The Opening Playbook: A Professional’s Guide to Building Relationships that Grow Revenue PDF Download

Author: Andrew Dietz
Publisher: McGraw Hill Professional
ISBN: 0071825894
Category : Business & Economics
Languages : en
Pages : 240

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Book Description
YOUR GAME PLAN FOR WINNING BUSINESS RELATIONSHIPS Just like a football game, client building requires a solid strategy executed by a series of well-designed plays. While the ultimate objective of a sports team is to put points on the board, the plays are designed to systematically get the team into scoring position. The score itself--a touchdown, a goal, a home run--is the closing play. But you can't get there without great opening plays. In the world of business development and sales, getting into scoring position means being in the room with decision makers and influencers--and that's what The Opening Playbook helps you to do. Business development guru Andrew Dietz takes you step-by-step through the process of getting yourself into the ideal position to sell your services, whether you're a one-person operation or work for a major firm. Taking on the role of your coach, Dietz shows you "game footage" of Sam Wentworth, a law firm associate on the cusp of becoming a partner. But first he has to prove himself on the field of play by demonstrating his business development abilities. Meanwhile, the play clock is getting close to zero . . . Throughout The Opening Playbook, Dietz stops the film at critical points, showing you where Sam succeeds and where he trips up. He provides the powerful opening-drive plays (best practices for establishing authentic business relationships), analyzes the defense (obstacles in the way of the success), and suggests audibles (on-the-spot tactical modifications to answer unplanned-for challenges). The team with the best plan usually wins the day. Put yourself several steps ahead of the competition and develop winning business relationships with The Opening Playbook. PRAISE FOR THE OPENING PLAYBOOK: "Dietz outlines both the behavioral pitfalls to avoid and the disciplines to embrace on one's path to truly connecting with clients. Truly honest instruction from the Lombardi of business development coaches." -- James H. Gilmore, coauthor, The Experience Economy and Authenticity "Andrew Dietz inspires you to create great conversations with your prospects so that you become a valuable, trusted advisor. If you want long-term relationships with your clients, this is the book for you." -- Shawn Kent Hayashi, author of Conversations that Get Results and Inspire Collaboration "If you want to have your clients for life, you must read The Opening Playbook! A great storyteller, Andrew Dietz provides invaluable insights on how to become a trusted advisor." -- Jagdish N. Sheth, Charles H. Kellstadt Professor of Marketing, Emory University, and author of Clients For Life "Dietz provides a great blend of strategic and tactical advice, wrapped in great stories and examples. It's an enjoyable and VALUABLE read!" -- Bill Cates, author of Get More Referrals Now and Beyond Referrals "Andrew Dietz is a master at building relationships, and his book is filled with insightful ideas and useful strategies." -- Alan Deutschman, author of Walk the Walk and Change or Die

Author: Langdon Morris
Publisher: John Wiley & Sons
ISBN: 1118954203
Category : Business & Economics
Languages : en
Pages : 400

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Book Description
Find your company's unique innovation style, and nurture it into a powerful competitive advantage Praised by business leaders worldwide, Agile Innovation is the authoritative guide to survival and success in today's "innovate-or-die" business world. This revolutionary approach combines the best of Agile with the world's leading methods of Innovation to present a crisp, articulate, and proven system for developing the breakthrough capabilities every organization must master to thrive today and tomorrow. You already know that effective innovation doesn't happen by accident—it is achieved by careful design. Agile Innovation addresses the three critical drivers of innovation success: accelerating the innovation process; reducing the risks inherent in innovation; and engaging your entire organization and your broader ecosystem in the innovation effort. The key frameworks described here build on the proven success of Agile to provide a comprehensive and customizable Innovation Master Plan approach to sustained innovation improvement in the five critical performance areas: strategy, portfolio, process, culture and infrastructure. Major topics include: the power of Agile in the innovation process, how to overcome innovation risk, the best tools to evoke engagement and collaboration, branding as an integral element of innovation, and the best leadership skills and practices that create the special environment that enables transformative growth. Readers will learn specifically how to create better ideas, develop them more efficiently, and work together more profitably and effectively to achieve breakthroughs. The insights offered in this book are highlighted in 11 detailed case studies illustrating the world's best innovation practices at Wells Fargo, Nike, Volvo, Netflix, Southwest Airlines, NASA,The New York Times, and others, in dozens of specific business examples, in two dozen powerful and unique techniques and methods, and a full set of implementation guidelines to put these insights into practice. Key Insights: Understand how to implement the many ways that innovation efforts can be accelerated to achieve even greater competitive advantage Learn to create a culture of innovation, greater engagement, and rich collaboration throughout your organization Discover how to reduce risk and accelerate learning Implement your own unique plan to enhance collaborative innovation, from leadership through operations Integrate key agility principles into your strategic planning decisions for sustained improvement Explore dramatic new approaches to open innovation that optimize large scale innovation Apply the latest and best technology tools to enhance innovation, reduce risk, and promote broad participation. This is a must read book, a practical guide for fostering a culture of innovation, nurturing creativity, and efficiently developing the ideas that drive strategic growth. And since innovation is not imitation, you know that copying the ideas and strategies of other successful organizations will not produce the desired outcomes. Hence, all leaders must develop their own way of innovating and nurture the right style of collaborating for their own organization. This book will guide you to find your own unique pathways to success. Blaze your own trail to the high levels of innovativeness and organizational agility by learning from the expert guidance and practical, actionable advice offered throughout this important book.

