Sell Like a Team: The Blueprint for Building Teams that Win Big at High-Stakes Meetings PDF Download

Author: Michael S. Dalis
Publisher: McGraw Hill Professional
ISBN: 1259861163
Category : Business & Economics
Languages : en
Pages : 304

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Book Description
Build a championship sales team that prepares, practices, and plays in sync—and closes every deal Gone are the days of meeting a client for lunch, chatting about your product, and closing the sale over dessert. Buyers today look very differently from those of the past. They make networked purchasing decisions by committee, with diverse roles, interests and backgrounds. With access to more information and a greater ability to share it, they demand value, access and alignment from their counterparties. Sales is now a team sport, and to win you have to build and manage selling squads that work in complete alignment—not just during client meetings, but before and after, as well. In Sell Like a Team, Michael Dalis, a senior consultant at the legendary sales training firm, The Richardson Company, guides you through the process of creating and managing selling squads that execute and win in every sales meeting or pitch. Winning selling squads are fueled by trust. There is an effective leader and every member knows his or her role. They plan, practice and make adjustments together. During customer meetings, they execute as a unit. And afterward, they debrief together so they can advance the sale, replicate the high points and eliminate the low ones in future meetings. In today’s competitive market, the difference between the winner and all the others is a lean at the tape. There’s a world of difference between teams that are qualified and those that win. This groundbreaking guide provides everything you need to create and organize selling squads that win more and win big.

Author: Jennifer R. Veltsos
Publisher: SAGE Publications
ISBN: 1071925288
Category : Business & Economics
Languages : en
Pages : 540

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Book Description
Managerial Communication focuses on communication skills and strategies that managers need to be successful in today’s workplace. Known for its holistic overview of communication and focus on managerial competencies, it continues to be the market leader in the field. The Ninth Edition provides coverage of current topics like managing hybrid and virtual teams, ChatGPT and artificial intelligence, and empathic listening.

Author: Geraldine E. Hynes
Publisher: SAGE Publications
ISBN: 1506365132
Category : Business & Economics
Languages : en
Pages : 489

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Book Description
A Practical, Strategic Approach to Managerial Communication Managerial Communication: Strategies and Applications focuses on communication skills and strategies that managers need to be successful in today’s workplace. Known for its holistic overview of communication, solid research base, and focus on managerial competencies, this text continues to be the market leader in the field. In the Seventh Edition, author Geraldine E. Hynes and new co-author Jennifer R. Veltsos preserve the book’s strategic perspective and include new updates to reflect the modern workplace. The new edition adds a chapter on visual communication that explains how to design documents, memorable presentations, and impactful graphics. New coverage of virtual teams, virtual presentations, and online communication help students avoid common pitfalls when using technology. "This is probably the best book on Managerial Communication in the market." –Astrid Sheil, California State University San Bernardino

Author: Michael Dalis
Publisher:
ISBN:
Category : Sales management
Languages : en
Pages : 256

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Book Description
Showing you how to build a championship sales team that prepares; practices; and plays in syncand closes every deal; this groundbreaking guide provides everything you need to create and organize selling squads that win more and win big. --

Author: Tanvir Bhangoo
Publisher: TBX Digital Inc.
ISBN: 1777939518
Category : Business & Economics
Languages : en
Pages : 307

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Book Description
Speaker, Author, and P.R.O. Business Strategist Tanvir Bhangoo shares the leadership blueprint for achieving success in disruptive and uncertain environments – built from championship winning sports teams. Includes foreword by Jeff Adamson - Cofounder of SkiptheDishes and Neo Financial. Tasked with leading high stakes, transformational projects, tech executive Tanvir Bhangoo had to rely on more than just business fundamentals to excel. Tanvir applied leadership lessons from sports, based on what he had learned on the football field, to help organizations adapt and transform amid disruption and chaos. To share his winning formula with leaders around the world, he created The P.R.O. Business Mindset. This framework offers actionable leadership strategies to make big plays in the business world. In this book, Tanvir takes the reader through the 3 stages of The P.R.O. Business Mindset: O: The Off-Season (assess and build) R: The Regular Season (execute and implement) P: The Playoffs (optimize and gain momentum) Through engaging storytelling, Tanvir delivers tactical insights on how to build business playbooks and teams that can weather changes, allowing executives to battle competitive pressures, rising consumer demands, and turnover. It also includes 23 exclusive interviews with elite level athletes turned business leaders.

