3. What People Are Saying about The Pocket Guide To Sales Survival

    "The Pocket Guide to Sales Survival is such a practical book, filled with so much useful knowledge about sales, that I think it should be in the hands of every American pursuing a career in sales, business or Entrepreneurship of any kind." Desh Deshpande, Co-Chairman of the National Advisory Council on Innovation and Entrepreneurship.

    “Whether you are a recent graduate entering sales or a seasoned professional, Island of Sales offers knowledgeable tips and reminders of how to succeed for your organization and for yourself. This book is a recommended read for sales professionals of all levels. I will definitely be encouraging my sales students to have a copy on their desk”.-Dr. Michael Rodriguez PhD. Chandler Family Sales Center - Elon University

    “I am fascinated with the timeless wisdom that is loaded into this book. Brand new salespeople will find great tips, and veterans will find subtle keepsakes to the simplicity of closing deals. This is undoubtedly one of the greatest collections of vital sales knowledge I have ever come across. A must have for anyone passionate about winning, closing deals, and fine tuning habits that lead to success.”- Jaime Hepp- Business Owner, Consultant, Board Member at Boys & Girls Club of Venice

    “5 Thumbs Up! After reading this incredible book you will know how to sell me three additional thumbs.” – Erik Qualman, #1 Best Selling Author of Socialnomics

    "I regularly reference this book, For Sales: The Pocket Guide to Sales Survival, to stay sharp. It’s the first book I’ve read since How to Win Friends and Influence People that should be required reading for anyone interested in sales—every student or teacher of sales, every salesperson new or experienced, every sales manager and director. It is an indispensable part of my library that I constantly revisit." - Joe Harvey - Sales Trainer - EF

    "I thought the concept and content of the book were both terrific! I will be purchasing copies for my entire sales force, as I think it is just the sort of easy read and common sense approach that they need!"-Mark Santschi, Division Manager, Advanced Pneumatics Company and APC Automation

    "As an experienced recruiter who places sales and digital marketing professionals, I found there to be an endless amount of great information in 'The Pocket guide to Sales Survival' that will help job seekers not only in their search, but also to become more effective salespeople once they start their new job.”Scott White, Search Director, HireMinds LLC

    "As the owner and CEO of company that employs mostly salespeople, I understand the importance of solid reference material to keep your sales team focused, inspired and prepared. This book allows us to deliver the perfect lesson at the right moment. In short - it allows my team to be more successful. This is a great book if you are new to sales or have been selling for years. The book's price is an investment in your future profits." - Mark Eldrdge - CEO – Salestart

    “Having this book at my fingertips has impacted my career in a huge way. I attribute this book and the “best practices” within it to propelling me to a top salesperson and my recent promotion to Regional Sales Trainer. My sales numbers increased 15% when I first started following these rules!”- Scott Infantolino - Sales Trainer EF - Educational Tours

    "This isn't something applicable to just one industry. I reference these tips with our internal sales team at an international development consulting firm (2,300 people in 70 countries, Abt Associates) and I've also built them into the sales model for a medical device startup. A big part of creating the right culture in a company is giving them a common language to communicate. In software development it might be ITIL or Agile/SCRUM. In project management it's the PMP or CMMI. For sales, it's this book. There is this creative, exponential energy when the team is strategizing new client acquisition, using the world's best practices as their starting point!" - Jeff Takle - Director of the Innovation Lab - Abt Associates

  4.  

    The Pocket Guide For SaleS Survival is Here!!!

