Books published by Bennion Kearny Ltd

Don't hack your way around the sales cycle! A successful career in B2B software, hardware or services sales is challenging and requires many things: great people skills, a dynamic attitude, and robust negotiating talents. But it requires more than that. An individual's skills need to be supported with an effective sales methodology, proper Customer Relationship Management systems, and regular progress reviews. If you don't know you are winning, you are losing.Ace the Sale! is a no nonsense guide, uniquely written for the busy sales rep. Using a golf course analogy, this book takes each hole as a must-do step in the sales cycle. There is clear instruction on everything the sales rep needs, including how to raise your Emotional Intelligence and better connect with prospects, understanding how to price deals, recognising when to 'walk away', what reference visits should accomplish, developing dynamic presentations skills, and much more!Based on the author's highly successful sales career experiences, and filled with real world examples and insights - this book offers a fast track understanding for greater success in the tough but exciting world of sales. If you are a sales rep who wants to sell more software, hardware or services more often, with higher margins, then this book is for you. Even experienced reps and managers will find valuable information that is new, provocative, even controversial, but all geared towards one thing - selling!- Become a sales rep superstar: close more sales with better margins- Develop your Emotional Intelligence and understand what makes your prospects tick- See why the informal structure in a company is more important than the formal hierarchy- Boost your negotiating skills with real world tips, hints and insights- Learn the tell tale signs of a deal heading south- Recognise why saying "no" in a sales cycle is a strength, not a weakness- Uncover the truth when everyone is lying to you- A step-by-step, no-nonsense, fast track guide to the sales cycle, written by an industry expertTestimonials:"Being able to train presales people to become Ace sales reps protects cash flow, reduces head count and ensures that the prospect actually works with a sales rep that knows and understands their issues. I would definitely recommend this book to any sales rep, manager or investor." Matt Crotty, Chairman of InsightSoftware.com."A great read and a particle guide in closing complex B2B sales." Rod McDonald, Ex SVP of Sales JD Edwards."Ace The Sale is a great read for anyone that is involved in "B2B" selling where multiple buyers are involved. Packed full of practical examples, Nick has the right balance of great advice and humorous real life stories. I can see this book being a hit with major account sales reps and their managers." Geoffrey Finlay, Software Entrepreneur, Chairman and CEO.

Are you looking to get into work for the first time, or after a break? Not sure where to start? Then let the Equip Workbook help you! Employment should be more than just a 'job'.Employment should be a positive experience which keeps you interested, motivated, fulfilled, and (of course) paid. Naturally, getting a job can prove a challenge at times, especially if you have convictions, but this workbook is designed to help anyone looking to enter or re-enter the world of employment - irrespective of background or missing qualifications. Even if you have no idea what you want to do, this workbook will help guide you systematically through the processes needed to choose a career, set goals, identify obstacles, and develop resilience.EQUIP covers all aspects of job hunting, from thinking about possible careers to CV writing to preparing for interviews. There is a detailed section on disclosing convictions - what needs to be disclosed, when, and example disclosure statements. This workbook is a focused but enjoyable way to help get into work! Full details on the Bennion Kearny website.