The 8 Buyer Personas (and How to Sell to Them)

by Mike Schultz, RAIN Selling Blog

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Ideas: “Regardless of the business or emotional reasons why people buy, every buyer has personal preferences for how they like to buy.  There are eight distinct buyer personas to get to know, learn to identify, and learn to help buy.  If you understand all eight, can identify which ones your actual prospects resemble, and plan your actions to meet their personal buying styles and criteria, you’ll win more sales.”

Selling to Big Companies

by Jill Konrath

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Ideas: Good tips about classical selling, particularly helpful for smaller businesses trying to get a hearing

SNAP Selling:

Speed Up Sales and Win More Business with Today’s Frazzled Customers

by Jill Konrath

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Ideas: “Jill Konrath knows, better than anyone else, that busy people hate to be sold to and they don’t buy products. Jill also knows what does work – that people are eager to invest in things that make their life better.”

- David Meerman Scott, bestselling author of The New Rules of Marketing & PR and World Wide Rave

The Rise of the Corporate Transmedia Storyteller

by Steve Rubel, Forbes

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Ideas: Companies can stand out by making their internal content into artistic multimedia presentations

The Little Black Book of Online Business:

1001 Insider Resources Every Business Owner Needs

by Paul Galloway

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Ideas: Comprehensive coverage of tools for selling online, including audio, blogs, autoresponders, CGI scripts, conferencing, e-zines, podcasting, SEO, and video

Starting an Online Business

All-in-One Desk Reference for Dummies,  Second Edition

by Shannon Belew and Joel Elad

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Ideas: Eleven mini-books in one cover the whole process, from the business plan to web site building to marketing, PR and advertising tools and social media

The New Rules of Marketing and PR

by David Meerman Scott

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Ideas: A new approach to selling that uses the power and reach of the Internet and multimedia technologies to provide useful content to prospective customers, to build credibility and make people want to do business with you

Sales & Selling: Websites and Blogs

Jill Konrath’s Snap Selling

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SellingPower: News and Insight for Sales Leaders (Gerhard Gschwandtner)

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Ideas: A comprehensive blog with a nice mixture of classical sales topics (such as motivation and handling objections), new technology, and new media.