Author: Brent Keltner
Publisher: Page Two
ISBN: 1774581019
Category : Business & Economics
Languages : en
Pages : 0

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Book Description
Want to accelerate your sales? Stop selling, and start connecting. Today’s buyers are inundated with sales pitches coming at them from websites, peer reviews, social media, and email blasts. Is it any wonder they’re overloaded, overwhelmed, and tuned out? The fact is, product-centered pitching simply doesn’t cut it anymore. Buyers don’t want to hear about your product’s features—they want to hear about how it can solve their problems or help them reach their goals. In The Revenue Acceleration Playbook, sales and marketing expert Brent Keltner introduces a proven, go-to-market framework to increase personalization and authenticity across every step of the buyer journey—from initial buyer engagement and prospecting, to closing new deals and expanding customer relationships, to growing target market segments. Drawing on more than twenty successful company examples, Keltner shows you, step by step, how to build an authentic buyer journey that will generate more opportunities, higher account values, and faster segment growth. An essential handbook for CEOs, revenue leaders, go-to-market team members and everyone in between, The Revenue Acceleration Playbook is your guide to building a high-growth organization, from the sales floor to the executive suite.

Author: Andrew Sobel
Publisher: John Wiley & Sons
ISBN: 1119619106
Category : Business & Economics
Languages : en
Pages : 256

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Book Description
World-renowned client relationship authority shows you how to dramatically grow your business by mastering fourteen critical client development challenges Andrew Sobel, author of the international bestsellers Clients for Life and Power Questions, offers a proven,100-day plan for conquering 14 tough client development challenges and growing your client base in any market conditions. He’s encapsulated 25 years of unique research, including personal interviews with over 8000 top executives and successful rainmakers, into a practical roadmap for winning more new clients and growing your existing relationships. You’ll learn specific strategies to move confidently and predictably from a first meeting to a signed contract, and discover the agenda-setting techniques that create a steady stream of sole-source business. You’ll master the art of reframing client requests, leading to broader, higher-impact engagements. You’ll dramatically sharpen your ability to ask the powerful questions that can transform your client relationships. And, you’ll learn to develop advisory relationships with influential C-suite executives. Andrew illustrates each weekly challenge with real-life examples drawn from thousands of executive meetings. He shares success strategies from having grown and led three highly successful professional service businesses. Andrew has taught these strategies to over 50,000 professionals around the world, and they’re now available to you in this highly readable, portable masterclass. Whether you are early in your career and need a comprehensive guide to grow your client base from the ground up or are a seasoned practitioner who wants to accelerate your business growth, It Starts With Clients will take you to the next level.

Author: Shu Chen Hou
Publisher: KOKOSHUNGSAN®
ISBN:
Category : Business & Economics
Languages : en
Pages : 27

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Book Description
Are you tired of living paycheck to paycheck and ready to take control of your financial future? The Passive Income Playbook is here to guide you on your journey to creating sustainable income streams that work for you. In today's fast-paced world, passive income has become an increasingly popular way to generate income without having to work constantly. From investing in stocks and real estate to creating and selling digital products, there are endless options for generating passive income. However, with so many choices available, it can be difficult to know where to begin. That's where the Passive Income Playbook comes in. This guide will take you through the fundamentals of passive income generation and provide you with various methods you can use to generate it. Whether you're just starting out or looking to expand your current portfolio, this playbook has everything you need to succeed. So, if you're ready to take control of your financial future and create sustainable income streams that work for you, the Passive Income Playbook is your go-to guide. Start your journey to financial freedom today!

