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Listen to sell

Mike Esterday • Derek Roberts

How Your Mindset, Skillset, and Human Connections Unlock Sales Performance.

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Sales success begins with you

You can’t sell without listening to your customers—and yourself. In Listen to Sell, sales experts and coaches Mike Esterday and Derek Roberts draw on their decades of industry experience to reveal the conversations, mindset, and skillset needed to amplify your sales confidence and bring purpose back to your customer relationships.

Whether you’re an experienced sales executive who’s hit a plateau, a sales manager looking to motivate your team, or a newer sales rep who just isn’t sure they’re cut out for sales, this book is your breakthrough.

You’ll then learn how to hone your skillset—the daily tools and tactics that make or break sales—by creating a personal sales plan. Finally, you’ll master human connection through sales conversations with your customers, and coaching conversations with yourself and your manager.

What they’re saying…

A refreshingly different book about sales that elevates the role of selling to the level it deserves.

JACK ZENGER AND JOE FOLKMAN,

Co-Founders of Zenger Folkman and co-authors of:

The New Extraordinary Leader: Turning Good Managers into Great Leaders

The secret sauce of successful sales. A must-read for anyone looking to create loyal customers.

KEN BLANCHARD,

co-author of The One Minute Manager and Raving Fans

Mike and Derek know more about sales than anyone I know. All the tools you need to make yourself a better salesperson.

TRAVIS BRADBERRY,

#1 bestselling author of Emotional Intelligence Habits

In sales, there’s a time to talk and there’s a time to listen. This practical book shows you how to get it right.

MICHAEL BUNGAY STANIER,

author of The Coaching Habit and How to Work with (Almost) Anyone

Spells out clearly why selling is about establishing your true purpose and unlocking your internal drivers.

LISA EARLE MCLEOD,

best-selling author of Selling with Noble Purpose

A reminder that selling doesn’t happen until we listen first to our customers. My father, put it this way: ‘Seek First to Understand, Then to be Understood.

DAVID M.R. COVEY

CEO of SMCOVEY and bestselling co-author of Trap Tales: Outsmarting the 7 Hidden Obstacles to Success

Will make you proud to be part of the sales profession.

KARIN HURT,

founder and CEO, Let’s Grow Leaders

The step-by-step guide every salesperson needs to be successful in today’s market. You don’t read this book, you apply it.

MARK HUNTER

The Sales Hunter

In The Media

Podcast: How Mindset, Skillset and Human Connections Combine To Unlock Sales Performance

In this episode of Sales Pipeline Radio, host Matt Heinz welcomes Mike & Derek to discuss the importance of listening in the sales process, asking the right questions, preparation and focusing on the human elements of selling.

Podcast: Cultivate Talent and Enhance Skills for Revenue Growth

Mike joins this episode of the Run Revenue Show and shares the secret of how to hire, keep, and grow talent so you can run revenue like a pro.

Podcast: First comes confidence, then comes revenue goals

Listen to gain the tools, strategies, and mindset to improve your self-confidence as a way to hit sales goals. Whether you’re a seasoned revenue leader or an emerging sales professional, reminders about what a healthy dose of positive outlook can do to your business success are always valuable.

Podcast: How to Be a Sales Opportunity Maker

Trust and
authenticity are two of your biggest differentiators

Only 32 percent of people describe sales as a “trust-worthy” profession, while 88 percent buy only when they view a salesperson as a “trusted advisor.” (via LinkedIn research on B2B sales strategies)

Describe sales as a “trust-worthy” profession

About the Authors

Mike Esterday first discovered his talent for sales when he ranked number one out of 6,000 sales professionals in his first sales role, and then recruited and managed hundreds of salespeople. Forty years later, Esterday is a sought-after coach, speaker, and leader in sales management and training. Esterday established multiple successful companies and is a founding partner and CEO of Integrity Solutions. A past board member of the global Association of Learning Providers, he is a contributing member of the Forbes Business Council.

Derek Roberts has built, trained, and coached sales teams and sales leaders for nearly thirty years. Although he is an executive coach, consultant, and professional speaker, he is quick to identify himself first and foremost as a sales professional. An executive partner with Integrity Solutions since 1999, Roberts also owns the consulting and training firm Roberts Business Group, which sells and distributes Integrity Solutions’ products. He is co-author of Be a Mindsetter: The Essential Guide to Inspire, Influence and Impact Others.

INVITE THE AUTHORS TO SPEAK TO YOUR SALES TEAM