Author: Erik Peterson Publisher: McGraw Hill Professional ISBN: 0071752587 Category : Business & Economics Languages : en Pages : 273
Book Description
Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.” —Karen Quintos, CMO and SVP, Dell Inc. “The concepts outlined in this book are critical skills to building a world-class presales organization.” —Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.” —Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!” —Ken Powell, Vice President, Worldwide Sales Enablement, ADP “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.” —Aron Ain, CEO, Kronos About the Book: In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story—the one in which they are the heroes and they achieve success. Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals. With Conversations That Win the Complex Sale, you’ll learn how to: Differentiate yourself from the competition by finding your “Value Wedge” Avoid parity in your value propositions by creating “Power Positions” Create a message that can literally double the number of deals you close Spike customer attention and create “Wow” in your conversations Prove all your claims without resorting to lists of boring facts and statistics Your competitors are out there telling their own corporate story—a story customers don’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets.
Author: Erik Peterson Publisher: McGraw Hill Professional ISBN: 1260462765 Category : Business & Economics Languages : en Pages : 268
Book Description
Proven customer engagement approaches for winning in the most important moments driving profitability and growth—customer retention and expansion Industry analysts report that up 70-80% of business growth comes from existing customers. So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance? Or, worse yet, using a one-size-fits-all approach to acquisition as you do for expansions? The Expansion Sale provides everything you need to seize the competitive edge in the customer-success space. Authors Erik Peterson and Tim Riesterer explain how the buying psychology of existing customers differs from that of new customers, and show how to adapt your commercial engagement strategies accordingly. They provide clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures.
Author: Erik Peterson Publisher: McGraw Hill Professional ISBN: 0071849726 Category : Business & Economics Languages : en Pages : 256
Book Description
The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle The Three Value Conversations provides the tools and methods you need to differentiate you and your solution from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle. Based on extensive research, the authors’ program enables salespeople to articulate value in three essential conversations with the customer: the Differentiation Conversation (creating value), the Justification Conversation (elevating the value to the right level of decision maker), and the Maximization Conversation (capturing that value and maximizing the size of your opportunities).
Author: Jenn Reese Publisher: Henry Holt and Company (BYR) ISBN: 1250243025 Category : Juvenile Fiction Languages : en Pages : 164
Book Description
A 2021 Oregon Book Award Winner An NPR Best Book of 2020 A Finalist for the 2021-22 Maine Student Book Award A 2021 Mythopoeic Awards Finalist Andre Norton Award finalist Jenn Reese explores the often thin line between magic and reality, light and darkness in her enchanting middle grade standalone. "Brings to life, viscerally, what it is like to live in fear of abuse—even after the abuse itself is over. But there is magic here too, and the promise of a better future that comes with learning to let people who care about you into your world." —Alan Gratz, New York Times-bestselling author of Refugee “A captivating and touching story... both whimsical and emotionally—sometimes frighteningly—compelling.” —Ingrid Law, Newbery Honor-winning author of Savvy "Magically creative and deeply honest, A Game of Fox & Squirrels merges games and grimness in a fantasy tale that tells the truth." —Elana K. Arnold, Printz Honor-winning author of Damsel and A Boy Called Bat After an incident shatters their family, eleven-year old Samantha and her older sister Caitlin are sent to live in rural Oregon with an aunt they've never met. Sam wants nothing more than to go back to the way things were... before she spoke up about their father's anger. When Aunt Vicky gives Sam a mysterious card game called "A Game of Fox & Squirrels," Sam falls in love with the animal characters, especially the charming trickster fox, Ashander. Then one day Ashander shows up in Sam’s room and offers her an adventure and a promise: find the Golden Acorn, and Sam can have anything she desires. But the fox is hiding rules that Sam isn't prepared for, and her new home feels more tempting than she'd ever expected. As Sam is swept up in the dangerous quest, the line between magic and reality grows thin. If she makes the wrong move, she'll lose far more than just a game. Perfect for fans of Barbara O'Connor, Lauren Wolk, and Ali Benjamin, A Game of Fox & Squirrels is a stunning, heartbreaking novel about a girl who finds the light in the darkness... and ultimately discovers the true meaning of home.
Author: Neil Rackham Publisher: McGraw Hill Professional ISBN: 0071368825 Category : Business & Economics Languages : en Pages : 240
Book Description
Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Author: Sam Harris Publisher: HarperCollins ISBN: 0062857800 Category : Psychology Languages : en Pages : 451
Book Description
A New York Times New and Noteworthy Book From the bestselling author of Waking Up and The End of Faith, an adaptation of his wildly popular, often controversial podcast “Sam Harris is the most intellectually courageous man I know, unafraid to speak truths out in the open where others keep those very same thoughts buried, fearful of the modish thought police. With his literate intelligence and fluency with words, he brings out the best in his guests, including those with whom he disagrees.” -- Richard Dawkins, author of The Selfish Gene “Civilization rests on a series of successful conversations.” —Sam Harris Sam Harris—neuroscientist, philosopher, and bestselling author—has been exploring some of the most important questions about the human mind, society, and current events on his podcast, Making Sense. With over one million downloads per episode, these discussions have clearly hit a nerve, frequently walking a tightrope where either host or guest—and sometimes both—lose their footing, but always in search of a greater understanding of the world in which we live. For Harris, honest conversation, no matter how difficult or controversial, represents the only path to moral and intellectual progress. This book includes a dozen of the best conversations from Making Sense, including talks with Daniel Kahneman, Timothy Snyder, Nick Bostrom, and Glenn Loury, on topics that range from the nature of consciousness and free will, to politics and extremism, to living ethically. Together they shine a light on what it means to “make sense” in the modern world.
