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Author: Jackie Jarvis Publisher: Robinson ISBN: 1472119223 Category : Business & Economics Languages : en Pages : 272
Book Description
This book is an indispensable guide for those who don't have the time to wade through the theory, but want ideas which can be readily put in practice. 50 'Quick Wins' is packed with no-nonsense advice and proven examples from business owners who have made their sales and marketing work for them. It is set out in 7 easy access chapters with the emphasis on simplicity, practicality and effectiveness - it does exactly what it says on the cover. This book is like having your own pocket business mentor motivating you to take the action to obtain the results your business deserves.
Author: Jackie Jarvis Publisher: Robinson ISBN: 1472119223 Category : Business & Economics Languages : en Pages : 272
Book Description
This book is an indispensable guide for those who don't have the time to wade through the theory, but want ideas which can be readily put in practice. 50 'Quick Wins' is packed with no-nonsense advice and proven examples from business owners who have made their sales and marketing work for them. It is set out in 7 easy access chapters with the emphasis on simplicity, practicality and effectiveness - it does exactly what it says on the cover. This book is like having your own pocket business mentor motivating you to take the action to obtain the results your business deserves.
Author: Ron Volper Publisher: Red Wheel/Weiser ISBN: 1601636474 Category : Business & Economics Languages : en Pages : 247
Book Description
As a successful entrepreneur and sales executive with three decades in business, Ron Volper has written an easy-to-follow, hands-on guide that will help sales rookies, struggling reps, and even top performing salespeople boost their company’s revenues faster than they thought possible. Based on extensive field research with the best-of-the-best sales pros, this jam-packed book offers 20 clearly defined selling strategies, plus hundreds of examples and sample dialogs that teach salespeople and sales managers exactly how to: Win over cautious customers even in a down market Overcome customer fears and objections so they are ready to buy Avoid and bounce back from a sales slump Prepare and present business presentations that close more and bigger sales Lead and train sales teams based on the winning habits of top-performing salespeople
Author: Erik Peterson Publisher: McGraw Hill Professional ISBN: 9780071752589 Category : Business & Economics Languages : en Pages : 272
Book Description
Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.” —Karen Quintos, CMO and SVP, Dell Inc. “The concepts outlined in this book are critical skills to building a world-class presales organization.” —Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.” —Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!” —Ken Powell, Vice President, Worldwide Sales Enablement, ADP “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.” —Aron Ain, CEO, Kronos About the Book: In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story—the one in which they are the heroes and they achieve success. Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals. With Conversations That Win the Complex Sale, you’ll learn how to: Differentiate yourself from the competition by finding your “Value Wedge” Avoid parity in your value propositions by creating “Power Positions” Create a message that can literally double the number of deals you close Spike customer attention and create “Wow” in your conversations Prove all your claims without resorting to lists of boring facts and statistics Your competitors are out there telling their own corporate story—a story customers don’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets.
Author: Beth Rogers Publisher: John Wiley & Sons ISBN: 1119995515 Category : Business & Economics Languages : en Pages : 317
Book Description
Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the ‘customer portfolio matrix’. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.
Author: Uwe H Kaufmann Publisher: Partridge Publishing Singapore ISBN: 1543744656 Category : Business & Economics Languages : en Pages : 350
Book Description
Lean Six Sigma is a proven worldwide approach for process improvement that consists of tools from two very different methodologies, Lean and Six Sigma. Developed over decades by Toyota, Lean contains a variety of tools tailored to reduce waste in processes, whereas Six Sigma is a result of Motorola seeking to reduce variation in processes that curb production. The combined approaches have helped companies save billions of dollars while also boosting revenue. In this guide to Lean Six Sigma success, the author explains the methodology using complete and detailed project documentation. The main case study describes a finance company that faces client attrition and a decrease in revenue and market share due to process problems. Throughout the book, the project work and the application of typical Lean Six Sigma tools are explained using the case as a guide. By using a Lean Six Sigma approach, the company ultimately increased client satisfaction and loyalty and achieved a lasting improvement in business results. Combine the power of two rigorous management practices and boost your bottom line with the lessons in Lean Six Sigma Nuggets.
