is stuck. And the problem is your boss. Over-reliance on technology has made sales bosses conservative and risk-averse. Their persuasion-based sales processes are outdated and ineffective. The result? A generation of sellers who don't know how to sell. But times are changing. There's a growing movement toward sales talents to go the way of pro athletes; that is, free agents who are compensated based on what the market commands. What does this mean for you? It's time for them to show you the money. But first, you need to deliver on performance--and that means breaking free of the limiting influence of sales bosses, and taking charge of your own career. The good news is, whether you've never carried a quota or you're an experienced seller, there are only five basic factors that determine how well you sell: connection, curiosity, understanding, acumen and responsiveness. In Sell Without Selling Out, global sales guru, top podcaster, and entrepreneur Andy Paul cuts through the "persuasion" bullshit, and lays out the five essential understandings you need to take control of your selling and become the "Best Sales Version Of Yourself" (BSVOY). You'll learn: - Why and how to take control - How to understand your buyer's mindset - The difference between influence and persuasion--and why it's time to ditch the latter - How to develop your influence toolkit - How to engineer a new personal sales process to become a Choice Engineer This book is not a how-to. It's not a script. There's no detailed step-by-step recipe in these chapters, because that's not what's going to catapult you to the top. Sell Without Selling Out is about what is possible for you to achieve in sales, if you have the right perspective about your job. Making small changes in how you sell can open up a world of possibilities. Develop your own personal sales style, and you'll be able to effectively compete in virtually any sales situation.

A Guide to Success on Your Own Terms

Sell Without Selling Out

Customers today are overloaded with information and overwhelmed by options. The truth is, product value is so high across the competition that any kind of meaningful product differentiation--at least in the customers’ eyes--has all but disappeared. Therefore, between not recognizing product differences, combined with not having any time to spare to investigate what they don’t know, the difference maker for many decision makers . . . is you!The salesperson who is always responsive and completely focused on value will, more times than not, be the one who will stand out from the crowd and get the sale. Combining leading-edge research with a vast amount of field experience, Amp Up Your Sales will show anyone how to become the trusted sales professional who consistently wins new business. Readers will learn how to:• Maximize the value of their selling• Accelerate responsiveness to build trust and credibility• Earn valuable selling time with customers• Shape the buyer's vision• Integrate persuasive stories into their sales process• Build lasting relationships through follow-up and customer serviceThe bad news is, your customers won’t understand and appreciate all the advantages of your product. The good news is, they aren’t making the decision based on the product, but on you!

Powerful Strategies That Move Customers to Make Fast, Favorable Decisions

Amp Up Your Sales

“Customers today have a simple request of all salespeople: “Just give me the information I need. Now. Don’t dress it up, don’t overdo it, don’t take me to lunch. The time I have to invest in you is limited, and all your extraneous activity just wastes my time.” Zero-Time Selling gives you the tools to be completely and absolutely responsive to that customer request.” In today’s fast-paced information-driven economy, your customers will acquire approximately 70% of the information they need to make an informed buying decision about your product or service from the Internet before they ever talk to a salesperson. When they finally contact you, it means their need for information is time-sensitive and urgent. The sales team that is the first to respond with the complete answers to the customer’s questions dramatically improves their chances to win the order. Zero-Time Selling shows you how to always be first. Zero-Time Selling gives you, the CEO, business owner, entrepreneur and sales manager/professional, 10 simple solutions to breakthrough the usual inertia and internal roadblocks that are unnecessarily impeding your sales efforts. Zero-Time Selling shows anyone engaged in the business of selling the true meaning of responsiveness and demonstrates how to use responsiveness as a key competitive advantage to build trust and create value for the customer, as well as differentiate themselves from their competition. Refreshingly free of the usual conceptual sales jargon, Zero-Time Selling presents an accessible, straightforward path to consistent sales success. It is incredibly easy to learn and compatible with any selling system or sales methods a company currently uses. Based on his more than 30 years of sales, sales management and sales consulting experience across every type of sales channel and sales environment, Andy Paul knows how products are bought and sold. Zero-Time Selling reflects his understanding that in today’s hyper-competitive sales environment “how” a company sells its products and services is as important as “what” they sell in creating value for the customer and effectively differentiating their company and offerings. Start Zero-Time Selling today. Sometimes the biggest changes begin with the simplest of steps.

10 Essential Steps To Accelerate Every Company's Sales

Zero-Time Selling

In today’s fast-paced information-driven economy, customers want to make informed buying decision about new products in the least time possible. Your customers will acquire approximately 70% of the information they need to make an informed buying decision about your product or service from the Internet before they ever contact your company. Thus, when the customer finally contacts you, it means that their need for information is time-sensitive and urgent. The sales team that is the first to respond with the complete answers to the customer’s questions dramatically improves their chances to win the order. Zero-Time Selling shows you, the CEO, business owner, sales manager and sales professional, in 10 simple steps, how to always be first.

Andy Paul

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