The B2B Selling Guidebook
The B2B Selling Guidebook

Author: Jim Irving

Publisher:

Published: 2020-02-06

Total Pages: 156

ISBN-13: 9781672330954

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The B2B Selling Guidebook is a practical, concise, easy to read guide to Business to Business selling. The author has utilized the most important lessons he has learned in a successful career now exceeding 43 years in B2B and high end 'Enterprise' sales and sales leadership roles. He sets these lessons out for you to quickly and easily understand, without going through the pain he had to experience in learning them! With real examples taken directly from his career; from the earliest stages all the way to senior corporate executive and Managing Director/CEO roles, The B2B Selling Guidebook delivers superb insights into the reality of selling (and business generally) that can be applied immediately. Are you new to B2B Selling? Or highly experienced and wanting a powerful refresh? Or just interested in the reality of the world of commercial business? Then this is the book for you...Sell Better - Sell Faster - Sell MoreIf you are looking for a heavy textbook on selling from an academic perspective you are in the wrong place! This is a light and simple guide to the most important tools, techniques and approaches to help ensure greater success in B2B selling - and in life. The B2B Selling Guidebook will also be useful to anyone whose work touches on the world of sales - for example, marketing, PR, 'C' Suite executives, procurement, legal, admin and finance professionals.The format is incredibly simple. Each chapter introduces a concept. Real-life anecdotes showing the technique, issue or approach are then given. Finally, a short summary of how to best apply that principle is then added. These real stories are enlightening, clear and powerful. Adopting these proven tools, techniques, attitude and processes will help you to become more professional and successful.The author has delivered value in many different market sectors, from Finance to Manufacturing, to Life Sciences, to High-tech and the Professions. He has also worked in many countries around the world. He has successfully sold high-value capital goods, enterprise software, support services, and consulting projects. His experience can help you to improve your performance.Some comments on the author and on The B2B Selling Guidebook -"The selling process offers a peep-hole into the human condition. In this book, Jim helps the salesperson see reality, develop insights and then, most of all, add long-term value to the client-supplier relationship."Bob Bishop, former Chairman & CEO, Silicon Graphics, Inc."His no-frills, straightforward and ethical approach to building a world-class sales organization is something to this day that I not only admire, but also strive to emulate."David Rode. Former Senior Vice President, International Operations, Information Builders (IBI)"A key objective for any company is revenue growth. Jim Irving has a long track record of making a real difference where it matters most - the bottom line."Jim Green, CEO and Co-Founder, Spartan Solutions"Jim is a seasoned sales leader with a proven track record of success in multiple channels and business models. His leadership and motivation skills elevate the productivity of his teams resulting in consistently exceeded goals. He is respected by his customers, team, peers, and senior management team."Greg Goelz, President and CEO, Smart Locus Inc, California."Jim is a natural sales leader, able to instantly command attention and respect from both his sales team and prospective clients. He has a relaxed and friendly approach which puts customers at ease and gains their trust. This, coupled with a keen commercial drive, enables him to identify opportunity, develop winning sales arguments and effectively manage the sales process..."Ian Baxter, Vice President - NetDimensionsLearn more at www.b2bsellingguidebook.com

B2B Sales Top Tips Guidebook
B2B Sales Top Tips Guidebook

Author: Jim Irving

Publisher: eBook Partnership

Published: 2021-11-15

Total Pages: 224

ISBN-13: 1839784210

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"e;In today's hyper-competitive B2B selling environment, it is imperative for salespeople to keep learning, thriving and adapting to the rapid changes around them. This book, from Jim and 26 other specialist contributors delivers true value to your sales efforts. Choose a subject and learn from a real domain specialist. A great concept - absolutely thrilled to be involved."e; Larry Levine - Author of Selling from the Heart This book goes right to the core of B2B sales. Following on from the worldwide success of his first two books, Jim has collaborated with 26 thought leaders and friends to create a unique book. Each contributor adds a single chapter on their experience or expertise, focused on one specific subject. Jim has even included chapters written by those who buy from B2B salespeople, which deliver further great insight."e;My pal Jim has done it again! His first book on B2B Selling won a worldwide award. His second, on B2B leadership, gained critical acclaim. His third book is unique. He delivers more of his great advice on B2B sales. He has then also partnered with 26 others - authors (including me), procurement specialists, coaches and respected friends who each added a chapter, to create something very special. With a grand total of over 740 years experience in these pages, The B2B Sales Top Tips Guidebook will deliver wisdom directly to you!"e; Alison Edgar MBE - Author, Speaker, Entrepreneur"e;The chapters cover a broad range of B2B sales topics, including researching before calling, questioning skills, handling objections, becoming more collaborative, adding value, listening to your customers, leading with integrity, negotiation and many others. There are also chapters on attitude, the psychology of sales and even 'Lazy Pigeons'! These 26 guest chapters are full of advice, experience and wisdom designed to help you succeed. And Jim also adds another 10 chapters, building on the success of his first two books, to further cement and support your learning. "e;In this book, Jim has collaborated with some of the best sales coaches, trainers, mentors, friends and experts to share with you the needed SKILLS + TOOLS + KNOWLEDGE to successfully sell in this new hybrid world. If you are in B2B sales, this book is a must-read!"e; Rick Denley - Your Transformational Growth CoachLook online at the reviews for Jim's first two books - The B2B Selling Guidebook and The B2B Leaders Guidebook. Each has received only 5* reviews and powerful supporting comments from experts, coaches and professional bodies. Imagine having access to world-class skills learning from 27 experienced practitioners. Now imagine what that experience and knowledge could do for you...