Author: Dale Herd Publisher: Simon and Schuster ISBN: 1947951491 Category : Fiction Languages : en Pages : 424
Book Description
Set in the blighted industrial landscape of the Los Angeles basin, Dreamland Court is an underground love story. Just out of prison, Johnny Dalton returns home to find his wife Jackie, the mother of his two small children, passionately involved with one of his good friends. Doing everything in his power to win her back, Johnny blunders his way through one criminal enterprise after another. When the cops pick him up for being the only adult present at a wild teenage party, he’s sent back to jail. The strange thing is, as far as Jackie is concerned, Johnny’s maneuvers actually work. Reminiscent of the pathos in Hubert Selby’s Last Exit to Brooklyn, and the comedy of John Synge’s The Playboy of the Western World, Dale Herd focuses his astute gaze on lives that are ordinarily invisible, while turning the conventional love story on its head. “...and I like Dale Herd for prose.” Allen Ginsberg, Poetry Flash “No one writes American better than Dale Herd. His writing is like some bastard offspring of a liaison between Charles Bukowski and Joan Didion—unflinching and streetwise as Bukowski, but with Joan Didion ’s unfailing clarity and intelligence.” Lewis MacAdams, Wet Magazine, a Journal of the Avant-Garde “Herd has an acute sense of what people say as against what they mean. This creates the tension in the prose: that something emotionally unbearable is being spilled out into completely bearable talk.” Keith Abbott, on Wild Cherries, San Francisco Review of Books “Known for his brilliant short prose pieces as published in the books, Early Morning Wind, Wild Cherries, Diamonds, and Empty Pockets, Dale Herd is a meticulous recorder of the language we move around in, and he possesses the skill and guts to take it all the way. His underground novel Dreamland Court is simply a masterpiece.” Kevin Opstedal, Blue Press Books
Author: Zig Ziglar Publisher: HarperCollins Leadership ISBN: 1418530298 Category : Business & Economics Languages : en Pages : 109
Book Description
Here in a short, compact and concise format is the basics of how to persuade more people more effectively, more ethically, and more often. Ziglar draws from his fundamental selling experiences and shows that while the fundamentals of selling may remain constant, sales people must continue learning, living, and looking: learning from the past without living there; living in the present by seizing each vital moment of every single day; and looking to the future with hope, optimism, and education. His tips will not only keep your clients happy and add to your income, but will also teach you ideas and principles that will, most importantly, add to the quality of your life. Content drawn from Ziglar on Selling.
Author: Michael T. Bosworth Publisher: McGraw Hill Professional ISBN: 0071501975 Category : Business & Economics Languages : en Pages : 274
Book Description
FROM THE BESTSELLING AUTHOR OF SOLUTION SELLING The program that is revolutionizing highend selling, by showing companies how to "clone" their top sales performers CEOs would pay anything to replicate their best salespeople; CustomerCentric SellingTM explains instead how to replicate their skills. It details a repeatable, scalable, and transferable sales process that formats the questions that superior salespeople ask, and then uses the results to influence and enhance the words and behaviors of their colleagues. CustomerCentric SellingTM shows salespersons how to differentiate themselves and their offerings by appealing to customer needs, steering away from making one-way presentations and toward having meaningful and goal-oriented conversations. Currently offered in workshops and seminars around the world, its program provides step-by-step directions to help sales professionals: Transform sales calls into interactive conversations Position their offerings in relation to buyer needs Facilitate a more consistent customer experience Achieve shorter sales cycles Integrate sales and marketing into a cooperative, cross-functional team CustomerCentric SellingTM details a trademarked sales process that incorporates dozens of elements, skills, and sequences into a coherent and proven methodology. By teaching a specific yet innovative model for selling big ticket, often-intangible products and services, it shows sales professionals and executives how to make the seller-buyer relationship far less adversarial, and take selling to a higher level.
Author: Everest Media, Publisher: Everest Media LLC ISBN: Category : Business & Economics Languages : en Pages : 38
Book Description
Please note: This is a companion version & not the original book. Sample Book Insights: #1 The difference between winning and losing is not just about where you show up and who you speak with, but what you say when you get there. Sales methodology is about how to structure an opportunity or an account, but it’s the messaging that fuels the process. #2 In a hypercompetitive environment, where customers are overwhelmed by the amount and complexity of information, you must differentiate yourself from the competition by having the right messages. #3 The top strategic initiative for sales is to fuel better customer conversations, according to research conducted by several major analyst firms. #4 The success of a salesperson isn’t going to be determined by where they show up, but by what they say when they get there. Thus, it is important to evaluate your customer conversations and your sales process to see if they help you position your offerings as solutions to client problems.
Author: Erik Peterson
Author: Erik Peterson
Author: Erik Peterson
Author: Jenn Reese
Author: Neil Rackham
Author: Sam Harris
Author: Dale Herd
Author: Zig Ziglar
Author: Michael T. Bosworth
Author: Everest Media,