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Steve Bookbinder

Steve Bookbinder

New York, New York

Steve Bookbinder is a renowned trainer, coach, and sales expert who helps businesses from around the world increase confidence and improve performance. He has trained over 50,000 salespeople and thousands more have accessed his training via online channels. He is the CEO and Lead/Sales Trainer expert at Digital Media Training.

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About the author

Steve is a renowned trainer, coach, and sales expert who helps businesses from around the world increase confidence and improve performance.

He has trained over 50,000 salespeople and thousands more have accessed his training via online channels.
http://www.dmtraining.net
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Pre-orders

36

Funded

$900.00

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36copies
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Success! Echo Selling has already sold 36 pre-orders , was pitched to 7 publishers , and will be published by Braughler Books LLC .
Braughler Books LLC logo

$25 Online Course - Pipeline Management

11 readers

Pre-order 1 copy and get access to our signature pipeline management course.

1 copy

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$25 Online Course - Great First Impressions

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Pre-order 1 copy and get access to our how to make a great first impression course.

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$50 1:1 Coaching Session

4 readers

Pre-order 2 copies and get a personalized coaching session with Steve Bookbinder about how to improve your sales performance.

2 copies

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$75 Online Course Bundle - Pipeline Management + Great First Impressions

1 reader

Pre-order 3 copies and get access to our signature pipeline management course AND our how to make a great first impression course.

3 copies

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$125 Training Webinar - Echo Selling

0 readers

Pre-order 5 copies and get a sneak peek into Echo Selling for you and 4 colleagues.

In this 45-minute webinar, we'll highlight the key strategies and tactics of Echo Selling and how you can start using them right away.

5 copies

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$375 Custom Virtual Training Workshop

0 readers

Pre-order 15 copies and we will deliver a custom 60-minute virtual training workshop for your sales team.

You can select from one of our signature topics or select a topic of your choice.

15 copies + ebook included

Free shipping

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$1250 Sponsor Package

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Pre-order 50 copies as a sponsor and endorser and we will feature you in the book.

Plus, you get a 1:1 coaching session with Steve Bookbinder to discuss how to incorporate Echo Selling into your sales approach.

50 copies

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Echo Selling

Making more sales through your buyer's circle of influencers

Echo Selling is the playbook for sales professionals who want to master the new world of sales where buyers are more likely motivated by the circle of influencers in their life rather than by sales pitches directly from salespeople.

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Marketing & Sales
50,000 words
25% complete
4 publishers interested

Synopsis

B2B buyers have changed. The buying process has become a complicated maze of decision-makers, influencers, online information, procurement, and more.

The availability of quality information and algorithms through digital channels has made it much easier for buyers to gather information independently, meaning sellers have less access and fewer opportunities to influence customer decisions. In fact, Gartner research finds that when B2B buyers are considering a purchase, they spend only 17% of that time meeting with potential suppliers. When buyers are comparing multiple suppliers, the amount of time spent with any one sales rep is only 5% or 6%.

“Echo Selling” is a new set of skills preferred by a new generation of buyers who increasingly rely on confirmation from their circle of influencers. Echo Selling reaches those influencers with a compelling buying rationale and value-driven mindset. This book reinvents sales teams and sales careers. Selling now begins with personal marketing through email and social selling that incorporates branding with engagement - nurturing prospects until they have enough validation from their circle of influencers that they are ready to have a discussion.

OUTLINE:

A) The Concept
a. Echo Selling - overview / definition / examples
b. Demonstration: talking indirectly through mutual contacts.
c. The buying process: understanding the buying process journey
d. How the sales process taught by trainers no longer aligns
e. The B2B buyers has changed into the B2C buyer

B) The Tactics
f. Creating a compelling buying Rationale
g. Communicating your rationale: the elevator pitch
h. Adjusting your pitch for lead sources and sales specialties
i. Preparing answers to the 3 important client questions

C) The Strategy
j. The heart of Echo Selling: the cross-channel communication cadence
k. Social Selling and Echo Selling
l. Email Marketing and Echo Selling
m. Phone Prospecting and Echo Selling
n. Networking and Echo Selling
o. Optimizing your approach

Sales arguments

  • Email Marketing: 6K / LinkedIn: 4,300 / Newsletter: 5K readers / Content Distribution Partners
  • Echo Selling will have a forward written by a sales leader, CEO or Chairman and will quote at least 6 popular sales leaders from national or international companies (all past clients and/or investors).
  • Steve frequently network with current and past corporate clients and remains in contact with corporate decision makers as they move to new jobs.
  • Steve regularly works and communicates with salespeople, sales managers and trainers in the US, Europe and Asia and occasional work with clients in Latin America.
  • The author and his company have created videos which they use in the delivery of their training services - and can leverage the ability to create videos for promoting the book.

