Author: Matthew Dixon Publisher: Penguin ISBN: 0593538110 Category : Business & Economics Languages : en Pages : 257
Book Description
From the bestselling co-author of The Challenger Sale, a paradigm-shattering approach to overcoming customer indecision and closing more sales In sales, the worst thing you can hear from a customer isn’t “no.” It’s “I need to think about it.” When this happens, deeply entrenched business advice says to double down on your efforts to sell a buyer on all the ways they might win by choosing you and your business. But this approach backfires dramatically. Why? Because it completely gets wrong the primary driver behind purchasing decision-making: once purchase intent is established, customers no longer care about succeeding. What they really care about is not failing. For years, sales expert Matthew Dixon has been busting longstanding business myths. Now in The JOLT Effect, he and co-author Ted McKenna turn their trademark analysis and latest research to the vital and growing problem of customer indecision—and offer a shocking new approach that turns conventional wisdom on its head. Drawing on a brand-new, first-of-its-kind study of more than two and a half million sales conversations from across industry, they reveal the surprising truth that high-performing sales reps grasp and their average-performing peers don’t: only by addressing the customer’s fear of failure can you get indecisive buyers to go from verbally committing to actually pulling the trigger. Packed with robust data, counterintuitive insights, and practical guidance, The JOLT Effect is the playbook for any salesperson or sales leader who wants to close the gap between customer intent and action—and close more sales.
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: Matthew Dixon Publisher: Penguin ISBN: 0698137582 Category : Business & Economics Languages : en Pages : 258
Book Description
Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they’ve turned their research and analysis to a new vital business subject—customer loyalty—with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty. Yet CEB’s careful research over five years and tens of thousands of respondents proves that the “dazzle factor” is wildly overrated—it simply doesn’t predict repeat sales, share of wallet, or positive wordof-mouth. The reality: Loyalty is driven by how well a company delivers on its basic promises and solves day-to-day problems, not on how spectacular its service experience might be. Most customers don’t want to be “wowed”; they want an effortless experience. And they are far more likely to punish you for bad service than to reward you for good service. If you put on your customer hat rather than your manager or marketer hat, this makes a lot of sense. What do you really want from your cable company, a free month of HBO when it screws up or a fast, painless restoration of your connection? What about your bank—do you want free cookies and a cheerful smile, even a personal relationship with your teller? Or just a quick in-and-out transaction and an easy way to get a refund when it accidentally overcharges on fees? The Effortless Experience takes readers on a fascinating journey deep inside the customer experience to reveal what really makes customers loyal—and disloyal. The authors lay out the four key pillars of a low-effort customer experience, along the way delivering robust data, shocking insights and profiles of companies that are already using the principles revealed by CEB’s research, with great results. And they include many tools and templates you can start applying right away to improve service, reduce costs, decrease customer churn, and ultimately generate the elusive loyalty that the “dazzle factor” fails to deliver. The rewards are there for the taking, and the pathway to achieving them is now clearly marked.
Author: Brent Adamson Publisher: Portfolio ISBN: 1591848156 Category : Business & Economics Languages : en Pages : 290
Book Description
Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
Author: James Billmaier Publisher: Advantage Media Group ISBN: 159932220X Category : Electric automobiles Languages : en Pages : 237
Book Description
The author explains why he believes the electric vehicle is going to rise to the top of the personal automobile market, discusses the benefits of electric cars, and considers the possible role of the electric vehicle in the transformation of the United States from an oil-based to an electric-powered economy.
Author: Phil Rosenzweig Publisher: Fordham Univ Press ISBN: 0823297756 Category : Biography & Autobiography Languages : en Pages : 339
Book Description
Finalist, 2021 Wall Award (Formerly the Theatre Library Association Award) The untold story behind one of America’s greatest dramas In early 1957, a low-budget black-and-white movie opened across the United States. Consisting of little more than a dozen men arguing in a dingy room, it was a failure at the box office and soon faded from view. Today, 12 Angry Men is acclaimed as a movie classic, revered by the critics, beloved by the public, and widely performed as a stage play, touching audiences around the world. It is also a favorite of the legal profession for its portrayal of ordinary citizens reaching a just verdict and widely taught for its depiction of group dynamics and human relations. Few twentieth-century American dramatic works have had the acclaim and impact of 12 Angry Men. Reginald Rose and the Journey of “12 Angry Men” tells two stories: the life of a great writer and the journey of his most famous work, one that ultimately outshined its author. More than any writer in the Golden Age of Television, Reginald Rose took up vital social issues of the day—from racial prejudice to juvenile delinquency to civil liberties—and made them accessible to a wide audience. His 1960s series, The Defenders, was the finest drama of its age and set the standard for legal dramas. This book brings Reginald Rose’s long and successful career, its origins and accomplishments, into view at long last. By placing 12 Angry Men in its historical and social context—the rise of television, the blacklist, and the struggle for civil rights—author Phil Rosenzweig traces the story of this brilliant courtroom drama, beginning with the chance experience that inspired Rose, to its performance on CBS’s Westinghouse Studio One in 1954, to the feature film with Henry Fonda. The book describes Sidney Lumet’s casting, the sudden death of one actor, and the contribution of cinematographer Boris Kaufman. It explores the various drafts of the drama, with characters modified and scenes added and deleted, with Rose settling on the shattering climax only days before filming began. Drawing on extensive research and brimming with insight, this book casts new light on one of America’s great dramas—and about its author, a man of immense talent and courage. Author royalties will be donated equally to the Feerick Center for Social Justice at Fordham Law School and the Justice John Paul Stevens Jury Center at Chicago-Kent College of Law.
