Bits about Books

In Conversation with Andrea Waltz, Author, Go For No. She speaks to Subhanjan Sarkar in this episode of her book, “Go for No! Yes is the Destination, No is How You Get There”.

Mike Kunkle is a respected sales transformation architect and an internationally recognized expert on sales training, sales effectiveness, and sales enablement. He’s spent 36 years in the sales profession and 26 years as a corporate leader or consultant, helping companies drive dramatic revenue growth through best-in-class training strategies and proven-effective sales transformation systems. 

Mike is the founder of Transforming Sales Results, LLC, and today works as the Vice President of Sales Effectiveness Services for SPARXiQ, where he advises clients, publishes thought leadership, speaks at conferences, leads webinars, develops sales training courses, delivers workshops, and designs and implements sales enablement systems that get results.  

Mike Kunkle

The Building Blocks of Sales Enablement

* The transformation in sales has been in the making for a few decades. New technologies, coupled with new management principles. But only a small segment of the profession was able to apply all the principles. In this book, Mike Kunkle helps sales managers by outlining the principles of sales enablement and explaining how the parts fit together. He goes into the basics of what Sales Enablement is, and what it should be. 

* The book looks at influencers of sales performance from systems thinking perspective and aids in driving sales success through a framework that includes tools, processes and programs that leverage maximum impact. The book is intended for front-line sales managers, sales teams, sales executives, and account executives. * Mike Kunkle’s framework is buyer centric, mature, holistic, and cross-functional, diving into aspects of operations, customer success, IT and Learning and Development. Sales coaching is an integral part of the framework, with great emphasis on empowering sales professionals. 

These

and more insights from the ground in this great episode of Bits About Books.

Run time – 36.48 mins.

Julie Hansen is a virtual presentation expert and founder of the Selling On Video Master Class.  She is the author of Sales Presentations for Dummies and ACT Like a Sales Pro, and the soon to be released, Look Me In the Eye: Using Video to Build Virtual Relationships. 

In addition to a career in sales, Julie worked as a professional actor appearing in over 50 commercials, films, and television shows, including HBO’s Sex & The City. 

Julie Hansen

Look Me In The Eye

* From her background as an on-screen performer, Julie Hansen is able to guide professionals in body language and acting for communicating the right signals. In today’s world of virtual meetings and over-the-camera sales, it is even more crucial to convey credibility, authenticity, and empathy. In this book, actors and performers provide insights on how to appear on camera and build relationships on video that can lead to greater sales, improved collaboration, and increased productivity. 

* The book tells you how to talk to the camera to build eye contact, and strengthen relationships through gestures, and active listening. It tells you how to start thinking of the camera as your customer. It talks about how to engage in dynamic two-way conversations, and maintain engagement with your audience while managing slides, screens, participants, and tools. * The book also dives deep into technical requirements, such as camera, background, lighting and sound. It also talks about a suitable wardrobe for the best appearance. And also, how to read body language. 

These

and more insights from the ground in this great episode of Bits About Books.

Run time – 39.02 mins.

An IIT-IIM alumnus, Amit has coined the term Salespreneur®, created a sales strategy Use Case Selling® and has professional selling experience in twenty-three countries across bootstrapped, Series A, B, C and D start-ups. 

Amit aims to harness and evangelize four life skills: sales, mindfulness, nutritional diet, and personal finance. He believes that incremental progress in harnessing these life skills helps us balance material accomplishments and spiritual growth. Amit’s two books, The Ultimate Sales Accelerator and Small Is Big, are steps in this journey of evangelizing the four life skills and balancing spirit and matter.  

Amit Agarwal

Small is Big

* Life and business are two inseparable tenets of human activity. Amit Agarwal blends life skills and business acumen into a philosophy that brings balance and poise and promotes growth. The seeds of the idea of “Small is Big” were sown during a meditation exercise, which was in itself extremely painful. The answer to how to reduce the discomfort of this twenty-minute exercise seemed to be obvious— divide the twenty minutes into one-minute chunks and focus on only one minute at a time. * Amit Agarwal started observing aspects of the “small” in every facet of the business. He used extensive research and life experiences to formulate his ideas, applying them to the three aspects— life, business and activity. The book details seven important productivity tools such as mindmaps, and the author has also used mindmaps to structure his ideas and construct the book. His first hand-sketched mindmap was the initial blueprint of the topics he would cover in the book. * His topics cover the domino effect, and how small energy transmissions can have multiplier effects leading to big results, as well as topics such as small wins and small goals. The author also looked at HBR research on employee productivity, which claimed that “support in progress” was a factor in employee success. this led the author to develop his idea on “incremental progress focusing on small rather than big”. These and various other topics are covered in the book “Small is Big”. 

These

and more insights from the ground in this great episode of Bits About Books.

Run time – 40.15 mins.

In Conversation with Fred Copestake, Author, “Hybrid Selling”. He speaks to Subhanjan Sarkar in this episode on his book, Hybrid Selling

In Conversation with Peter Cohan. He speaks to Subhanjan Sarkar in this episode of his book, "Great Demo".

In Conversation with Park Howell, Business Story Strategist, Keynote Speaker, Sales Storytelling Coach, Podcaster, Brand Raconteur, and author. He speaks to Subhanjan Sarkar in this episode on his book, "Brand Bewitchery".

In Conversation with Lee B. Salz, Sales Management Strategist, Sales Architects. He speaks to Subhanjan Sarkar in this episode of his book, “Sell Different”.

In Conversation with Anuj Adhiya, Growth Advisor, Globalwork. He speaks to Subhanjan Sarkar in this episode of his book, 'Growth Hacking for Dummies'.

In Conversation with Ethan Beute, Author, Human-Centred Communication. He speaks to Subhanjan Sarkar in this episode on his book, Human-Centred Communication