Similar titles

  • “The Challenger Sale” by Matthew Dixon and Brent Adamson, Portfolio/Penguin 2011 - The Challenger Sale is specifically about discovering a new way to sell and it combines concepts with specific tactics that a seller can use immediately. Whereas Echo Selling explains how the buyer has changed and is now following a new buying process; requiring a new set of activities to do the job of selling, and providing examples salespeople across all industries and verticals can use and specific actions all sellers
  • “Influence: The Psychology of Persuasion” by Robert B. Cialdini, HarperCollins 2006 - Echo Selling will be similar in that it looks at persuasion. However, Steve’s book specifically applies to buying and selling behavior.
  • “Getting Past No: Negotiating in Difficult Situations” by William Ury, Bantam (1993) - Echo Selling is not only about an individual seller and buyer - it is how a salesperson, leveraging the resources of their entire organization, can influence all of the influencers and decision makers in the customer’s organization.

Audience

The target reader and the target book buyer are 2 different groups: a salesperson who is either new-to-sales, experienced but new-hire, or experienced seller in a changing environment/marketplace/ or territory and a salesperson, their company / boss (manager), and the trade organization the company belongs to.

4 publishers interested
Braughler Books LLC logo Braughler Books LLC

100 copies • Completed manuscript
Braughler Books is a hybrid publishing company, offering customized book publishing guidance services and consultations to first time and repeat authors alike. We work one-on-one in a collaborative fashion with authors to help them publish a high-quality book, using a blend of traditional and digital printing methods, as well as electronic publishing and distribution. If it's your first time publishing, we'll be sure to answer your questions and point out the ones you didn't know to ask. And if you have been down the publishing path before, we'll have more direct discussions about what worked for you and didn't, and how to build on and improve from your last experience. Regardless of whether it's your first time or third time publishing, you'll have a partner there for you to reach out to as you continue to grow your audience and seek new opportunities.

Hybrid publisher

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1106 Design, LLC logo 1106 Design, LLC

Dear Author,

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Service publisher

Children Fiction, Christian Fiction, Commercial Fiction, Contemporary Fiction, Historical Fiction, Literary Essay, Literary Fiction, Mind & Body, Mystery, Thriller, Horror & Suspense, Mythology & Folk Tales, Poetry, Science Fiction & Fantasy, Women's Fiction, YA Fiction, Biography & Memoir, Business & Money, Career & Success, Children Non-Fiction, Christian Non-Fiction, Cookbooks, Food & Wine, Communication Skills, Corporate Culture, Current Affairs, Economics, Education, Entrepreneurship & Small Business, Health, Fitness & Dieting, History, Humor & Entertainment, Journalism, Management & Leadership, Marketing & Sales, Mindfulness & Happiness, Money & Investment, Motivation & Inspiration, Nature & Environment, Parenting, Personal Growth & Self-Improvement, Philosophy, Politics & Social Sciences, Popular Science, Productivity & Time Management, Psychology, Reference, Religion & Spirituality, Science, Sex & Relationships, Society & Culture, Sports & Outdoors, Technology & the Future, Travel, YA Non-Fiction, Science Fiction & Humour

Worldwide

Authors Unite logo Authors Unite

250 copies • Partial manuscript.
Authors Unite helps you become a profitable author and make an impact. We take care of printing and distribution through major online retailers, developmental editing, and proofreading with unlimited revisions. We take care of the entire process for you from book cover design all the way to set up your backend so all your book royalties go straight to your bank account. We can also help with ghostwriting if you prefer not to have to figure out all the steps on how to write a book yourself.

