6 Keys to Effective Sales

Written by a highly successful sales person with over 30 years of experience, this SkillBite provides tips to both the new sales person as well as the experienced Account Executive, to help them become more effective and achieve sales success. In particular, it covers:

• How to prepare;
• What to do during a sales call; and
• Actions to take following a call.

It also discusses the key factors to build rapport and trust with your customer and help them accomplish their mission, including:

• Know your product
• Know your customer
• Prepare & Practice
• Deliver excellent customer service
• Leverage your partner community
• Provide great follow-up care and feeding

Betsy is the best of the best at developing new clients as well as working existing ones, both on relationship building and spreading out within an account. If you are new to sales take these lessons to heart. If you are an experienced veteran in sales, this is a great refresher to hone your “back to basics” skills.
– Tim Caskey
Sr. Account Executive, RDA

This sales guide was terrific! It contains so many practical tips in a quick read. I am requiring my sales team to read this guide.
– Bruce Weintraub
President & CEO, WeiTel

Betsy is a master in the discipline of sales. In this simple, yet practical Skillbite guide, she provides a methodical distillation of how to be successful in sales that only comes from the wisdom acquired through hard work, experience, and the actions successful sales professionals know and do to be at the top. This is a great guide for the “new guy” to get started and a great “gut check” for those of us who look to practice the key sales behaviors that bring the reputation for sophistication, respect, and reverence in the sales community.
– Betsy Padgett
Senior Business Development Manager, Convergence Technology

Whether you’re a seasoned sales pro looking for a good refresher, or a new sales person looking for your first million dollar year, Betsy Silver’s Quick Tips for Improving Sales Effectiveness is packed with content that will help you work smarter and sell more successfully. This SkillBite breaks the selling process into 6 basic skills with easy to understand instructions that will prepare you for success in sales.
– Mitch Weisburgh
Managing Partner, Academic Business Advisors, LLC

$4.95

How to Build Successful Business Partnerships

Everybody has a story about a partnership or business alliance that has fallen apart. Unfortunately, it is a somewhat common occurrence. Yet entering into alliances with other businesses or individuals can greatly expand a company’s opportunities and markets. This SkillBite discusses how to build durable partner relationships through addressing critical issues, such as responsibilities, compensation structures and exit strategies. Discussion of these issues builds a common understanding, enhances alignment and teaches the parties how to deal with other issues that may come up, thus building durable partner relationships. The book covers the following topics:

• How to investigate a prospective partner prior to entering into a business alliance;
• What are the key business issues to address up front or as early as possible in the life of the partnership; and
• What are the critical legal issues to include in a partnership agreement to protect yourself in the event that the partnership doesn’t succeed.

If you are considering entering into a business partnership, start smart by reading How to Build Successful Business Partnerships. Too many business partners don’t take the time to address the important issues that Judy covers in this book. Believing, “oh, that won’t happen to us,” or “we don’t have time for all that talking; we’re too busy expanding the business,” they set themselves up to fail because they haven’t invested in building a foundation for the relationship.
With lists of key questions to ask and issues to discuss with your potential partner (for example, expectations about the relationship as well as the business), this content-rich book concisely conveys the information you need to confidently and wisely lay the groundwork for building a successful business partnership.
– Amy Tuttle
Co-Founder, Feast Upon Life

I retained Judy Weintraub to work with my partner and me when we were setting up our partnership. It really helped us develop a good foundation for our partnership as we went through the questions and exercises that she gave us, most of which are included in her book, How to Build Successful Business Partnerships. This invaluable SkillBite covers how to address the most problematic areas in partnering with another individual, and I am sure it can help you forge a lasting and successful partnership.
– Mitch Weisburgh
Managing Partner, Academic Business Advisors

$4.95

You Are The Owner, But Are You The Right CEO? by Oswald R. Viva

As an entrepreneur you started a business and lead it through the initial stages and perhaps even longer. As the owner/founder you assumed the position of CEO (or whatever title you chose to use), but carrying the title or the position “by default” does not necessarily mean you are the right person for it. To confirm yourself as CEO you need to understand – really understand – all the implications and demands of the position as well as your desires and qualifications.