Author: Mark Roberge Publisher: John Wiley & Sons ISBN: 111904717X Category : Business & Economics Languages : en Pages : 224
Book Description
Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.
Author: Uwe G. Seebacher Publisher: Springer Nature ISBN: 3030542920 Category : Business & Economics Languages : en Pages : 754
Book Description
This unique book comprehensively presents the current state of knowledge, theoretical and practical alike, in the field of business-to-business (B2B) marketing. More than 30 of the best and most recognized B2B marketers address the most relevant theoretical foundations, concepts, tried and tested approaches and models from entrepreneurial practice. Many of those concepts are published for the first time ever in this book. The book not only builds on the existing classic literature for industrial goods marketing but also – and much more importantly – finally closes the gap towards the rapidly growing ecosystem of modern B2B marketing terms, instruments, products, and topics. Technical terms such as Account-Based Marketing, Buyer Journey, ChatBots, Content AI, Marketing Automation, Marketing Canvas, Social Selling, Touchpoint Sensitivity Analysis, and Predictive Intelligence are explained and examined in detail, especially in terms of their applicability and implementation. The book as a whole reflects the B2B marketing journey so that the readers can directly connect the content to their own experience and use the book as a guide in their day-to-day work for years to come.
Author: John H. Lightfoot Publisher: Createspace Independent Pub ISBN: 9781482631371 Category : Business & Economics Languages : en Pages : 112
Book Description
A winning business owner/entrepreneur, will need to be familiar and adept at many marketing skills and will have to execute a whole host of winning strategies. Absolutely none of them require you to have the skills of a brain surgeon, as they are all just common sense. There is no mystique. All you need is the will to survive, the determination to win, the application to ensure everything that should happen does happen and the discipline to oversee the whole operation personally. The only other requirement is a tool to guide you. You will find within the pages of 40 Ways 2 Win At Marketing most, if not all of the strategic marketing advice necessary to get a new business up and running or to turn an existing business into a winner. Designed with only 101 easy-to-read pages, simple to understand and light on the pocket financially, this book can be read in a couple of hours or so and will make an ideal travelling companion for those who are aiming to improve their working lives and their lifestyle. Once it has been read and you are motivated to act, the relevant chapters that you need to refer to further, are well identified and easily located. Because the book has been written by someone who has a proven track record of running a winning enterprise for the last 20 years by using some very clever marketing strategies, created a world class Brand and won more than 20 business awards and who is recognised by UK Trade and Industry as an achiever, the book will also be useful as an aid for those students who are involved with Marketing and Business Studies. The chapters are readily identifiable by their Titles, have a short precise about the subject in the shaded Intro-Box and are individualised to cover that subject only. In most towns and cities there are local government agencies and town council backed organisations, that are specifically set up to help small and medium sized businesses, by providing free advice on all aspects of business operation including Marketing. The local Chamber of Commerce in your area will also be ready to help with some good advice. You may be surprised just how much help there is available and usually initial consultations are FREE. The 40 Ways 2 Win series covers all of the strategies you will need and gives you some hints and tips about what sort of further help you should be requesting from Service Providers, to help you on your Winning Way.
Author: Richard Denny Publisher: ISBN: 9781909273672 Category : Marketing Languages : en Pages : 0
Book Description
An industry expert offers his proven advice One of the world's most inspirational business speakers, Richard Denny has helped countless thousands of salespeople become high flyers and now his vast knowledge and experience is distilled in this definitive new book. Essential reading if you are new to sales, but also invaluable for those professionals who need to refresh their skills, the book analyzes the key aspects of selling, such as developing the right attitude and motivation, displaying product knowledge, identifying USPs, the classic sales presentation, negotiating, handling objections, and closing a sale. Whether you want to join the ranks of high-flying sales executives or simply win new business for your company, this is a vital addition to your business bookshelf.
Author: Jackie Jarvis
Author: Jackie Jarvis
Author: Ron Volper
Author: Erik Peterson
Author: Beth Rogers
Author: Uwe H Kaufmann
Author: Mark Roberge
Author: Uwe G. Seebacher
Author: John H. Lightfoot
Author: Richard Denny
Author: William H. Wylie-Harris