With our book marketing services, you don’t need to worry about figuring out all the steps on how to market a book or how to become a bestselling author. We’ve helped hundreds of authors become bestselling authors on Amazon, USA Today, and The Wall Street Journal. We take care of the entire book launch process for you to help you sell thousands of copies of your book and become a bestselling author.


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Service publisher

Children Fiction, Christian Fiction, Comics & Graphic Novels, Commercial Fiction, Contemporary Fiction, Historical Fiction, LGBT Fiction, Literary Fiction, Mystery, Thriller, Horror & Suspense, Mind & Body, Mythology & Folk Tales, Romantic Fiction, Science Fiction & Fantasy, Women's Fiction, YA Fiction, Biography & Memoir, Business & Money, Career & Success, Children Non-Fiction, Christian Non-Fiction, Communication Skills, Corporate Culture, Crafts & Hobbies, Creativity, Current Affairs, Economics, Education, Entrepreneurship & Small Business, Health, Fitness & Dieting, History, Humor & Entertainment, Journalism, LGBT Non-Fiction, Management & Leadership, Marketing & Sales, Mindfulness & Happiness, Money & Investment, Motivation & Inspiration, Nature & Environment, Parenting, Personal Growth & Self-Improvement, Philosophy, Politics & Social Sciences, Popular Science, Productivity & Time Management, Psychology, Reference, Religion & Spirituality, Science, Sex & Relationships, Society & Culture, Sports & Outdoors, Technology & the Future, Travel, YA Non-Fiction, Science Fiction & Humour

Worldwide

Bright Communications LLC logo Bright Communications LLC

Looking for all types of books, including fiction, children's books, health, memoir, business books, and cookbooks
Bright Communications LLC is a woman- and veteran-owned custom publisher in Hellertown, PA. Founding CEO Jennifer Bright is a Book Doula, whose passion is helping authors bring their books to life. Our team of expert editorial, design, and marketing pros help authors go from idea to completed books and retain 100% of the rights to their work. We also offer four custom publishing packages and a $1900 self-publishing assist program.

Service publisher

Children Fiction, Christian Fiction, Commercial Fiction, Contemporary Fiction, Historical Fiction, LGBT Fiction, Literary Essay, Literary Fiction, Mind & Body, Mystery, Thriller, Horror & Suspense, Mythology & Folk Tales, Romantic Fiction, Science Fiction & Fantasy, Women's Fiction, YA Fiction, Art & Photography, Biography & Memoir, Business & Money, Career & Success, Children Non-Fiction, Christian Non-Fiction, Coloring Books for Grown-Ups, Comics & Graphic Novels, Cookbooks, Food & Wine, Communication Skills, Corporate Culture, Crafts & Hobbies, Creativity, Current Affairs, Economics, Education, Entrepreneurship & Small Business, Health, Fitness & Dieting, History, Humor & Entertainment, Illustrated Books, Journalism, Management & Leadership, Marketing & Sales, Mindfulness & Happiness, Money & Investment, Motivation & Inspiration, Nature & Environment, Parenting, Personal Growth & Self-Improvement, Philosophy, Politics & Social Sciences, Popular Science, Productivity & Time Management, Psychology, Reference, Religion & Spirituality, Science, Sex & Relationships, Society & Culture, Sports & Outdoors, Technology & the Future, Travel, YA Non-Fiction, Science Fiction & Humour

United Kingdom, United States, Canada

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  • Marlene Carrington
    on Oct. 16, 2020, 12:36 p.m.

    I am excited to read your book - if it is anything like your training, it will be fun and educational.

  • Juliana Alpendre
    on Oct. 27, 2020, 11:12 p.m.

    Best of luck with the publishing of your new book. Looking forward to reading it!

  • Lance Joseph
    on Oct. 28, 2020, 1:11 a.m.

    Hi Steve,
    Thank you for sharing your insights into this fascinating concept. I cannot wait to get my copy and learn about echo sales.

  • Laurence Fenwick
    on Nov. 21, 2020, 1:45 p.m.

    Steve:

    Looking forward to the book, but never want to visit this site again. Horrible user experience.

    Good luck with the sales.

    Scott Fenwick