Books by Bill Stnnett

The Digital Selling Handbook (McGraw Hill 2022)

Bill Stinnett’s third book is full of actionable advice for sales professionals and business owners for growing sales in today’s increasingly virtual marketplace.

Rapid changes in where and how people live, work, and do business in recent years, have triggered major shifts in how customers shop for and buy virtually everything! Sales and marketing professionals are faced with the harsh reality of rethinking their entire approach to engaging clients in today’s virtual marketplace―or risk quickly becoming irrelevant. They need to rethink their entire sales approach―and The Digital Selling Handbook shows them how to do just that.

This comprehensive guide builds readers’ understanding of customer psychology and buying behavior in the new digital-first world. It provides best practices for engaging customers using a variety of methods. Digital selling expert and founder of Sales Excellence, Inc., Bill Stinnett covers the entire sales and marketing process, showing how to:

• Create a magnetic personal brand that attracts prospective customers
• Engage customers earlier in the buying process
• Develop an evergreen lead machine using strategies of world-class organizations
• Write articles, emails, and social media posts that trigger customer action
• Find and create new opportunities through outbound prospecting
• Turn customer conversations into sales opportunities and revenue

Finding and attracting new business will always be one of the most vital aspects of business success. In today’s transformed world of selling, those with the smartest, more forward-looking strategies will be the ones to come out on top. The Digital Selling Handbook provides everything you need to keep ahead of the curve and in front of the competition.

Selling Results! (McGraw Hill 2006)

The Innovative System for Maximizing Sales by Helping Your Customers Achieve Their Business Goals

In Selling Results! Bill Stinnett, the bestselling author of Think Like Your Customer, takes his innovative sales philosophy to the next level by offering a complete sales system based on the belief that the best way to improve your sales results is to focus on helping your customers achieve their desired business results.

Stinnett’s revolutionary Results-Based Selling method will help you measure, manage, and maximize your sales results by:

• Increasing Deal Size – Boost the average size of sales transactions and the duration of sales contracts
• Accelerating Sales Velocity – Shorten your own business development process as well as your customer’s buying process
• Improving Sales Predictability – Increase your closure rate and the accuracy of sales forecasts

Using Stinnett’s original opportunity scorecard, customer results map, results-based negotiation process, and other powerful tools, you’ll improve your effectiveness in:

• Creating new sales opportunities
• Determining which deals to invest your time in
• Reaching and selling to senior executives
• Building stronger customer relationships
• Negotiating for maximum profitability
• Closing more opportunities, faster!

Selling Results! is packed with practical advice for putting Stinnett’s cutting-edge ideas to use, and includes a 16-point implementation checklist for making the Results-Based Selling method work for you. These concepts, strategies, techniques, and tools can be implemented as a complete system, or individually integrated with whatever processes and infrastructure you already have in place.