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Author: Christian Homburg Publisher: Springer Science & Business Media ISBN: 3642291694 Category : Business & Economics Languages : en Pages : 316
Book Description
This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
Author: Christian Homburg Publisher: Springer Science & Business Media ISBN: 3642291694 Category : Business & Economics Languages : en Pages : 316
Book Description
This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
Author: Holger Dannenberg Publisher: Springer Science & Business Media ISBN: 3834987824 Category : Business & Economics Languages : en Pages : 233
Book Description
"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.
Author: Byrd Baggett Publisher: Thomas Nelson Inc ISBN: 9781558531710 Category : Business & Economics Languages : en Pages : 132
Book Description
Focusing on the basic habits that are common among business leaders, this book pinpoints characteristics of a successful sales lifestyle. Contains the basic information all sales professionals need to know. Here is the basic information anyone in business needs to know. I believe passionately that it is not enough to be just a good salesperson, secretary or manager. We also need to remember that losing a customer is just one bad experience away, and we must do everything we can to give our best service. The Book of Excellence is the first book in a trilogy of handbooks for business success by Byrd Baggett: The Book of Excellence - on sales, Satisfaction Guaranteed - on customer service and now Taking Charge - on leadership.
Author: Michael Webb Publisher: ISBN: 9780977107261 Category : Languages : en Pages : 0
Book Description
Your products and services benefit customers. Your talented people solve customer's problems daily. Your approaches to awareness, conversion, and retention make sense. You've updated training, coaching, automation, incentives, and more. Still, your results are unsatisfactory.Why Do B2B Sales Problems Persist?Growth is slower than expected. Deals stall. Plans drift into "Whatever works." New products, markets, websites, and sales approaches, are slow to launch. As the sales leader, you struggle to combine art and science. You've seen production teams map processes to reduce variation and eliminate waste. Similarly, you've tried to standardize sales work and language. Yet salespeople don't easily align to these goals.Salesmanship is an applied art that involves luck and randomness. Opportunities, customers, sellers, and managers are unique. Salespeople decide on their own how to behave. This makes sales hard to manage, predict, and scale. If you suspect sales is different from manufacturing, you're right! Sales Process Excellence provides foundations that integrate the art and science of sales. The first foundation is, "Beliefs cause behaviors, observations cause beliefs." For example, the observable characteristics of sales opportunities are your only clues to success. They cannot be taken for granted. Explicitly comparing their observations helps salespeople respectfully agree on facts. This helps integrate and align their beliefs, making sales less subjective.The second foundation is, "Value is created when customers take actions you want them to take." Implicitly, salespeople know they must earn someone's interest and trust if they are ever to earn their money. Observing and measuring these explicitly shows sales (as well as other functions) why and how to change behavior. This new perspective reveals methodologies, tools, processes, and systems that solve persistent sales problems.
Author: Keith Hawk Publisher: ISBN: 9789077256329 Category : Business & Economics Languages : en Pages : 0
Book Description
This revised edition includes enhancements and incorporates feedback from thousands of salespeople who have benefited from the original edition and from attending live Get-Real Selling workshops. Its short, pithy chapters and no-nonsense approach pay off immediately for experienced and beginning sales professionals alike. Based on a mindset that says My success can only follow the success of my customer, Hawk and Boland focus on three customer-impacting principles that make it simple to succeed in selling. If you can position your solution in ways that help your customer upgrade his service to his customers, or improve his economics (by increasing his revenue or reducing his costs), or enhance his life, specifically the quality of his work-life, you will find your customer eager to learn more about your offering and ready to buy. This S.E.L. approach (service, economics, life) is being used today in leading organizations and produces measurable sales improvement.
Author: Roderick Jefferson Publisher: Poppy Court Publishing ISBN: 1736190911 Category : Business & Economics Languages : en Pages : 120
Book Description
Sales Enablement 3.0 Is Both an Art and Science! There are no magical silver bullets or single approach that will guarantee that you will be successful! There is, however, a formula just like any other success process, program, or tool that requires a combination of practical application, trial and error, mixed with a lot of conversations with Sales leaders to understand their wants, needs, and expectations. At its core Sales Enablement 3.0 is an innovative approach focused on increasing sales productivity through a systematic, personalized, and collaborative approach designed to support buyers that will fuel the conversation economy! This book will provide you with a blueprint that will help you to navigate the twists and turns that will ultimately lead you to designing, deploying, measuring and iterating a world class sales enablement organization.
Author: Jane Leadbetter Publisher: Management Books 2000 ISBN: 9781852526719 Category : Customer services Languages : en Pages : 0
Book Description
Every retailer knows that the key to their success is excellent customer service, but given the transient nature of sales staff this is sometimes hard to achieve. The book is divided into four sections: 1) The business: how to secure the belief and buy-in of the senior team/owner to commit to a sales and service culture. 2) The people: how to recruit, develop and reward frontline salespeople. 3) The environment: delivering the back-up required from those working behind the scenes. 4) The sale: how to make the most of every sales and service opportunity. This book shows readers how to embed a service culture that will make the most of every customer interaction to promote long-term business success.
Author: Matthew McDarby Publisher: Eaton Press ISBN: 9781947486010 Category : Languages : en Pages :
Book Description
What would it be like if you had greater control over and impact on your sales team's performance? What new opportunities would you be able to capture? What problems would you solve? What degree of personal growth would you experience? What about your people? Sales management can be a lonely and unforgiving job, and the difference between being an excellent leader and being average (or worse) depends largely on the choices you make with your time. Using real-life examples from his extensive experience as a sales leader and coach, Matt McDarby walks you through tasks that can improve your skills as a sales manager and tasks that can help you improve your team's performance. The Cadence of Excellence will show you how to make better decisions about where to spend your time and effort. And it will help you identify changes you can make today that will have a huge impact on you and those you lead now and in the future
Author: Kevin J. Duggan Publisher: McGraw Hill Professional ISBN: 0071768564 Category : Business & Economics Languages : en Pages : 304
Book Description
Beyond Six Sigma and Lean! Design your processes to facilitate real business growth, in both healthy and unhealthy economies Design for Operational Excellence defines why companies embark upon continuous improvement—and the true answer is not to improve efficiency, quality, or eliminate waste! The reason is to achieve Operational Excellence. Duggan, an established authority on OpEx, provides the design criteria and guidelines that enable you to grow your business organically by refocusing management’s attention from running the business to growing the business. Founded on eight key principles, this groundbreaking system facilitates the continuous flow of value into any operation—from customer service to sales to manufacturing. Kevin J. Duggan is a renowned speaker, executive mentor, and educator in applying advanced lean techniques to achieve Operational Excellence and the author of two books on the subject: Creating Mixed Model Value Streams and The Office That Grows Your Business—Achieving Operational Excellence in Your Business Processes. As the Founder of the Institute for Operational Excellence, the leading educational center on Operational Excellence, and Duggan Associates, an international training and advisory firm, Kevin has assisted many major corporations worldwide, including United Technologies Corporation, Caterpillar, Pratt & Whitney, Singapore Airlines, IDEX Corporation, GKN and Parker Hannifin. A recognized expert on Operational Excellence, Kevin is a frequent keynote speaker, master of ceremonies, and panelist at international conferences, and has appeared on CNN and the Fox Business Network.
Author: Christian Homburg
Author: Christian Homburg
Author: Howard Stevens
Author: Holger Dannenberg
Author: Byrd Baggett
Author: Michael Webb
Author: Keith Hawk
Author: Roderick Jefferson
Author: Jane Leadbetter
Author: Matthew McDarby
Author: Kevin J. Duggan