Author: Andy Bounds Publisher: John Wiley & Sons ISBN: 1907293205 Category : Business & Economics Languages : en Pages : 289
Book Description
How effective is the communication you experience every day? How often have you been bored during a presentation? Failed to win a piece of business that, deep down, you know you should have won? Had a tedious, pointless networking conversation? Countless times, no doubt. Too much information and not enough relevance is a problem that pervades almost all business communication. You see, the way many people communicate is like filling a bucket with jelly, flinging it at their audience, and hoping some of it sticks. It's ineffective, it's irritating and, above all, it's very messy. So what's the answer? More relevance and a lot less jelly. The Jelly Effect teaches you simple, memorable and costless ways to win more attention and more business. Imagine how effective you'd be if you communicated only what was relevant 100 percent of the time. You would be better at talking to others, presenting, networking and selling. You would excel in interviews, meetings and pay-rise discussions. The benefits would be endless. The Jelly Effect shows you how to raise your game to a different level. You'll never fling another bucket of jelly again... PRAISE FOR THE JELLY EFFECT 'The most effective, original and insightful book on business communication that I have ever read.' --Dr. Ivan R. Misner, NY Times bestselling author of Truth or Delusion? and founder of Business Network International 'Andy Bounds has a totally unique and inspiring way of communicating. He also has this tremendous ability to help others achieve more when they communicate. Every single person he's worked with at npower has found his guidance to be immensely valuable, and to have made a real difference. My advice: read this book – it will help you communicate with, and relate to, people better than ever before.' --Heidi Walton, npower, People Development Manager 'They say the definition of genius is the ability to make the complex simple. If that's the case then Andy Bounds is a genius. This book is packed with insight and ideas that make the whole art of communication and connecting with people both easy to understand and apply. Yes, you'll have the occasional B.F.O.( Blinding Flash of the Obvious) moment and wonder why on earth you've never thought of some of the ideas before...truth is we need some one like Andy with his incredibly easy style of writing to wake us up to the obvious. I defy anyone who reads this book and applies the insights to their own business not to see a increase in both their profit and their profile.' --Paul McGee, International speaker and best selling author of S.U.M.O. (Shut Up, Move On)
Author: Bassam Tarazi Publisher: ISBN: 9781480114159 Category : Languages : en Pages : 88
Book Description
The Accountability Effect is the jolt that you need when you feel at the mercy of the world without knowing where to go or how to get there. By focusing on the word: who, author Bassam Tarazi, brings to life the notion of accountability and how that one word alone can unlock a truly fulfilled life.Everyone used to always ask us what we wanted to be when we grow up, but no one asked us who we wanted to be.The book is broken up into two parts. Part 1 looks at Who as the individual while Part 2 analyzes the Who around us. We are who we surround ourselves with so we better make sure we know who we are.
Author: Mark Miller Publisher: Post Hill Press ISBN: 9781682615010 Category : Self-Help Languages : en Pages : 0
Book Description
A TRAUMATIC EVENT CAN DERAIL YOU—OR IT CAN PROPEL YOU INTO RECLAIMING AND REMAKING YOUR LIFE The death of a child. Life-threatening illness. Plane crashes. Terror attacks. Natural disasters. Some of us never fully recover from unimaginable traumas like these, but some not only survive—they bounce back to thrive and grow. Jolt tells the stories of people transformed by trauma, and the new paths that they pursue. • Molly McDonald was an affluent suburban Detroit mom who faced financial ruin following a diagnosis of breast cancer. She started The Pink Project, which provides transitional financial assistance to low-income breast cancer patients. • Liz and Steve Alderman lost their son in the World Trade Center on 9/11. As a tribute to him, they launched a foundation that builds and operates mental health clinics in post-conflict countries. More than ten years later, the foundation is going strong. • John Gallina and Dale Beatty, both veterans of the Iraq War, suffered traumatic injuries. When they came home, they started Purple Heart Homes, a nonprofit that provides housing solutions for homeless and low-income veterans. • Lucy McBath suffered the horrifying murder of her teenage son in a high-profile white-on-black shooting. Lucy quit her job as a flight attendant and has become a nationally known advocate for gun control. Jolt: Stories of Trauma and Transformation tells the compelling stories of people who have moved beyond trauma to ask, “How can I make my life—and the lives of others—better?”
Author: Lucy Prebble Publisher: Bloomsbury Publishing ISBN: 1350367109 Category : Performing Arts Languages : en Pages : 138
Book Description
A Student Edition of Lucy Prebble's acclaimed 2012 play, which looks at two people on a clinical drugs trial and investigates questions around sanity, neurology, physical attraction and the possibilities of medicine. The edition includes commentary and notes by Paulette Marty, which look at the context around depression and anti-depressant medication; as well as delving into major questions posed by the play, such as "is love real?" and "what is chemistry when applied to human beings?". Her commentary also looks at the play in production, the implications of the playwright having written the roles for particular actors, and the opportunities that arise from the playwright encouraging future actors to "mould the text around themselves".
Author: Matthew Dixon
Author: Matthew Dixon
Author: Matthew Dixon
Author: Brent Adamson
Author: James Billmaier
Author: Phil Rosenzweig
Author: Andy Bounds
Author: Bassam Tarazi
Author: Mark Miller
Author: Lucy Prebble