  5. Categories

      Types of Sales: Inside Sales, Outside Sales
      Sales Tips: Advice, Tips
      Sales Topic: Sales 2.0, Sales Leadership, Sales Management, Training

  7. Mover and Shakers in the News

    (14 articles) John Maxwell

    (9 articles) Kelley Robertson

    (8 articles) Stephen Craine

    (7 articles) Michael Pedone

    (6 articles) Jonathan Farrington

    (5 articles) Tim Wackel

    (4 articles) Peter Drucker

    (4 articles) Kendra Lee

    (4 articles) Jill Konrath

    (3 articles) Michael Jordan

  8. Top Trending Companies

    (24 articles) Google

    (9 articles) IBM

    (5 articles) Microsoft

    (5 articles) Facebook

    (4 articles) Apple

    (4 articles) At&T

    (4 articles) Salesforce.com

    (3 articles) Oracle

    (3 articles) New York Times

    (2 articles) John Maxwell on Leadership Copyright

  9. Where sales are happening...

    (7 articles) Chicago

    (3 articles) Boston

    (3 articles) New York

    (3 articles) USA

    (2 articles) India

    (2 articles) Canada

    (1 articles) Orlando

    (1 articles) Los Angeles

    (1 articles) Atlanta

    (1 articles) Manhattan

  10. Quotes

    1. “ The problem with that advice is that it is a sales pitch, It's not a sound way to invest much less learn to invest. ”
      By Rich Dad
    2. “ As I said, that is what happens when you are an impatient investor. ”
      By Rich Dad
    3. “ And you made up your mind and bought the shares. ”
      By Rich Dad
    4. “ Or complain when your investment loses money. ”
      By Rich Dad
    5. “ The worst thing about not learning to be an investor is that you never see great investments. ”
      By Rich Dad

  11. Picture Gallery

  12. Recent Comments

  1. Why we wrote the book...

    1. Explore The Island of Sales Blog (Oct 15 2012)

      We understand how challenging and rewarding a career in sales can be. We understand the dedication you will have to commit over decades of ebbs and flows. We know what it takes to build successful sales pipelines, teams and organizations. Most of all, we know how exhilarating it is to crush your goals—and how devastating it is to miss by the smallest of margins.

      We know because we have been there. We know because we have made many mistakes along the way and we know because we love understanding what motivates people.

      We would like to assist you along the way. This book is our way of giving back.

      Sincerely,

      The Pocket Guide For Sales Survival Co-Author's,

      Jason DeAmato and Randy Bernard

      Color Jay Th  http://www.thebestsalesbook.com/curata_ext/media/590444cb6decc69a3610c05868e5590c.png

      Mentions:   Randy Bernard   Jason DeAmato

    2. See all The Island of Sales Blog articles >>

  3. Great Sales Articles from around the Web

    1. Sales Leadership and Your Ethics and Integrity

      Explore thesaleshunter.com (Feb 19 2013) Inside Sales , Sales Leadership

      Sales Leadership and Your Ethics and Integrity

      Recently I was conducting a workshop for salespeople and the subject of integrity came up. The comments being made by several of the people in the audience were based on the belief  a person could offset a lack of integrity or ethics by simply being so smart the customer could not ignore you. Their position [...]

      (Read Full Article)

    2. Use the Customer’s Own Hands to Close the Sale

      Explore thesaleshunter.com (Feb 13 2013) Inside Sales , Training

      Something amazing happens when you have the customer hold something. By engaging them, they are more inclined to take possession. It doesn’t matter what you’re selling. Just as you are getting ready to close, give the customer something to hold and look at that represents what you’re selling.   By engaging the customer, you’re allowing them [...]

      (Read Full Article)

    3. Incremental Sales and the Art of Following Up

      Explore thesaleshunter.com (Feb 12 2013) Inside Sales

      How much business do you get from customers after they’ve placed their initial order with you? When I was 16, I worked for McDonald’s and one of the first thing they taught me was to “incremental sell” each customer by recommending one additional item after they placed their order. I know that’s not a new [...]

      (Read Full Article)

    4. The Power of Referrals

      Explore eyesonsales.com (Jan 25 2013) Inside Sales

      The Power of Referrals

      At a recent conference, I was presenting at a session with sales managers and business owners, and the topic of referrals came up. The sales leaders in the room expressed frustration that their team wasn’t asking for referrals, despite the fact that everyone on the team knew that the quality of a referred lead is far superior to that of a cold lead. Let’s look at the facts: A cold lead, or an inbound lead from a random source, has a closing rate of around 25% to 30%. In contrast, you double your success with a referred lead ...

