Top Sales Book of 2010

UPDATE: December 16, 2010 – SHiFT! Wins the Bronze Medal behind industry heavyweights Art Sobczak – Art discusses my Trigger Event Sellingâ„¢ expertise and the Won Sales Analysisâ„¢ worksheet starting on page 40 of his book Smart Calling – and Jill Konrath – Jill has 8 pages about Trigger Events that starts on page 76 of her book SNAP Selling.

My Trigger Event Selling book SHiFT! is a finalist for the Top Sales Book of 2010.

The winner is selected based upon 50% popularity and 50% merit.

I think I have a strong case for winning the merit portion (originality & quality) and because I am up against two of the industry’s heavyweights (Art Sobczak and Jill Konrath), I am asking for assistance with the popularity portion.

Please vote here. If you are so inclined you can vote every day until Wednesday December 13th.

If you would like to read the book before you vote, you can access the preview chapters at http://www.shiftselling.com/book/

If you have an extra 30 seconds can you also vote for:

• iSell by OneSource for what I think is by far the top sales 2.0 solution
• Gerhard Gschwandtner for top sales personality
• Active Conversion for top sales tool

Dreamforce

Since I am at Dreamforce all week I have not had time to construct the scheduled post on the #5 Sales 2.0 tool.

Today I will be at looking for and tweeting on what I think are worthwhile Sales 2.0 tools. Follow the hashtag #infoshift to see what I find.

Next week I will resume the countdown of the top seven sales 2.0 tools with sales 2.0 tool #5.

Have an eventful week!

Craig

This blog post has three items:

1. Trigger Event book giveaway at Dreamforce
2. This month’s winner of $1,500 worth of Trigger Event Selling services
3. Two articles I think are worth reading

Trigger Event Book Giveaway

InfoGroup is giving away copies of my book SHiFT! at Dreamforce ’10 – San Francisco December 6^th- 9^th.

They are being given to all attendees of Clare Hart’s presentation titled “Interactive CRM: Drive Revenues and Outpace the competition” that is from 3:45 – 4:45 on Tuesday December 7^th. Clare will share ideas and resources on how to use Triggers, Social Media & Chatter as your secret competitive advantage. FYI: Clare Hart is the new CEO of InfoGroup

Those who attend receive a copy of the Trigger Event book and can schedule 20 minutes, with me, to develop the best Trigger Event Selling strategies for their business.

I plan to be at the InfoGroup booth Monday afternoon, Tuesday afternoon, all day Wednesday and all day Thursday. Drop by and say hi if you are going to Dreamforce.

$1,500 Prize Winner

Congratulation to Israel Kloss. His answer to my question on how to use IntroMojo – the #7 Sales 2.0 tool – to quickly build report with prospects received the most votes and wins him $1,500 worth of coaching, training , or advice.

Next month I’ll be giving away another $1,500 worth of services to the person who answers my question about the #6 Sales 2.0 tool and gets the most votes for their answer.

Top Two Articles

This month I read over 40 articles looking for something I thought would be worthwhile for the 4,200+ subscribers to this blog. Below are the top two articles I found:

1. Creating Fresh Sales Opportunities, by Jill Konrath, Author of SNAP Selling & Selling to Big Companies.
   There’s nothing I like better than engaging prospects when they’re NOT thinking of making any changes from the status quo.

   This may seem counterintuitive or perhaps even like sales heresy if you’ve spent your career chasing prospects who are already in the buying mode. After all, they already have money in the budget for your product/service and are actively looking for new options.

   So why would I recommend chasing “non-lookers” versus the tempting low-hanging fruit? Lots of reasons: … read the rest of Jill’s article here
   

2. Catch The Window of Opportunity Before it Closes by Gerhard Gschwantder, Founder and Publisher of the world’s leading sales magazine – Selling Power.
   Inside the window of opportunity resides the customer’s agenda. As new waves of information reach the customer, agendas may stall, accelerate, or move sideways. This is one more reason to be relevant, remarkable, and emotionally engaging on the first call.

   Salespeople have more and more Sales 2.0 tools available to help them become relevant through real time access to mission critical information   …   read the rest of Gerhardt’s article here

Do you have questions?

If you have  questions about cold calling, prospecting, or lead generation tune  into this tonight’s TriggerBuzz – Tuesday October 26th 9:00PM-9:30PM Eastern – as I and followers of TriggerBuzz answer the questions submitted.

TriggerBuzz is held the first and last Tuesday of each month and questions are submitted by following TriggerBuzz and sending a direct message to @TriggerBuzz.

Everything you need to submit your questions, listen, or provide answers can be found at http://ShiftSelling.com/TriggerBuzz

Have an eventful week!

Craig +1.403.874.2998

One of the biggest challenges in sales is to get your foot in the door and have that first meeting.

To make that challenge less daunting I have partnered with Jill Konrath and three other thought leaders on the teleseminar series Get Your Foot In The Door, that starts this Thursday.

The Get Your Foot In The Door series brings together the following thought leaders:

• Selling to Big Companies expert Jill Konrath
• Cold calling expert Leslie Buterin
• Trigger Event expert Craig Elias
• Lead Generation expert Marguerite McLeod-Fleming
• Communications expert Mark Bowden

Sign up for each teleseminar individually. Or, for the best value, sign up for the entire series. All programs are recorded, so if you miss the event or want to listen to it again, you’ll be able to. You’ll be sent a link to download the audio after the session.

Individual teleseminars are $79

Save $117 by registering for all 4 Get Your Foot In The Door teleseminars

As a strong supporter of Jill’s work, and a speaker in the series, I am giving away 1 hour of my Trigger Event expertise to everyone who registers for the Get Your Foot In The Door series via the link Jill has created for me.

See all the details here.

Have an eventful week!

Craig