Overview

As the economy continues to recover from the pandemic, modern consumers expect more out of their salespeople. Everything we knew about clients and consumer behavior in 2020 has changed, and in order to drive success in a post-pandemic economy, our approach must change as well. In 2021 and beyond, leading with empathy is the key to sales mastery. In her forthcoming book, What's in the C.A.R.D.S.? 5 Proven Strategies to Connect with Clients for Sales Success, Global Sales Relationship Expert Cherilynn Castleman, MBA, draws on her 25 years of experience in enterprise sales to teach readers the five core competencies they need to leverage their lived experiences and everyday superpowers to create authentic connections, strengthen client relationships and drive exponential revenue growth. Sometimes when we least expect it, moments of significant change and upheaval can create opportunities to try new things that lead to great success. What's in the C.A.R.D.S.? is all about taking the sour lemons of 2020 and turning them into the best lemonade 2021 has to offer, for this year and beyond. No matter what challenges readers have had to overcome, or obstacles life has thrown in their way, this book will teach them how to take their lived experience and channel it for their success. By drawing on her own personal story, Cherilynn will show readers that adversity and loss are not liabilities to a successful sales career - they are assets. The challenges we face make us more resilient, more creative, and more flexible - all things readers need to take their careers to the next level.

Full Product Details

9781736505502

Table of Contents

Reviews

"""Each year, successful businesspeople pen an incalculable number of business books. Most go unread and the ones that are read are too often forgotten. The pragmatic advice of 'What's in the C.A.R.D.S.?' by Cherilynn Castleman avoids this fate because it is memorable. With its simple yet powerful, hands-on techniques coupled with easy to remember lessons, Castleman guides the reader in the art of relationship management through authentic, closer connections with one's highest value customers. In the post-pandemic world, everyone is prioritizing relationships. This book excels at step-by-step instructions, conversation prompts, and reminders of what is most important: winning the hearts and minds of your clients. This book is not about business strategies or cutting-edge research, it is about learning from a person who has honed her craft, it is in the form of straight-forward, easy-to-apply techniques. You'll keep it at your desk as a reference while you work to build the relationships that drive value and sales by letting your clients know that you are there to help them succeed. It's in the C.A.R.D.S."" Sharmain Matlock-Turner, President/CEO, Urban Affairs Coalition ""There were many 'takeaways' for me...but that story about the police trying to serve the warrant! I would've lost my $&@""! Wow! The way you handled that was legendary!"" Dave Green, Vice President of Public Affairs, Otter Public Relations ""Cherilynn Castleman is a true jedi master at sales strategy. This book is filled with practical, simple, and effective ways you can exponentially improve your business."" Christopher Kai, Fortune 100 Global Speaker, Author: Story-Based Leadership: How 2 Rise 2 The Top With Your Story ""This book couldn't have been written at a better time! I especially like the chapter 'Think Like a Queen.' This chapter most resonates with me because failure is an opportunity for growth! I think this book is relevant not just to sales professionals but to anyone who needs the keys to success!"" Kuran Williams, MBA, Enterprise Cloud Executive Advisor, Sr. Director, SAP ""I read the book with a smile on my face. It was like the feeling of anticipation and excitement that you get from a fiction book because you can't wait to see what else you're going to learn. It's so much more than a typical sales book it encourages you to level up and actually shows you how to go about doing it. You can feel the love between you and your father through those anecdotes you share, and it made the reading experience even more pleasurable. Today, I speak with Sales Leaders who are crying out for ways to improve their reps' ability to sell remotely, to cut through the noise and stand out as trusted advisors. This book is a direct response to those cries. It is so timely and relevant. Subtleties around initial discovery questions that encourage happy responses to set the tone of the meeting can completely improve the trajectory of a conversation. I found the entire book to be full of practical advice that can be implemented immediately."" Hannah Ajikawo, Founder & Sales Consultant, Growth Mode Ltd Full-time, United Kingdom"

Each year, successful businesspeople pen an incalculable number of business books. Most go unread and the ones that are read are too often forgotten. The pragmatic advice of 'What's in the C.A.R.D.S.?' by Cherilynn Castleman avoids this fate because it is memorable. With its simple yet powerful, hands-on techniques coupled with easy to remember lessons, Castleman guides the reader in the art of relationship management through authentic, closer connections with one's highest value customers. In the post-pandemic world, everyone is prioritizing relationships. This book excels at step-by-step instructions, conversation prompts, and reminders of what is most important: winning the hearts and minds of your clients. This book is not about business strategies or cutting-edge research, it is about learning from a person who has honed her craft, it is in the form of straight-forward, easy-to-apply techniques. You'll keep it at your desk as a reference while you work to build the relationships that drive value and sales by letting your clients know that you are there to help them succeed. It's in the C.A.R.D.S. Sharmain Matlock-Turner, President/CEO, Urban Affairs Coalition There were many 'takeaways' for me...but that story about the police trying to serve the warrant! I would've lost my $&@ ! Wow! The way you handled that was legendary! Dave Green, Vice President of Public Affairs, Otter Public Relations Cherilynn Castleman is a true jedi master at sales strategy. This book is filled with practical, simple, and effective ways you can exponentially improve your business. Christopher Kai, Fortune 100 Global Speaker, Author: Story-Based Leadership: How 2 Rise 2 The Top With Your Story This book couldn't have been written at a better time! I especially like the chapter 'Think Like a Queen.' This chapter most resonates with me because failure is an opportunity for growth! I think this book is relevant not just to sales professionals but to anyone who needs the keys to success! Kuran Williams, MBA, Enterprise Cloud Executive Advisor, Sr. Director, SAP I read the book with a smile on my face. It was like the feeling of anticipation and excitement that you get from a fiction book because you can't wait to see what else you're going to learn. It's so much more than a typical sales book it encourages you to level up and actually shows you how to go about doing it. You can feel the love between you and your father through those anecdotes you share, and it made the reading experience even more pleasurable. Today, I speak with Sales Leaders who are crying out for ways to improve their reps' ability to sell remotely, to cut through the noise and stand out as trusted advisors. This book is a direct response to those cries. It is so timely and relevant. Subtleties around initial discovery questions that encourage happy responses to set the tone of the meeting can completely improve the trajectory of a conversation. I found the entire book to be full of practical advice that can be implemented immediately. Hannah Ajikawo, Founder & Sales Consultant, Growth Mode Ltd Full-time, United Kingdom

Author Information

Cherilynn Castleman was born in Minneapolis, Minnesota, but has called many places home. As a sales coach and internationally renowned sales expert, Cherilynn teaches clients how to develop highly effective growth strategies and innovative go-to-market models to increase sales productivity and drive revenue. With over 20 years of enterprise C-level selling and relationship development experience with complex Healthcare and Life Sciences SaaS solutions, Cherilynn helps forward-thinking sales professionals and small business leaders solve their toughest sales, leadership, and culture challenges. Her trainings and insights equip her clients with the skills and knowledge they need to master executive sales, unlock potential, and maximize performance. Cherilynn currently serves as the Chief Learning Officer for Sistas In Sales, the first national organization to serve women of color in professional sales careers and the Managing Partner and Executive Coach at CGI, a consulting and training firm specializing in sales training, leadership development and executive coaching. Cherilynn holds an Executive MBA from Colorado State University. She lives in Washington, D.C. and enjoys cycling, kayaking, practicing yoga, and spending time with her two adult daughters and their families. For press related inquiries, or speaking or training opportunities, contact Cherilynn at info@cherilynncastleman.com, or visit her website: www.cherilynncastleman.com.

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