      (Read Full Article)

    5. Five Great Ways to Send Your Sales Skyrocketing - Part 5

      Explore eyesonsales.com (Jan 2 2013) Inside Sales

      Five Great Ways to Send Your Sales Skyrocketing - Part 5

      #5. Handle Objections Skillfully In this five-part series, I've shared with you a range of activities that you can engage today to help turbo-charge sales in your business—-no matter whether you are a sales professional working solo or managing a sales team. I've identified for you what you need to do at the front-end of your sales cycle—defining your best customers, obtaining referrals and testimonials and making better use of all of these in how you sell to your prospects. I've also talked about how to engage your sales math and why this is an ...

      (Read Full Article)

    6. 77 Motivational Business Quotes for Increased Success

      Explore Motivation (Jan 1 2013)

      77 Motivational Business Quotes for Increased Success

      The following is a list of motivational business quotes that include topics on goals, success, and sales/customer service. To achieve a worthy goal, whether it’s in business or in your personal life, perseverance and determination is needed preceded and followed by tons of action. It also takes the correct strategies and the wisdom to know [...]

      (Read Full Article)

      Mentions:   Peter Drucker

    7. How To Reach Your Sales Goals in 2013

      Explore businessknowhow.com (Dec 31 2012) Inside Sales , Training

      How can you meet your sales goals this year? Here are 10 strategies to use to meeting your sales targets this year.

      (Read Full Article)

    8. Eliminate Excuses and Stay Focused

      Explore YouTube (Dec 28 2012)

      Visit http://www.briantracy.com/Youtube to receive my free gifts, tips & newsletters! http://www.youtube.com/watch?v=AEonxXTKpEA _____________ CONNECT WITH ME: full site http://www.briantracy.com/YouTube twitter http://www.twitter.com/BrianTracy facebook http://www.facebook.com/BrianTracyPage Google+ http://plus.google.com/+briantracy pinterest http://www.pinterest.com/BrianTracy instagram @TheBrianTracy blog site http://www.briantracy.com/blog/ Subscribe

      (Read Full Article)

    9. Be Happy and Live Life to the Fullest

      Explore YouTube (Dec 23 2012)

      Visit http://www.briantracy.com/youtube for free tips, promotions and newsletters! http://www.youtube.com/watch?v=8eXApB7ozJ8 _____________ CONNECT WITH ME: full site http://www.briantracy.com/YouTube twitter http://www.twitter.com/BrianTracy facebook http://www.facebook.com/BrianTracyPage Google+ http://plus.google.com/+briantracy pinterest http://www.pinterest.com/BrianTracy instagram @TheBrianTracy blog site http://www.briantracy.com/blog/ Subscribe to

      (Read Full Article)

    10. Time Management - How to Manage Time and Get More Done

      Explore businessknowhow.com (Dec 18 2012) Inside Sales

      Time Management - How to Manage Time and Get More Done

      Time management tips for business people. Learn to manage your time more efficiently and get more things done.

      (Read Full Article)

    11. See all articles >>

  4. Sales in the News

    1. Building Trust and Credibility: 7 Steps to Successful Selling

      Explore BrianTracy.com (Feb 25 2013) Inside Sales , Training

      Building Trust and Credibility: 7 Steps to Successful Selling

      There are seven steps to the sales process. These steps have to be followed in a logical sequence, like dialing a telephone number, or you don’t get through. Ask questions, use effective listening skills, and answer any objections the customer may have and you will soon be on your way to closing the sale. Selling out of sequence kills the sale. You can do all the right things, but if you do them in the wrong order, just like preparing a recipe, you will not be successful. This is the process of

      (Read Full Article)

      Comment

    2. Are You a Salesperson or a Customer Service Person?

      Explore thesaleshunter.com (Feb 25 2013) Inside Sales , Training

      The title on your card says “sales.”  Your job description says “sales” and you’re part of the sales team. If that’s the case, then why are you acting like a customer service person? I’m not bashing customer service people. They play a key role in the sale process, but I believe strongly salespeople and customer [...]

