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Author: John Coburn Publisher: Lulu.com ISBN: 1411650891 Category : Business & Economics Languages : en Pages : 214
Book Description
Based on twenty plus years of selling enterprise software solutions, "Selling High Value Software" is about winning deals at the highest attainable value. It covers first-hand tips and techniques that you can use to boost value recognition and sustain it through the most demanding sales cycle. These are ideas and suggestions that will help you through the sales negotiations, due diligence processes and commercial situations that are typical of high value software contracts. Aimed at small and medium sized software companies who develop original intellectual content, the book is a street-fighter's guide to value creation and is beautifully paced throughout it's high-octane 200+ pages.
Author: John Coburn Publisher: Lulu.com ISBN: 1411650891 Category : Business & Economics Languages : en Pages : 214
Book Description
Based on twenty plus years of selling enterprise software solutions, "Selling High Value Software" is about winning deals at the highest attainable value. It covers first-hand tips and techniques that you can use to boost value recognition and sustain it through the most demanding sales cycle. These are ideas and suggestions that will help you through the sales negotiations, due diligence processes and commercial situations that are typical of high value software contracts. Aimed at small and medium sized software companies who develop original intellectual content, the book is a street-fighter's guide to value creation and is beautifully paced throughout it's high-octane 200+ pages.
Author: Joe Girard Publisher: Simon and Schuster ISBN: 0743273966 Category : Business & Economics Languages : en Pages : 196
Book Description
Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.
Author: Thomas Buchegger Publisher: Anchor Academic Publishing (aap_verlag) ISBN: 3954891816 Category : Business & Economics Languages : en Pages : 100
Book Description
The author is beyond excited about the potential that comes from new ventures. One of the key characteristics of successful entrepreneurs is courage, but courage only is most often far too little and can end up in a fiasco soon. The author is convinced that there is a set of rules that is valid for most companies. Knowledge and usage of this set of rules could make an entrepreneurs life much easier. The key question within this book is: 'What aspects of business development are of tremendous importance for Software as a Service start up companies?' In order to find some answers to this question the author defined a pattern by outlining his findings within a fictional company called CashOnePro.
Author: Robert W. Bly Publisher: Linden Publishing ISBN: 1610350200 Category : Language Arts & Disciplines Languages : en Pages : 241
Book Description
Packed with income-generating ideas about creating a variety of saleable written works, this guide includes information for researching and writing effective, instructional materials and calling upon a variety of publishing channels, including magazines, traditional book publishers, self-publishing, and the Internet. The mechanics behind becoming a successful writer and information packager are presented in this resource that explores how to write and sell simple information in multiple formats, allowing writers to turn specialized knowledge into money-making books and products.
Author: Thomas Metz Publisher: John Wiley & Sons ISBN: 0470456906 Category : Business & Economics Languages : en Pages : 405
Book Description
In Selling the Intangible Company, Thomas Metz helps entrepreneurs and venture capitalists to better understand the process of selling a company whose value is strategic. He addresses all the key issues surrounding the sale of a company in which the value is in its technology, its software, and its know-how–but has not yet shown up on its balance sheet. Filled with in-depth insights and expert advice, this book provides essential information for business professionals and technology CEOs who need to understand the nuances of selling a company with intangible value.
