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Author: Amy Franko Publisher: ISBN: 9781945389023 Category : Languages : en Pages :
Book Description
Welcome to the new sales economy: the ever-changing intersection of business trends, technology, and cultural dynamics. It's disruptive. It's transformational. It's also full of opportunity.Left-field competition. Commoditization. App-like mindsets. Less loyalty. More decision makers. Faster ROI expectations. All of this has shifted what our prospects and clients need to succeed, and how they want to interact with and buy from us. This evolution in professional selling challenges everything for sales leaders and sales professionals-how to win new clients, grow existing business, and deliver sales results. In The Modern Seller, Amy Franko explains the factors behind this challenging new sales economy and its impact on customers, sellers, and leaders. She explains why it demands a modern seller: one who is a recognized differentiator, extends the value of his or her company's offerings, and is viewed by his or her clients as the competitive advantage in their success. Franko explains the Five Dimensions of the Modern Seller, which will become your blueprint for success in modern selling. These Five Dimensions-agile, entrepreneurial, holistic, social, and ambassador-will 10X the effectiveness of your sales activities and results. Through research, stories of her own personal journey, as well as anecdotes of other modern sellers, Frank offers specific and actionable strategies for sales professionals and leaders. You'll deliver top results and impact.
Author: Amy Franko Publisher: ISBN: 9781945389023 Category : Languages : en Pages :
Book Description
Welcome to the new sales economy: the ever-changing intersection of business trends, technology, and cultural dynamics. It's disruptive. It's transformational. It's also full of opportunity.Left-field competition. Commoditization. App-like mindsets. Less loyalty. More decision makers. Faster ROI expectations. All of this has shifted what our prospects and clients need to succeed, and how they want to interact with and buy from us. This evolution in professional selling challenges everything for sales leaders and sales professionals-how to win new clients, grow existing business, and deliver sales results. In The Modern Seller, Amy Franko explains the factors behind this challenging new sales economy and its impact on customers, sellers, and leaders. She explains why it demands a modern seller: one who is a recognized differentiator, extends the value of his or her company's offerings, and is viewed by his or her clients as the competitive advantage in their success. Franko explains the Five Dimensions of the Modern Seller, which will become your blueprint for success in modern selling. These Five Dimensions-agile, entrepreneurial, holistic, social, and ambassador-will 10X the effectiveness of your sales activities and results. Through research, stories of her own personal journey, as well as anecdotes of other modern sellers, Frank offers specific and actionable strategies for sales professionals and leaders. You'll deliver top results and impact.
Author: Harry Beckwith Publisher: Business Plus ISBN: 0759521522 Category : Business & Economics Languages : en Pages : 138
Book Description
SELLING THE INVISIBLE is a succinct and often entertaining look at the unique characteristics of services and their prospects, and how any service, from a home-based consultancy to a multinational brokerage, can turn more prospects into clients and keep them. SELLING THE INVISIBLE covers service marketing from start to finish. Filled with wonderful insights and written in a roll-up-your-sleeves, jargon-free, accessible style, such as: Greatness May Get You Nowhere Focus Groups Don'ts The More You Say, the Less People Hear & Seeing the Forest Around the Falling Trees.
Author: Alessandra Wood Publisher: Routledge ISBN: 0429796633 Category : Architecture Languages : en Pages : 292
Book Description
Designed to Sell presents an engaging account of mid-twentieth-century department store design and display in America from the 1930s to the 1960s. It traces the development of postwar philosophies of retail design that embodied aesthetics and function and new modes of merchandise display, resulting in the emergence of a new type of industrial designer. The evolution of aesthetics in department stores during this period reflected larger cultural shifts in consumer behaviour and lifestyle. Designed to Sell explores these changes using five key case studies and original archival sources to reveal the link between designers and consumption beyond the design of individual objects. It argues that design is not simply connected to retail consumption, but that it is capable of controlling how and where customers shop and what they are drawn to purchase. This book contextualises this discussion and brings it up to date for students and scholars interested in design, retail, and interior history.
Author: David B. Ruderman Publisher: University of Washington Press ISBN: 0295805595 Category : Religion Languages : en Pages : 193
Book Description
The history of a single book sheds light on the beginnings of modern Jewish thought In 1797, in what is now the Czech Republic, Pinḥas Hurwitz published Book of the Covenant. Nominally an extended commentary on a sixteenth-century kabbalist text, Pinḥas’s publication was in fact a compendium of scientific knowledge and a manual of moral behavior. Its popularity stemmed from its ability to present the scientific advances and moral cosmopolitanism of its day in the context of Jewish legal and mystical tradition. Describing the latest developments in science and philosophy in the sacred language of Hebrew, Hurwitz argued that an intellectual understanding of the cosmos was not at odds with but actually key to achieving spiritual attainment. In A Best-Selling Hebrew Book of the Modern Era, David Ruderman offers a literary and intellectual history of Hurwitz’s book and its legacy. Hurwitz not only wrote the book, but also was instrumental in selling it, and his success ultimately led to the publication of more than forty editions in Hebrew, Ladino, and Yiddish. Ruderman provides a multidimensional picture of the book and the intellectual tradition it helped to inaugurate. Complicating accounts that consider modern Jewish thought to be the product of a radical break from a religious, mystical past, Ruderman shows how, instead, a complex continuity shaped Jewish society’s confrontation with modernity.