      (Read Full Article)

      Comment

    3. Sales Leadership is Not Just for Market Leaders and Top Salespeople

      Explore thesaleshunter.com (Feb 21 2013) Inside Sales , Sales Leadership , Training

      Sales Leadership is Not Just for Market Leaders and Top Salespeople

      The argument I hear is how sales leadership is something that only involves top performing sales people, sales managers or those who work for a company with huge market share. People who say this are shortchanging themselves and their potential. Sales leadership is a fundamental to anyone in sales who is striving to grow their [...]

      (Read Full Article)

      Comment

    4. Never Leave a Sales Call Without Closing on Something

      Explore Google FeedBurner (Feb 20 2013) Inside Sales , Training

      Never Leave a Sales Call Without Closing on Something

      Regardless of how bad the sales call might be going, you should never leave a sales call without closing on something. Doing so gives you momentum on which to build. Too many times when a call is not going good, it becomes too easy for the salesperson to think there is nothing else they can [...]

      (Read Full Article)

      Comment

    5. Never Leave a Sales Call Without Closing on Something

      Explore thesaleshunter.com (Feb 20 2013) Inside Sales , Training

      Never Leave a Sales Call Without Closing on Something

      Regardless of how bad the sales call might be going, you should never leave a sales call without closing on something. Doing so gives you momentum on which to build. Too many times when a call is not going good, it becomes too easy for the salesperson to think there is nothing else they can [...]

      (Read Full Article)

      Comment

    6. Why Your Customer Won’t Pay More

      Explore thesaleshunter.com (Feb 18 2013) Inside Sales

      It’s an issue that has been around for years and it isn’t going away anytime soon. The problem is the customer won’t pay more because the salesperson spends too much of their time convincing the customer they shouldn’t pay more. Yes, I believe salespeople work against themselves way too much and wind up encouraging the [...]

      (Read Full Article)

      Comment

    7. Setting Expectations with Your Customer By Mark Hunter

      Explore Sales Training Tips and Advice (Feb 15 2013) Inside Sales

      The expectations you set with your customer during the selling process are going to determine the expectations the customer has after the sale. A salesperson’s inability to do this correctly is a huge problem. It happens way more often than any of us would care to admit. Too many salespeople make promises on a whim [...]

      (Read Full Article)

      Comment

    8. Avoid the Urge to Discount by Using Your Pipeline to Give You Confidence

      Explore Google FeedBurner (Feb 15 2013) Inside Sales

      Avoid the Urge to Discount by Using Your Pipeline to Give You Confidence

      The urge to cut your price to close a sale is something we all face, and for many salespeople, it’s almost a daily occurrence. There are a number of ways to decrease the temptation to cut your price and one very effective way is by having a full pipeline. When the sales funnel or pipeline [...]

      (Read Full Article)

      Comment

    9. If a Pilot Has a Checklist, Then Salespeople Should Have One Too

      Explore Google FeedBurner (Feb 8 2013)

      Anybody who gets on a flight is going to expect the flight crew to go through a checklist before taking off. Regardless of how many flights a pilot may have made previously, they know the importance of the checklist. If it works for pilots, it seems like it should work for salespeople too. I hear [...]

      (Read Full Article)

      Comment

    10. Always Have With You Back-Up Numbers at the Detail Level

      Explore Google FeedBurner (Feb 6 2013)

      Many customers will never believe you until you show them the numbers. Just because you know them in your head doesn’t excuse you from having them on a chart or spreadsheet. If you’re like me, numbers are great, but there’s no need to show me the detail.  Problem is for many of your customers, they [...]