Author: Ruth D. Fisher Publisher: Pearson Education ISBN: 0131364421 Category : Business & Economics Languages : en Pages : 376
Book Description
“Many books discuss high-tech decision making, but this is the only book I know of that provides a systematic approach based on objective analysis.” —Matthew Scarpino, author of Programming the Cell Processor “This book offers a unique approach to analyzing business strategy that changes the focus and attitude to a lively and fun exercise of treating business strategy as a game.” —Dave Hendricksen, Architect, Thomson-Reuters USE GAME THEORY TO SOLVE THE #1 PROBLEM THAT CAUSES NEW TECHNOLOGIES TO FAIL IN THE MARKETPLACE: LACK OF COORDINATION Too many advanced technologies fail the test of adoption, at immense cost to their creators and investors. Why? Many new technologies are launched into complex ecosystems where hardware, software, and/or connectivity components must work together—for instance, next-generation gaming and video platforms that can only succeed if they offer attractive, compatible content. Often, users aren’t ready to give up existing systems, and content or connectivity providers aren’t ready to move away from existing markets. In either case, the real issue is a lack of coordination. Fortunately, coordination problems have specific, proven solutions, and Winning the Hardware–Software Game shows you exactly how to find them. Drawing on advanced ideas from game theory, economics, sociology, and business strategy, author Ruth D. Fisher presents a systematic framework for identifying, assessing, and resolving coordination problems among all the participants in a product ecosystem. Writing in plain, nontechnical, nonmathematical English, Dr. Fisher helps you discover specific steps that will prepare your customers and partners for successful adoption. Using these techniques, you can shape strategy, systematically reduce risk, and dramatically increase profitability. Topics covered in this book include: Discovering the forces that drive or delay adoption by users and content providers Understanding networks, network effects, switching costs, technology compatibility, and other crucial issues Speeding the pace of adoption, and getting to the “tipping point” sooner Clarifying and restructuring the incentives that motivate users and software providers Engineering new systems to maximize the likelihood of adoption Creating expectations of adoption and decreasing the relative value of older systems Learning from Apple Newton versus Palm Pilot, HD DVD versus Blu-Ray, and other significant technology battles Leveraging lock-in, path dependence, standardization, and first-mover advantage With so much at stake, Winning the Hardware–Software Game is a required resource for everyone concerned with new technology adoption—executives, strategists, R&D leaders, marketers, product managers, industry analysts, and investors alike.
Author: Ajay Ahuja Publisher: How To Books ISBN: 1848035969 Category : Business & Economics Languages : en Pages : 157
Book Description
If you can point and click a mouse, type on a keyboard and have a basic grasp of the English language then you can make a fortune on the internet if you know what to do. This book will show you exactly what to do. You will learn how to: * Build a website and go live in 1 hour * Accept online payments and set up statements to track your income * Drive traffic to your site by getting your site listed instantly with the major search engines like Yahoo and Google. * Earn up to GBP10 per click every time someone clicks on your site * Earn up to GBP115 every time someone fills out a form on your site * Get other web publishers to sell your stuff *Create a database of readers you can profit from every time you update your site * Have a chat room, forum and video forum on your website for free * Automatically send out an email everyday with no input from you * Incorporate a search box on your site that makes you money every time someone searches * Add ready-made articles about your chosen subject to your site completely free - simply copy and paste!
Author: Robert Gaskins Publisher: Vinland Books ISBN: 0985142405 Category : Computers Languages : en Pages : 516
Book Description
PowerPoint was the first presentation software designed for Macintosh and Windows, received the first venture capital investment ever made by Apple, then became the first significant acquisition ever made by Microsoft, who set up a new Graphics Business Unit in Silicon Valley to develop it further. Now, twenty-five years later, PowerPoint is installed on more than one billion computers, worldwide. In this book, Robert Gaskins (who invented the idea, managed its design and development, and then headed the new Microsoft group) tells the story of its first years, recounting the perils and disasters narrowly evaded as a startup, dissecting the complexities of being the first distant development group in Microsoft, and explaining decisions and insights that enabled PowerPoint to become a lasting success well beyond its original business uses.
Author: Neil Rackham Publisher: Taylor & Francis ISBN: 1000111482 Category : Business & Economics Languages : en Pages : 253
Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: John Coburn
Author: John Coburn
Author: Joe Girard
Author: Thomas Buchegger
Author: Robert W. Bly
Author: Thomas Metz
Author: Ruth D. Fisher
Author: 
Author: Ajay Ahuja
Author: Robert Gaskins
Author: Neil Rackham