Everything I Know About Sales Success: The World's Greatest Business Minds Reveal Their Formulas for Winning the Hearts and Minds

Gerhard Gschwandtner

McGraw Hill Professional, Apr 10, 2007 - Business & Economics - 256 pages

Stay on top of the sales game with strategies from the world's biggest leaders

The art and science of selling has never been more complex, demanding, or potentially lucrative. As a sales professional, you know that staying ahead of the game means continually educating yourself-both in the successful techniques that have stood the test of time and about the freshest new ideas on everything-from generating leads to creating trust, from branding your business to closing the deal.

That's why Everything I Know About Sales Success is so helpful. It's full of powerful insights and strategies from the nation's top-selling individuals and companies on everything from providing customer service to branding. You'll discover:

• How top CEOs like Citigroup's Sandy Weill and Merrill Lynch's David Komansky rose to the top-and how they sell from behind the big desk
• Eight ways to become more Trump-like in your sales career
• Sales and marketing concepts that led Michael Dell and his company to the undisputed leadership position in the PC industry
• Arnold Schwarzenegger's lessons for flexing your selling muscles
• Nine management tips from Intel's Andy Grove

Whether you're starting at the bottom or have the top office in view, the collective experiences and strategies that propelled these driven people up the corporate ladder can serve as an invaluable guide, helping you to win the hearts and minds of your own customers, break new ground, and eventually set the path for others to follow.

Contents

• Part 2 The Companies: 121
• Credits: 217
• Index: 219

Popular passages

Page 23 - But what really got me was his bravado. I think it was fantastic. It was unbelievable. He almost got us to name the convention center after his father in return for something he never really had to give away.

Page 165 - if you take care of your people they will take care of you.

Page 89 - There is at least one point in the history of any company when you have to change dramatically to rise to the next performance level. Miss the moment and you start to decline.

Page 21 - To me it's very simple: if you're going to be thinking anyway, you might as well think big. Most people think small, because most people are afraid of success, afraid of making decisions, afraid of winning. And that gives people like me a great advantage.

Page 17 - I'm thinking about is that all these politicians who opposed the bridge are being applauded. Yet, in a corner, just standing there in the rain, is this man, this 85year-old engineer who came from Sweden and designed this bridge, who poured his heart into it, and nobody even mentioned his name.

Page 57 - When one has money, one day it becomes less interesting. And when one is also the best in film, what can be more interesting? Perhaps power. Then one moves into politics and becomes governor or president or something.

Page 199 - Good management is taking a sincere interest in the welfare of the people you work with. It is the ability to make individuals feel that you and they are the company — not merely employees of it.

Page 22 - I will build you this incredible, gorgeous, gleaming hotel. I will put people to work in the construction trades and save hotel jobs, and the Grand Central area will come around.

Page 87 - Think about what you have to do today to solve — and avoid — tomorrow's problems. *> Do everything within your power to provide coworkers with the best possible service. * * Time is your one finite resource; remember that when you say yes to one thing, you will have to say no to something else.

About the author

Gerhard Gschwandtner has more than three decades of international sales and marketing experience. He is the founder and publisher of Selling Power, the world's leading sales magazine. For more books in the Selling Power Success library and information on the magazine, visit SellingPower.com.

Bibliographic information

• Title: Everything I Know About Sales Success: The World's Greatest Business Minds Reveal Their Formulas for Winning the Hearts and Minds; SellingPower Library
• Author: Gerhard Gschwandtner
• Publisher: McGraw Hill Professional, 2007
• ISBN: 0071491570, 9780071491570
• Length: 256 pages
• Subjects: Business & Economics / Management; Business & Economics / Training