The two main questions you need to answer are: a) are you qualified, and b) do you want to be the CEO? These two questions are independent and unrelated to each other as qualifications and desire are mutually exclusive. You may be qualified but prefer to do a different job and ¬– conversely – you may want the position but not be the leader the business needs. In this book we address both issues and attempt to help you make the right decision.

While this SkillBite may be perceived as written for “CEO-to-be”, it is mainly intended for business owners who are positioned in the CEO chair.

“Over the years Oswald has been an excellent mentor and an insightful problem solver for me. Because I followed his advice I have time for personal life and I am a much happier person in my role. He has the ability to put his knowledge and coaching talent in writing, such as in this book and others he authored.”
– Bob Rigg
President The Rigg Darlington Group

“As a coach Oswald has helped me grow as a business person. He is a trusted advisor; I value his opinion and look forward to hearing his perspective whenever I am faced with a challenge. In his writings he applies his coaching value in an easy to follow style that helps readers improve as leaders.”
– John Gerloa
CEO Tolvan LLC

“I have had the pleasure of working with Oswald Viva as my coach for two years. He has helped me to grow as a manager and coached me to become a more effective leader. This coaching has been instrumental in my ability to succeed and become the future CEO of my company. I consider Oswald a true people person who understands what it takes to succeed in business, and maintaining the work life balance.”
– John Kates
CFO Gallagher Fluid Seals

$4.95

Exit Strategy and Succession Planning, by Oswald R. Viva

Can your company survive without you in charge? What if one or more of your key personnel left — can the organization survive their departure? Do you know when you want to retire or take a lesser role? Have you considered the different scenarios that can occur affecting the organization?

Unfortunately, for most business owners these subjects are at or near the bottom of the things to do list. Not knowing what life has in store for you—for business issues, health, family, etc.—you need to be prepared, and having well-thought-out plans in case the unexpected happens can give you peace of mind. These plans can make a huge difference in enabling you to salvage your business in dire situations.

This SkillBite contains the key issues you need to address and the steps to take to develop a plan to cover the company’s needs when you or other key personnel leave the company as well as a plan to cover your own needs for when you leave the business (exit planning).

Who can you trust for real advice on succession and exiting? Lawyers, accountants and consultants can help, but few have actual business experience and practical advice beyond their specialty training. Oswald Viva’s book fills a need and contains valuable advice based on his experience as a former CEO and as a successful coach to non-Fortune 500 CEOs.
Mark DeHarde
CEO of Ultraflex Systems

$4.95

Drive Your Business Growth Using The Telephone! Proven Techniques to Implement a Successful Cold Calling Program, by Valerie Schlitt

Most people dread cold calling. And yet, business to business cold calling is one of the best ways to attract new clients and produce profits. Valerie Schlitt, successful owner of VSA, Inc., an 11 year old cold calling firm, has provided in this highly practical SkillBite the key elements for designing a successful cold calling program, writing a winning script and avoiding the pitfalls that can hamper your efforts.

“If you want to build your sales using B2B cold calling and lead generation, you can learn from Valerie’s insights. She provides a short, easy to follow, content-rich resource for those new to cold calling, and a refresher for old-timers. As a long-time industry expert, I find this booklet an excellent guide on how to plan for success.”
– Claudia Timbo
Entrepreneur & Call Center Expert – 30 Year Industry Veteran
Founder, Corporate Call Center Inc.
Founder, Procall Teleservices

“This book is a “must read” for anyone who is considering a B2B lead generation program. Valerie shows the great benefits of cold calling and also details so many of the considerations that are overlooked when planning a program. This is a quick easy read.”
– Andrew Pauson
Partner at Tele-Center, Inc

“This book is an excellent “road map” to help you navigate and understand the critical components of a B2B Cold Calling Lead Program. Valerie covers details in a way that is easy to understand and develop a plan for success.”
– Fran Milberg
President FJA & Marketing Professional for over 20 years

$4.95