      (Read Full Article)

      Comment

    11. Always Have With You Back-Up Numbers at the Detail Level

      Explore thesaleshunter.com (Feb 6 2013)

      Many customers will never believe you until you show them the numbers. Just because you know them in your head doesn’t excuse you from having them on a chart or spreadsheet. If you’re like me, numbers are great, but there’s no need to show me the detail.  Problem is for many of your customers, they [...] (Read Full Article)

      Comment

    12. 10 Questions to Find Out if the Weekly Sales Meeting is a Waste of Time

      Explore Google FeedBurner (Feb 5 2013) Inside Sales , Sales Management , Training

      Are weekly sales meetings a waste of time? I hear from both salespeople and sales managers about the pros and cons of the weekly sales meeting. Want to find out if a sales meeting is an asset or a waste of time?  Consider these 10 questions: 1. Do people view the meeting as “update session” where [...] (Read Full Article)

      Comment

    13. How Companies Are Attracting Sales Leads

      Explore Sales Tip A Day (Feb 3 2013) Inside Sales , Training

      How Companies Are Attracting Sales Leads: Companies need sales leads to say in business. Here are numerous different tactics you can use to get sales leads. (Read Full Article)

      Comment

    14. Confidence Sells

      Explore Google FeedBurner (Feb 1 2013) Training

      If you want to increase your closing ratio and increase the amount of money you make on each sale, then increase your confidence and increase the level of confidence the customer has in you. We’ve all heard the old line about how people buy from people they like. No argument from me regarding this. I [...] (Read Full Article)

      Comment

    15. The Type of Sales Manager Every Employer Wants to Hire

      Explore socialmediatoday.com (Jan 31 2013) Inside Sales , Sales Management , Training

      Are you the type of sales manager that every employer wants? Find out where you stand in the world of sales management and jobs. (Read Full Article)

      Comment

    16. 2013 Sales Motivation Tune-Up

      Explore thesaleshunter.com (Jan 31 2013)

      We’re a month into 2013 and it’s not too early to be looking at where you are compared to your yearly number. Your annual number is to be a motivator, not a “downer,” so use it as just that — a tool to keep you motivated. Regardless of where you stand year-to-date, it is essential [...]

      (Read Full Article)

      Comment

    17. Jan 30, Why Gathering Sales Information Makes You Money

      Explore sales-training-sales-tips.com (Jan 30 2013) Inside Sales , Tips , Training

      Information makes you money because the more you have the more sales you can close and the more rewards you can earn. You could actually close more sales by slowing down your sales pitch, holding off from speeding towards the closing sales stage, and finding out more about your customer. I've seen this technique work so many times that it makes sense to see if will work for you. Read more... (Read Full Article)

      Comment

    18. Key Skills of an Effective Sales Manager

      Explore BrianTracy.com (Jan 29 2013) Sales Management , Training

      Being a sales manager is a team activity requiring that you get results through others. The main problem with sales management is that most sales managers are not trained or skilled in sales management. Most are promoted because they did a good job in sales. But sales is an individual activity requiring individual motivation, key skills and achievement. These are totally different requirements. The best news is that as a sales manager, you are in a great position to achieve all your personal and (Read Full Article)

      Comment

    19. What is a Fair Price? How About those Prices for Football Tickets?

      Explore Google FeedBurner (Jan 29 2013)

      It’s time for grown people to do stupid things. I’m talking, of course, about what people will pay to attend a certain football game taking place in New Orleans this coming weekend. What I find interesting is how the price of tickets for a game like this peaks a week before the event and then [...]

      (Read Full Article)

      Comment

    20. How To Think Like A Superhero | Your Absolute Best Year Yet 2013

      Explore Robin Sharma (Jan 26 2013)

      To state the blindingly obvious: unless you change the way you lived in 2012, you’ll see the same results you saw last year this year. Why would you want to do that to yourself? And how you start off these first 90 days of 2013 will profoundly influence the way the whole year turns out. So here’s my suggestion: Stop listening to the lies your fears are trying to sell you. Silence the chattering voices of the naysayers and critics. Quiet your doubts and disbeliefs. Let’s leap into 2013 set to sha (Read Full Article)

      Comment

    21. See more articles >>

  5. The Pocket Guide For Sales Survival is Here!!!

  6. Contact The Island of Sales

     

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    Jason and Randy speak and consult as a team or individually. Company events, keynotes, sales kick off meetings, conferences and more...

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