C. Lee Smith

Sales Credibility is the quality all salespeople must have before you can ever "earn trust" and become a "trusted advisor." This book reveals how salespeople build (and lose) credibility with the things you say and do every day. You'll learn the secrets of building your sales credibility, so you can attract higher-value accounts, gain greater access to the real decision-makers, and sell from a position of strength. It also gives you the leverage to avoid dropping your price when budget is hard… Show more

Sales Credibility is the quality all salespeople must have before you can ever "earn trust" and become a "trusted advisor." This book reveals how salespeople build (and lose) credibility with the things you say and do every day. You'll learn the secrets of building your sales credibility, so you can attract higher-value accounts, gain greater access to the real decision-makers, and sell from a position of strength. It also gives you the leverage to avoid dropping your price when budget is hard to come by.

SalesCred(TM) introduces the Hierarchy of Sales Credibility(TM) which is a 5-layer framework that allows you to see where you are on the credibility hierarchy and what you need to do next to get to the next level. The hierarchy is a roadmap which will help you be seen by sales prospects in the most credible light possible.

This book also enlightens sales managers on the new definition of credibility, the role it plays in sales, and how they can improve their team's credibility for higher performance. Show less

The top responsibility of a sales manager is not to make numbers. It’s to build, develop, and retain a high-performing sales team (so they can make the numbers). The biggest detriment to this objective is adding toxicity to the team. Toxic salespeople often cause problems in the workplace, such as decreased team productivity and morale. Part of this book discusses why sales managers should avoid hiring toxic salespeople and how.

This book also discusses how sales managers can hire… Show more

The top responsibility of a sales manager is not to make numbers. It’s to build, develop, and retain a high-performing sales team (so they can make the numbers). The biggest detriment to this objective is adding toxicity to the team. Toxic salespeople often cause problems in the workplace, such as decreased team productivity and morale. Part of this book discusses why sales managers should avoid hiring toxic salespeople and how.

This book also discusses how sales managers can hire rainmakers. When a sales team is composed of not only good salespeople but also rainmakers, there's a higher chance that the company succeeds. It's important for sales managers to know what to look for when hiring salespeople and how to determine who the potential rainmakers are. This book is a great guide for sales managers, as well as recruiters, who want to hire smarter and increase their bottom line. Show less

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