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Author: James Hayden Publisher: Hayden Marketing, LLC ISBN: 061560353X Category : Business & Economics Languages : en Pages : 153
Book Description
Adapt or die -as my first boss said. Your world is getting rocked. Why would anyone want to read another book touting successful selling techniques and how to sell more? Hasn’t just about everything that could be written about selling success been written? Or so it would seem, from the volume of available material on bookshelves that suggest how to sell yourself to others, or how to understand a prospect(s)’s reason for buying or determining the decision makers. And it hardly ends here. Every imaginable sales situation has been diagnosed and dissected countless times and numerous approaches to solutions applied. Yet are you any further ahead in your career as a salesperson? How is your close ratio? Are you earning more business or losing more business? Are you and your sales team wasting time trying to follow up on sales that just don’t close? How accurate is your sales pipeline? So, what IS new here? And what would entice someone to purchase another “business success” book? The world has changed since we published the first edition of this book in 2013. There are several updates and specifically, two new chapters: channel management and technology and the sales professional. McKinsey predicts 45% of all marketing and sales jobs will be replaced by AI. If you are not staying ahead of technology and following a sales process, you will end up like the buggy whip salesperson in the 1950s. Or like Mr. Brown the bookseller… in a bustling city, there was a street lined with small shops selling all kinds of goods. One of these shops was a small bookstore owned by an old man named Mr. Brown. Mr. Brown had been running his bookstore for over 40 years and had seen many changes in the city. Channel Management: Forrester reports that 75% of all technology sales revenue is through partners. What is prepared is a definitive guide for recruiting and selecting partners, how to onboard the partners, and continual, ongoing optimization of the partners. Technology, whew! My advisory/consulting clients suggested that a section was necessary on technology and today’s business development professional. My intention was to research and provide information on the impact of CRM and other sales technology support. During the past two years, I have been utilizing marketing intelligence, campaign management, and other sales-tracking CRM software. All these tools have improved sales processes and efficiency. Then, I discovered AI and how it’s impacted our work today and likely will impact how you approach business. Hang onto your hats, it’s going to be a fun ride. The changes and velocity of change are incredible.
Author: Ken Valla Publisher: Jones Media Publishing ISBN: 9781945849756 Category : Languages : en Pages : 120
Book Description
What is the recipe for becoming a high performing b2b salesperson? Conversational Selling provides a detailed look into the preparation and execution of 7 key sales conversations that drive success. The sales capabilities required in today's business environment are outlined in an easy to apply format. By providing a framework and set of strategies this book will help any b2b salesperson, regardless of experience, to increase their productivity. Salespeople will immediately see relevance through the real-life stories and examples threaded throughout. The take away from this book is fresh look into what it takes to be a true b2b sales high performer and the know-how to go do it.
Author: Judith E. Glaser Publisher: Routledge ISBN: 1351862073 Category : Business & Economics Languages : en Pages : 188
Book Description
The key to success in life and business is to become a master at Conversational Intelligence. It's not about how smart you are, but how open you are to learn new and effective powerful conversational rituals that prime the brain for trust, partnership, and mutual success. Conversational Intelligence translates the wealth of new insights coming out of neuroscience from across the globe, and brings the science down to earth so people can understand and apply it in their everyday lives. Author Judith Glaser presents a framework for knowing what kind of conversations trigger the lower, more primitive brain; and what activates higher-level intelligences such as trust, integrity, empathy, and good judgment. Conversational Intelligence makes complex scientific material simple to understand and apply through a wealth of easy to use tools, examples, conversational rituals, and practices for all levels of an organization.
Author: Matthew Dixon Publisher: Penguin ISBN: 1101545895 Category : Business & Economics Languages : en Pages : 242
Book Description
What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Author: James Hayden Publisher: Hayden Marketing, LLC ISBN: 061560353X Category : Business & Economics Languages : en Pages : 153
Book Description
Adapt or die -as my first boss said. Your world is getting rocked. Why would anyone want to read another book touting successful selling techniques and how to sell more? Hasn’t just about everything that could be written about selling success been written? Or so it would seem, from the volume of available material on bookshelves that suggest how to sell yourself to others, or how to understand a prospect(s)’s reason for buying or determining the decision makers. And it hardly ends here. Every imaginable sales situation has been diagnosed and dissected countless times and numerous approaches to solutions applied. Yet are you any further ahead in your career as a salesperson? How is your close ratio? Are you earning more business or losing more business? Are you and your sales team wasting time trying to follow up on sales that just don’t close? How accurate is your sales pipeline? So, what IS new here? And what would entice someone to purchase another “business success” book? The world has changed since we published the first edition of this book in 2013. There are several updates and specifically, two new chapters: channel management and technology and the sales professional. McKinsey predicts 45% of all marketing and sales jobs will be replaced by AI. If you are not staying ahead of technology and following a sales process, you will end up like the buggy whip salesperson in the 1950s. Or like Mr. Brown the bookseller… in a bustling city, there was a street lined with small shops selling all kinds of goods. One of these shops was a small bookstore owned by an old man named Mr. Brown. Mr. Brown had been running his bookstore for over 40 years and had seen many changes in the city. Channel Management: Forrester reports that 75% of all technology sales revenue is through partners. What is prepared is a definitive guide for recruiting and selecting partners, how to onboard the partners, and continual, ongoing optimization of the partners. Technology, whew! My advisory/consulting clients suggested that a section was necessary on technology and today’s business development professional. My intention was to research and provide information on the impact of CRM and other sales technology support. During the past two years, I have been utilizing marketing intelligence, campaign management, and other sales-tracking CRM software. All these tools have improved sales processes and efficiency. Then, I discovered AI and how it’s impacted our work today and likely will impact how you approach business. Hang onto your hats, it’s going to be a fun ride. The changes and velocity of change are incredible.
