Selling to the Government: What It Takes to Compete and Win in the World's Largest Market Review

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Selling to the Government: What It Takes to Compete and Win in the World's Largest Market ReviewThis book is one of the best books I have read about federal sales and marketing; in fact, in anticipation of its release I actually pre-ordered a copy. As a consultant and trainer with over 25 years of government logistics, contracting, and sales & marketing experience, I find this book to be an accurate and informative guide to companies that are new to the federal marketplace, as well as for those that are currently selling in the federal marketplace. Each chapter is full of detailed information and steps to successfull federal business development, and ends with a comprehensive checklist of things to do (each checklist is "spot-on"!). Real life stories and experiences by the author, industry experts and successful company leaders make this a must have for any company that wants to strategically grow their federal sales business. Also the 36 page glossary of terms is a gem all by its self, as it describes commonly used government sales, contracting and marketing terms and acronyms that can overwhelm a federal busines novice. I only have a few books about government sales on my bookshelf and I have two of Mark Amtower's.
Deborah Peyton, President, Fedmed Sales Consulting, LLC ([...])Selling to the Government: What It Takes to Compete and Win in the World's Largest Market OverviewLearn the crucial ins and outs of the world's largest marketThe U.S government market represents the largest single market—anywhere. Government contract tracking firm Onvia estimates that government business—federal, state, local, and education—represents better than 40 percent of the nation's GDP. While anyone can play in this market, only those with the right preparation can win.Selling to the Government offers real-world advice for successful entry into the biggest market anywhere. Get proven approaches, strategies, tactics, and tools to make your business stand out, build relationships, understand procedures, and win high-stakes contracts. • Every year thousands of companies enter the massive U.S. Government (BtoG) marketplace, and by the end of the first year, most are gone and less than 10 percent make it to year two • Author has advised hundreds of companies, including Apple, Dell, CDW, Northrop Grumman, General Dynamics, IT, GTSI, and many small firms, on all aspects of marketing and selling to the governmentFrom the go/no-go decision, through company infrastructure requirements, marketing, sales, business development, and more, this book offers the best advice from the most recognized authority in the market.

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Book Yourself Solid: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling Review

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Book Yourself Solid: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling ReviewThis book isn't as bad as some reviewers have written or as good as others have raved about. This book isn't for salespeople and because of that I was disappointed. This book is for professionals that have to "book themselves," such as public speakers, lawyers, accountants and the like. In some ways if you don't already know what this book teaches you better get a job. However, as the E-Myth points out there are plenty of people that are good at what they do but are clueless about how to get themselves business. If you fall into this category this is a good book to read and implement.
Port's book is long and at times wordy but a fun and easy read. There are diamonds here but you have to mine through a lot of ore to get at them. The book is well written and conversational. I can see why Mr. Port has a successful career. This book is perhaps a good first read if you're considering starting your own business or want to get more clients. For a solid and measurable program I recommend "Get Clients Now" by C. J. Hayden or "Get Business to Come to You" by Sarah and Paul Edwards.
Book Yourself Solid: The Fastest, Easiest, and Most Reliable System for Getting More Clients Than You Can Handle Even if You Hate Marketing and Selling OverviewBook Yourself Solid-now in paperback-is a complete instructional guide for startingn and growing a successful service business. It gives you simple, yet effective techniques for creating relentless demand and endless leads. It includes more than 200 proven marketing strategies for attracting new clients, earning more referrals, and building profitable, long-lasting professional relationships. If you want to take your service business to the next level, start here and Book Yourself Solid.

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Smart Selling on the Phone and Online: Inside Sales That Gets Results Review

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Smart Selling on the Phone and Online: Inside Sales That Gets Results ReviewI've read hundreds of business and sales books over the years and have developed several pet peeves. I can't stand books that are supposed to be practical but are loaded with theory and too many pages of "personal stories". If I kept just the useful parts of those books, they would only be a few pages long. In contrast, "Smart Selling" starts right off with useful tips, templates, tools and key phrases to help me deal with difficult situations. Chapter 3 on dealing with "No-Po's" is the most eye-opening sales concept I have heard about in a long time. It's really made me rethink who I'm talking to. My copy of this book is already marked up with sticky notes and tabs. It didn't take me long to read it (and I didn't get bored half-way though like I usually do with sales books), but I think I'll be referring to it over and over again.Smart Selling on the Phone and Online: Inside Sales That Gets Results OverviewThe world of selling keeps changing, and inside sales professionals are on the front line. More than ever, they need powerful tools to open stronger, build trust faster, handle objections better, and close more sales. Based on the author's "TeleSmart 10 System for Power Selling", "Smart Selling on the Phone and Online" pinpoints the ten skills essential to high-efficiency, high-success performance. Combining an accessible text with clear graphics and step-by-step processes, "Smart Selling on the Phone and Online" will help any rep master the world of 'Sales 2.0' and become a true sales warrior!

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Take the Cold Out of Cold Calling Review

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Take the Cold Out of Cold Calling ReviewI have been reading sales and prospecting books for 25 years, and this book is in the handful that I have ever recommended to other people that sell for a living. Sam Richter's book describes in specific detail how to use free Internet resources to find out every relevant, timely and sales oriented detail imaginable about every prospect you want to do business with. In your first cold call to that prospect you will know more about the prospect's business problem--and how your product or service can specifically solve that problem--than any other sales person that has ever called that prospect before.Take the Cold Out of Cold Calling OverviewIMPORTANT NOTE: This book is now in its 8th Edition, published September, 2011, and the content has been updated to accurately reflect current search techniques and websites.If information is power, Take the Cold Out of Cold Calling is ''power on steroids!'' Know more than you ever thought you could (or should) about your clients, prospects, and competition. No more winging it. No more guessing what the other person cares about. Take the Cold Out of Cold Calling is a fascinating journey into the world of information, how to easily find it, and how to apply it to make sure you are offering relevant solutions. By practicing the techniques taught in the book, you will make a great first impression during sales calls and you will provide value and build meaningful and mutually beneficial client relationships. Once you master Warm Call techniques, you win more business, establish deep relationships with clients, and have more fun.In Take the Cold Out of Cold Calling you'll discover the secret world on online information, how to find it, and how to use it. You'll get step-by-step instructions along with real examples. You'll learn...
How to build deep and meaningful relationships with prospect and clients.
Ways to access highly qualified lead lists -- for FREE!
Tips and tricks for popular search engines get it right the first time.
How to use Google like a pro -- it's scary what you can find once you know how to look.
Social networks including LinkedIn, Facebook, Twitter and the secrets on how to use them as amazingly powerful Sales Intelligence engines.
The ''Invisible Web'' -- sites most people and search engines don't know about and can't find.
How to access premium information resources at no or very low cost.
The theory of the ''Fourth R'' and value-based ''warm call selling.''
How to massively increase your credibility with prospects and existing clients.
How to use the ''Customer Data Aggregator'' and expert ''Warm Call Scripts'' to organize information and make a great first impression.
If you are involved in business development, sales, or account management in any way, you've ''cold called.'' Any time you meet with a prospect or existing client without knowing about them, their issues, and how your company is relevant to something they care about, you run the risk of losing credibility and worse, losing the deal. The top 1% of business development pros and sales people understand the value of information, how to access it, and how to apply it and win. With Take the Cold Out of Cold Calling, you'll get the tools and training you need to join the club.The book includes full access to the online Know More! Resource Center and downloadable Toolbar, making it easy (and FUN) to practice what you learn. Awards: Sales Book of the Year Medalist USA Book News Book of the YearAxiom Business Book Awards Medalist

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