Author: Tim Sanders
Publisher: Penguin
ISBN: 0698408217
Category : Business & Economics
Languages : en
Pages : 256

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Book Description
Sales genius is a team sport. As a B2B sales leader, you know that by Murphy’s Law, despite your team's best efforts, some deals will inevitably get stuck or key relationships will go sour. And too often, it's the most important ones—the last thing you need when millions of dollars are on the line. "Dealstorming" is Tim Sanders’s term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it “a Swiss Army knife for today’s toughest sales challenges.” It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment. Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with. Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast. You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from non-sales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done. The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as a sales executive and consultant, personally leading dozens of sales collaboration projects. It also features the results of interviews with nearly two hundred B2B sales leaders at companies such as LinkedIn, Altera and Novell. The strategies laid out in Dealstorming have led to a stunning 70% average closing ratio for teams across all major industries, leading to game-changing deals and long-term B2B relationships. Now you can learn how to make dealstorming work for you.

Author: Gen. Stanley McChrystal
Publisher: Penguin
ISBN: 0698178513
Category : Business & Economics
Languages : en
Pages : 304

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Book Description
From the New York Times bestselling author of My Share of the Task and Leaders, a manual for leaders looking to make their teams more adaptable, agile, and unified in the midst of change. When General Stanley McChrystal took command of the Joint Special Operations Task Force in 2004, he quickly realized that conventional military tactics were failing. Al Qaeda in Iraq was a decentralized network that could move quickly, strike ruthlessly, then seemingly vanish into the local population. The allied forces had a huge advantage in numbers, equipment, and training—but none of that seemed to matter. To defeat Al Qaeda, they would have to combine the power of the world’s mightiest military with the agility of the world’s most fearsome terrorist network. They would have to become a "team of teams"—faster, flatter, and more flexible than ever. In Team of Teams, McChrystal and his colleagues show how the challenges they faced in Iraq can be rel­evant to countless businesses, nonprofits, and or­ganizations today. In periods of unprecedented crisis, leaders need practical management practices that can scale to thousands of people—and fast. By giving small groups the freedom to experiment and share what they learn across the entire organiza­tion, teams can respond more quickly, communicate more freely, and make better and faster decisions. Drawing on compelling examples—from NASA to hospital emergency rooms—Team of Teams makes the case for merging the power of a large corporation with the agility of a small team to transform any organization.

Author: Bush Wes
Publisher:
ISBN: 9781777119317
Category : Business & Economics
Languages : en
Pages : 276

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Book Description
"Product-Led Growth is about helping your customers experience the ongoing value your product provides. It is a critical step in successful product design and this book shows you how it's done." - Nir Eyal, Wall Street Journal Bestselling Author of "Hooked"

Author: Brian W. Fitzpatrick
Publisher: "O'Reilly Media, Inc."
ISBN: 1491932511
Category : Business & Economics
Languages : en
Pages : 190

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Book Description
In the course of their 20+-year engineering careers, authors Brian Fitzpatrick and Ben Collins-Sussman have picked up a treasure trove of wisdom and anecdotes about how successful teams work together. Their conclusion? Even among people who have spent decades learning the technical side of their jobs, most haven’t really focused on the human component. Learning to collaborate is just as important to success. If you invest in the "soft skills" of your job, you can have a much greater impact for the same amount of effort. The authors share their insights on how to lead a team effectively, navigate an organization, and build a healthy relationship with the users of your software. This is valuable information from two respected software engineers whose popular series of talks—including "Working with Poisonous People"—has attracted hundreds of thousands of followers.

Author: Keith M. Eades
Publisher: John Wiley & Sons
ISBN: 1118872428
Category : Business & Economics
Languages : en
Pages : 246

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Book Description
Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: Selling in times of economic uncertainty, broad information access, and new buyer behavior Why collaboration is so important to the new buyers The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver Buyer alignment, risk mitigation, and the myth of control Situational fluency, and the role of technology Focused sales enablement, and buyer-aligned learning and development Implementation and establishment of a dynamic sales process The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.