GABAL Global Editions

Building, Developing, and Managing a Professional Sales Organisation

With SALES LEADERSHIP, entrepreneur and best-selling author ANDREAS BUHR delivers a reference work that is comprehensive and at the same time focussed on the essential elements involved in professionally setting up and successfully leading sales organisations. Based on a careful market analysis, he offers a knowledgeable and practical approach to setting up and developing your sales operation, step by step, to achieve better long-term results.

“Unlike many who write and speak about sales leadership, Andreas IS a real sales leader, a ‘rainmaker’ in the best sense of the word. More than 35 years of true market expertise, cumulated in his books and speeches.” Ed Robinson, ‘The Rainmaker’

“This book is bigger than sales, it is your guide to thriving in sales during this time of digital transformation. Andreas gives you the tools you need to reach your ‘Next Summit’ in your business.” Manley Feinberg II, author of ‘Reaching Your Next Summit, 9 Vertical Lessons for Leading with Impact’

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Do you still argue or start negotiating with family and friends? With business partners? Nearly every day, we’re called on to solve conflict of interests. Quite often, we do it unconsciously and are surprised when it ends up deadlocked. Real pros know they achieve better results if they have knowledge and experience in negotiating. In Better Negotiating, author Jutta Portner demonstrates, with the help of many real-life case studies, how to negotiate more effectively.

Portner, an international expert in teaching negotiation in organization, has more than twenty years of experience. In Better Negotiating, she clearly illustrates general principles that will help you persuade your counterpart. The interactive book starts each chapter with a self-assessment to better understand your abilities and make room for improvement.

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It seems like some organizations need to get turned inside out to react to the growing complexity of our world. Concepts like interconnectedness, self-organization, and unpredictability seem too big and mysterious for them to confront. Making things harder is the fact that complex tasks are dynamic, nonlinear, and nontransparent.

As a result, Stephanie Borgert, an expert on navigating complex problems and situations, gives managers and executives the tools and insights they need to respond to these challenges. She introduces the concept of complexity and explains the key features of complex systems. Then, she reveals the nine most common complexity-related misconceptions that continue to be widespread in management circles. By summarizing the skills, mindsets, and competencies that are necessary for mastering complexity, she provides the insights that executives and managers need to be successful despite—or perhaps as a result of—complexity.

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Think Big. Act Bold. Get the Results you want.

Most people keep their dreams and intentions locked in a drawer, staying in jobs they don‘t like and settling for unsatisfying relationships. Thus deluding themselves, they wait for the right moment. Hoping for some vague later, however, is often deceptive as it eventually turns into never.

Ilja Grzeskowitz offers up ways in his new book, how people can change their own lives without a title, money or permission of others. By means of memorable stories, exciting practical examples and challenging ideas you will find out how motivation really works, why fear is your best friend and which two words have the potential to change your entire life.

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A Systematic Approach To Boosting Your Business

Many businesspeople and salespeople leave their offices at the end of the day without a valuable, measurable, and presentable sales outcome. 

It’s easy to see why: With distractions flowing from all directions, businesses and salespeople need to focus on what matters to achieve results. After all, successful selling is a lot like skiing—while the layperson uses force, the professional relies on technique.

Steffen Ritter, one of Germany’s leading consultants for sellers and agents, explains how you can join top performers in this energy-efficient guide to automating the sales process to boost revenue.

Learn how to:

•  create new habits to make sales easier;
• contact customers systematically;
• provide the right customers with the right service; and
• create value for customers on a continuous basis.

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