Author: Shanti Graheli Publisher: BRILL ISBN: 9004340394 Category : History Languages : en Pages : 583
Book Description
Buying and Selling explores the many facets of the business of books across and beyond Europe, adopting the viewpoints of printers, publishers, booksellers, and readers. Essays by twenty-five scholars from a range of disciplines seek to reconstruct the dynamics of the trade through a variety of sources. Through the combined investigation of printed output, documentary evidence, provenance research, and epistolary networks, this volume trails the evolving relationship between readers and the book trade. In the resulting picture of failure and success, balanced precariously between debt-economies, sale strategies and uncertain profit, customers stand out as the real winners.
Author: Jamie Shanks Publisher: ISBN: 9781792978036 Category : Languages : en Pages : 128
Book Description
The ultimate Account-based Sales guide for the modern, digital seller. SPEAR Selling is the battle-tested process for both sales leaders and sales professionals to leverage in their pursuit for greater account-based sales results. Author Jamie Shanks has trained and advised 100's of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). The key to account-based sales results is the focus on upfront planning that leverage key competitive differentiators, used to significantly improve account activation and opportunity creation. Combine this focus on account planning, with a relentless accountability to structured sales activity, and this account-based motion will: -Increase the volume of opportunities in a territory -Shorten the timeline to opportunity creation in key accounts -Increase the conversion of prospective accounts into customers -Select the right accounts -Plan & Storyboard the engagement strategy -Engage with a structured process -Activate & educate with a Bold & Different strategy than the competition -Run or Replace (build sales pipeline with an objective framework). If you or your sales organization is running an account-centric sales motion, and you're not leveraging social proximity as a key competitive differentiator in your account selection process - you've already lost your competitive advantage. Let this book be your guide to being first, bold and different in your service of the modern, digital buyer.
Author: Amy Stanley Publisher: Univ of California Press ISBN: 0520270908 Category : History Languages : en Pages : 281
Book Description
“At last, a study that goes far beyond the urban-centered discourse with which we are already familiar to place the trafficking of women in a solid historical and comparative context. Through a carefully reasoned and balanced analysis of diverse sources, Stanley shows how prostitution practices varied. This book will set the standard for studies of prostitution in early modern Japan for decades to come.” -Anne Walthall, University of California, Irvine “Selling Women is a remarkable achievement. With her gaze fixed firmly on the young women whose labor sustained prostitution as an industry, Amy Stanley traces shifts in the moral economy of the sex trade over the course of the Tokugawa era, and unveils the ironic consequences of economic growth and social change. This meticulously researched, wonderfully written book is a major contribution to the literature on gender and society in Japan.” -David L. Howell, Harvard University
Author: David Priemer Publisher: Page Two ISBN: 1989603203 Category : Business & Economics Languages : en Pages : 0
Book Description
While a Vice President at Salesforce, David Priemer had an epiphany during one of the company's high-pressure selling periods: the very sales tactics they were using were not working on him. Yes, the numbers still showed results, but through brute force rather than elegance and efficiency. Priemer also discovered that his sales colleagues were spending far more time on leads that did not convert to sales than on those that did. His company--and his entire profession--was acting with more than enough gusto, but without enough awareness and empathy. They were not selling the way they buy. Sell the Way You Buy is about much more than putting yourself in the customer's shoes. Customers don't always know what they want or need, or they may be seeking a solution for something that isn't their core problem. They suffer from status quo bias, from recency bias, from confirmation bias. And meanwhile, the state of overwhelming choice has most products and solution providers adrift in the "Sea of Sameness." In today's world, almost everyone is in sales, but as Priemer realized, we don't teach it. Sell the Way You Buy will show you how to ask questions, how to listen, how to tell a compelling brand story, and how to talk to customers (how to talk to people). Priemer reveals scientifically supported methods to understand the customer, identify their needs, and move them toward the right solution--all the while teaching you to avoid all the reasons why the average person doesn't like salespeople. In short, to sell the way you buy.
Author: Amy Franko
Author: Amy Franko
Author: Harry Beckwith
Author: Alessandra Wood
Author: David B. Ruderman
Author: Shanti Graheli
Author: Jamie Shanks
Author: Donald J. Moine
Author: Amy Stanley
Author: David Priemer
Author: Thomas J. Williams