The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite

Take the traditional sales model, which is outdated and needs a serious makeover, and turn it on its head by applying the advice in The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite. Find an entirely sound approach to building better client relationships and closing more sales by doing the exact opposite that conventional sales advice dictates. Re-examine the most well-worn sales tactics in the business and discover specific and actionable strategies and principles that will help you close more sales today.

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NEWS & OPINION: The 2008 800-CEO-READ Business Book Awards - Sales Category

The books on our 2008 shortlist for the Sales Category are: The Contrarian Effect: Why It Pays (Big) to Take Typical Sales Advice and Do the Opposite by Michael Port and Elizabeth Marshall (Wiley, August 2008) Elizabeth and Michael show readers that times are changing in business, and that customers are being driven away by typical sales tactics. Filled with real life stories about companies and what works and what doesn't, The Contrarian Effect not only shows how the sales process is broken, but how to successfully build something to replace it. Making the Number: How to Use Sales Benchmarking to Drive Performance by Greg Alexander, Aaron Bartels,and Mike Drapeau (Portfolio, November 2008) Showing how to use data-driven methods to make decisions, the authors introduce metrics to determine the sales process and identify potential growth without relying on pure instinct. Read more

NEWS & OPINION: Amazon's Best of 2008

Amazon has posted its editors' picks for 2008. In the Business & Investing category, they chose: The Snowball: Warren Buffett and the Business of Life by Alice Schroeder, Bantam A Sense of Urgency by John P. Kotter, Harvard Business School Press (Jack Covert Selects) The Brand Bubble: The Looming Crisis in Brand Value and How to Avoid It by John Gerzema, Jossey-Bass The Momentum Effect: How to Ignite Exceptional Growth by J. Read more

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