Author: Robert Iasillo Publisher: ISBN: 9780615156378 Category : Business & Economics Languages : en Pages : 144
Book Description
Lip Service is an enjoyable and humorous self-help title that teaches great conversational selling techniques while keeping you laughing. The lessons and laughs come at the comedic expense of the author who shares his conversational techniques by merging stories from his business and bachelor life. The subject of dating is something that everyone can relate to, and as Lip Service shows, it goes to the heart of the purest of all sales.
Author: Charles B. Roth Publisher: Penguin ISBN: 0136715125 Category : Business & Economics Languages : en Pages : 409
Book Description
The #1 bestseller on the art of closing sales is now fully updated to meet the challenges of today’s competitive new sales environment—with 53 case studies drawn from real life. The sixth edition features the newest selling tactics and strategies, the latest products, and the new salesperson/customer relations. Among the newer methods covered are critical path selling, group selling and teleconferencing, strategic selling, consultative selling, conceptual selling, empathic selling, and key account selling. Plus, you’ll also discover, step-by-step, the secrets of how to: • Analyze the customer’s psyche to determine your selling strategy • Cash in on the callbacks and follow-up visits • Make more effective use of the telephone • Get great leads from satisfied clients • Profit from telemarketing • Make sure a closed sale stays closed Highlighted by actual real-world examples that demonstrate these successful strategies and techniques in action, Secrets of Closing Sales gives you the tested tools you need to double or even triple your current income. “The appeal of this . . . is in the stories and closing lines collected from master salespeople. You’ll be struck by how simple and effective many techniques are.”—Executive Book Summaries
Author: David Cancel Publisher: John Wiley & Sons ISBN: 1119541867 Category : Business & Economics Languages : en Pages : 286
Book Description
Real-time conversations turn leads into customers Conversational Marketing is the definitive guide to generating better leads and closing more sales. Traditional sales and marketing methods have failed to keep pace with the way modern, internet-savvy consumers purchase goods and services. Modern messaging apps, which allow for real-time conversations and instant feedback, have transformed the way we interact in our personal and professional lives, yet most businesses still rely on 20th century technology to communicate with 21st century customers. Online forms, email inquiries, and follow-up sales calls don’t provide the immediacy that modern consumers expect. Conversational marketing and sales are part of a new methodology centered around real-time, one-on-one conversations with customers via chatbots and messaging. By allowing your business to communicate with customers in real time—when it’s most convenient for them—conversational marketing improves the customer experience, generates more leads, and helps you convert more leads into customers. Conversational Marketing pioneers David Cancel and Dave Gerhardt explain how to: Merge inbound and outbound tactics into a more productive dialog with customers Integrate conversational marketing techniques into your existing sales and marketing workflow Face-to-face meetings, phone calls, and email exchanges remain important to customer relations, but adding a layer of immediate, individual conversation drives the customer experience—and sales—sky-high.
Author: David Jobber Publisher: Pearson UK ISBN: 1292205075 Category : Electronic books Languages : en Pages : 703
Book Description
This new edition comes fully updated with new case studies, using working businesses to connect sales theory to the practical implications of selling in a modern environment. It also contains the results from cutting-edge research that differentiates it from most of its competitors. The book continues to place emphasis on global aspects of selling and sales management. Topics covered include technological applications of selling and sales management, ethics of selling and sales management, systems selling and a comprehensive coverage of key account management.
Author: James Hayden
Author: Ken Valla
Author: Nancy Bleeke
Author: Judith E. Glaser
Author: Matthew Dixon
Author: James Hayden
Author: Blair Enns
Author: Robert Iasillo
Author: Charles B. Roth
Author: David Cancel
Author: David Jobber