Shortform Books

5 Sales Management Tips: Help Your Reps Succeed

What distinguishes a good sales manager from a mediocre one? What are some sales management tips that can help you become the former? Sales managers have a lot on their plate. They inspire sales reps to do their best while sourcing top talent for the business. They set ambitious yet realistic sales goals and hold their team accountable for them. They ensure a healthy sales culture by ensuring fair compensation and celebrating top performers. These five sales management tips will help you set your team for success.

The Ultimate Strategy for B2B and B2C Sales

What is the key to securing B2B sales? How does the business-to-business sales approach differ from business-to-customer’s? B2B and B2C sales approaches are polar opposites. With business-to-business selling (B2B), it’s important to make sure you’re talking to the right person at the company. For business-to-customer sales, you need to cast a wide net in your marketing efforts to reach lots of people at once. Keep reading to learn about B2B and B2C sales strategies.

Rework: Book Overview (J. Fried & D. H. Heinemeier)

What is Jason Fried and David H. Hansson’s Rework about? What is the main premise of their business philosophy? Co-founders Jason Fried and David H. Hansson of 37signals, a company that creates online management tools, believe that anyone can start and operate a business with fewer resources than they think. In their book Rework, they present a less-is-more philosophy of entrepreneurship, deconstructing the conventional business wisdom and rewriting it according to today’s Internet-based paradigm. Below is a brief overview of the key points.

5 Negative Leadership Behaviors You Must Stop

What makes a negative leader? What are some examples of bad leadership? In his book What Got You Here Won’t Get You There, Marshall Goldsmith discusses five bad habits of leadership. These five bad habits center on either negative leadership (for example, through anger, criticism, or hurtful comments) or withholding positivity (for instance, by refusing to praise people). Here are the five top habits to avoid when it comes to negativity as a leader.

10 Health and Happiness Rituals From Robin Sharma

What are Robin Sharma’s ten health and happiness rituals from The Monk Who Sold His Ferrari? How can these daily rituals help you improve your life? Rituals exist in everything from grand religious ceremonies to daily life—for example, knocking on wood to ward off bad luck is a type of ritual. Studies suggest that rituals are so common because they work. Rituals give you a feeling of power and control—in this case, power over yourself and control over your life. Continue reading for Robin Sharma’s ten daily rituals.

Sex at Dawn: Quotes by Ryan and Jethá

Looking for Sex at Dawn quotes Christopher Ryan and Cacilda Jethá? What do Ryan and Jethá have to say about polygamy and evolution? In their book Sex at Dawn, Ryan and Jethá claim that prehistoric humans lived in multimale-multifemale mating systems, not polygynous harems or monogamous pair bonds. Their aim is to rewrite the narrative of human history. Keep reading for quotes from Sex at Dawn with explanations.

The Way of the Superior Man: Book Overview

What does The Way of the Superior Man book say about how to understand women? What are the responsibilities of a Superior Man in a relationship? In his book The Way of the Superior Man, David Deida outlines how a Superior Man should act in a relationship. He provides advice on how to understand the feminine mind, a man’s role in a relationship, and how to rejuvenate attraction. Keep reading for relationship advice from the book.

Hiring Salesmen: How to Build an A-Star Sales Team

Do you struggle with high sales executive turnover? What can you do to improve your chances of hiring effective salesmen? A high turnover amongst salespeople is a common problem for many sales managers. Hiring salesmen is difficult because there is a shortage of good candidates. Here are some techniques for improving your chances of hiring top sales talent.

High Employee Expectations Drive Performance

Why is it important to communicate employee expectations? How does setting high expectations for employee performance help drive better results for your organization? Your expectations of your team affect how they perform: when you expect people to do well, they tend to follow suit. Conversely, when you expect people to fail, they probably will. Your employee expectations become a self-fulfilling prophecy—how you see them is how they will see themselves. Here are three ways to show your team you have high expectations.

Building a Business Model From Scratch

Do you have a business idea in mind? What are the key business aspects you need to consider when building a business model? Starting a business requires a business model which defines how the different elements of your business will function together to make a profit. If you are a beginner entrepreneur, you’re likely at a loss: Where do you even start? Fortunately, there is a simple framework designed specifically for building a coherent business model from scratch. In this article, you’ll learn how to build a business model from scratch using the Business Model Canvas framework by Osterwalder and