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: Damian Delisser
Publisher: D Delisser Books
ISBN:
Category : Business & Economics
Languages : en
Pages : 62

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Book Description
Attention Aspiring Property Millionaires! Tired of the 9-to-5 grind? Dreaming of financial freedom and building lasting wealth? The Property Millionaire's Playbook is your key to unlocking the lucrative world of real estate investing. Whether you're a seasoned investor or just starting your journey, this comprehensive guide to real estate provides the roadmap to success. Discover proven real estate investment strategies that generate passive income and pave the way to financial freedom. Learn how to become a property millionaire by mastering the real estate market. Explore diverse property investment options, from rental properties to flipping houses and even real estate development. This isn't just another real estate investing book – it's your step-by-step guide to real estate investing success. The Benefits: - Avoid costly real estate investing mistakes - Gain insider real estate investing tips and tricks - Learn how to build a real estate portfolio that thrives - Perfect for real estate investing for beginners and experienced investors alike Unlock your potential for real estate wealth building today. Grab your copy of The Property Millionaire's Playbook and start your journey to financial independence!

Author: Charles E. Gaudet II
Publisher: Charles E Gaudet II
ISBN: 9781940745909
Category : Business & Economics
Languages : en
Pages : 198

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Book Description
Why does an entrepreneur struggling through 80 hours a week only make half as much as another working no more than 40? What actions determine whether you end up with a small business pulling in five figures a year or a billion-dollar behemoth blazing a path to market dominance? As an entrepreneur, you're told the secret to success is working hard and fighting your way to the top. But what if this advice came from all the wrong people and places? What if there was more to the success stories you read in magazines, watch on TV or hear on the radio? Uncovering the true secret to success is marketing expert Charles E. Gaudet II's obsession. Gaudet discovered nearly every great organization - whether Apple, Nordstrom, Zappos, FedEx or Disney - follows a stunningly similar formula. And surprisingly, this approach defies the principles followed by most entrepreneurs running businesses today. Gaudet finally reveals why some businesses find growth opportunities in any economic situation and others balance on the edge of failure. His research shows many small business owners seek out success strategies from other small business owners and, for this reason, most remain small. Fortunately, today's advances in technology and media level the playing field, allowing small businesses to compete using a "big-business playbook," even when they don't have a big-business marketing budget. Inside The Predictable Profits Playbook, you'll learn time-tested lessons from leading small business owners and discover how to: Succeed in a down economy Become the preferred provider sought by only the best customers Swipe market share from your competitors Increase margins while growing demand Multiply your prospect-to-sales ratio Boost customer loyalty and build a raving fan base Create predictable and rising profits from one month to the next Become known as a business of excellence The Predictable Profits methodology avoids gimmicks, schemes or stunts - and you won't need to outspend your competitors. Instead, you'll focus on optimizing your existing marketing dollars and delivering the greatest advantages to your customers. Some entrepreneurs want to experience growth and others just wish for it. This book is for the motivated entrepreneur committed to making growth happen."

Author: D. Keith Pigues
Publisher: John Wiley & Sons
ISBN: 0470768517
Category : Business & Economics
Languages : en
Pages : 502

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Book Description
Do Your Customers Make More Money Doing Business With You? Knowing the answer can help you build measurable and valuable customer relationships, outperform the competition, and unlock profitable growth. Companies are blind to opportunities for profitable customer relationships without a deep understanding of how they create customer value relative to competitors. With a rigorous and measurable understanding of how customers make more money today and in the future with you, combined with supporting plans and tools to align the entire organization for success, a company can win and win big. Winning with Customers offers a step-by-step playbook to help companies develop this capability for themselves, act on it, build a culture around it and sustain it over time. The playbook includes case studies, interviews, and tools from leading B2B companies who have demonstrated success. Written by recognized business thought leaders and practitioners, this book will guide you to profitable growth. The book also serves as a launch point into a community of like-minded executives that includes a companion website which offers exercises, access to thought leaders, and other tools help you win with customers.

Author: Susan Fournier
Publisher: Routledge
ISBN: 1136470972
Category : Business & Economics
Languages : en
Pages : 501

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Book Description
The creation and management of customer relationships is fundamental to the practice of marketing. Marketers have long maintained a keen interest in relationships: what they are, why they are formed, what effects they have on consumers and the marketplace, how they can be measured and when and how they evolve and decline. While marketing research has a long tradition in the study of business relationships between manufacturers and suppliers and buyers and sellers, attention in the past decade has expanded to the relationships that form between consumers and their brands (such as products, stores, celebrities, companies or countries). The aim of this book is to advance knowledge about consumer-brand relationships by disseminating new research that pushes beyond theory, to applications and practical implications of brand relationships that businesses can apply to their own marketing strategies. With contributions from an impressive array of scholars from around the world, this volume will provide students and researchers with a useful launch pad for further research in this blossoming area.