Maximizing Lead Generation
Maximizing Lead Generation

Author: Ruth Stevens

Publisher: Pearson Education

Published: 2012

Total Pages: 220

ISBN-13: 0789741148

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The Hands-On, Up-to-the-Minute Guide to Generating Better-Qualified, Quicker-to-Close B2B Leads! Lead generation is "Job One": B2B marketers' single most important objective. Maximizing Lead Generation brings together everything you need to know to do it right. Fast-paced and 100% practical, it will help you achieve outstanding results in any B2B marketplace from enterprise technology to industrial equipment to professional services. World-renowned expert Ruth P. Stevens helps you bring science and systematization to all facets of lead generation, building on process, best practices, continuous testing, and ongoing improvement. You'll learn how to maximize the value of tried-and-true B2B tools and the newest social, web, and search technologies. Stevens offers indispensable insights for the entire lead lifecycle, including qualification, nurturing, measurement, and tracking. Organized for clarity, usability, and speed, this book will help you supercharge salesforce productivity and company profits. You'll Learn How To: · Develop and refine rules that consistently lead to higher-quality leads · Gain deeper insights into your customers and their buying processes · Build sophisticated, accurate marketing databases · Identify the media most likely to work for you · Execute highly effective campaigns · Drive huge ROI improvements · Use BANT and other qualification criteria · Apply new "nurturing" techniques to convert "duds" into "diamonds" · Track results and quantify the business value of campaigns · Utilize best practices content marketing and marketing automation · Integrate continuous improvement into lead generation · Discover 10 trends that will transform the way you prospect

The B2B Social Media Book
The B2B Social Media Book

Author: Kipp Bodnar

Publisher: John Wiley & Sons

Published: 2011-12-20

Total Pages: 216

ISBN-13: 1118214307

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Advance your B2B marketing plans with proven social media strategies Learn social media's specific application to B2B companies and how it can be leveraged to drive leads and revenue. B2B marketers are undervalued and under appreciated in many companies. Social media and online marketing provide the right mix of rich data and reduction in marketing expenses to help transform a marketer into a superstar. The B2B Social Media Book provides B2B marketers with actionable advice on leveraging blogging, LinkedIn, Twitter, Facebook and more, combined with key strategic imperatives that serve as the backbone of effective B2B social media strategies. This book serves as the definitive reference for B2B marketers looking to master social media and take their career to the next level. Describes a methodology for generating leads using social media Details how to create content offers that increase conversion rates and drive leads from social media Offers practical advice for incorporating mobile strategies into the marketing mix Provides a step-by-step process for measuring the return on investment of B2B social media strategies The B2B Social Media Book will help readers establish a strong social media marketing strategy to generate more leads, become a marketing superstar in the eye of company leaders, and most importantly, contribute to business growth.

The B2B Sales Blueprint
The B2B Sales Blueprint

Author: Dan Englander

Publisher: Createspace Independent Publishing Platform

Published: 2016-01-22

Total Pages: 122

ISBN-13: 9781522869788

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What must you do today to triple your sales in 12 months?The B2B Sales Blueprint will empower you to answer this question. In five phases, you will learn how to transform your results by melding new technology with timeless fundamentals. From his experience winning business with 16 Fortune 500s and companies across many verticals, Dan Englander offers a hands-on guide to lead generation, sales, and productivity. What's inside: The Lead Generation Blueprint Build a steady stream of leads by systematizing and outsourcing your outbound process. The First Conversation Use provided templates to plan your conversations and win more deals. Following Up and Closing Get to the next step and avoid the pitfalls responsible for over 80% of all lost opportunities. Staying Sharp Adopt positive sales habits to set the stage for long-term improvement. Exclusive Library of Apps, Tools, and High-Tech Shortcuts Use technology to understand your buyers, automate your processes, and make life easier. After reading The B2B Sales Blueprint you will: Set and achieve specific, KPI-grounded lead generation goals. Successfully delegate prospecting to affordable specialists. Gain new confidence on sales calls with the help of small lifestyle changes. Know how to get consistent referrals from customers and partners. Invest your time and energy in the most promising opportunities. To enjoy these results, you should be ready to think creatively and take action. The Blueprint is for salespeople of all stripes: entrepreneurs, business development professionals, business owners, and anyone who comes into direct contact with prospects and customers. Scroll to the top and click "Buy Now" to see positive outcomes sooner rather than later.

SPIN® -Selling
SPIN® -Selling

Author: Neil Rackham

Publisher: Taylor & Francis

Published: 2020-04-28

Total Pages: 253

ISBN-13: 1000111482

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True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

The Complete Guide to B2B Marketing
The Complete Guide to B2B Marketing

Author: Kim Ann King

Publisher: Pearson Education

Published: 2015-03-23

Total Pages: 256

ISBN-13: 0134084640

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To succeed at B2B marketing today, you must excel across all areas: from getting your message out, to generating demand, to enabling sales teams. New technologies and new techniques make excellence possible. Now, top B2B marketer Kim Ann King brings together all the best practices and tools you need to make excellence real. In The Complete Guide to B2B Marketing, King helps you succeed by focusing on the three pillars of cutting-edge B2B marketing: automation, personalization, and experimentation. Drawing on her pioneering experience at companies like Akamai and Open Market, King shows how to: Systematically assess your context and customer, via personas, profiles, and other powerful techniques Choose among today's panoply of marketing options, tools, and techniques Build a more agile B2B marketing organization, and link its goals more tightly to strategy More accurately estimate marketing spend and ROI Systematically optimize demand generation and many other key functions Leverage higher-value approaches to web/mobile, SEO, and customer community-building Gain more value from corporate standards and your creative services vendors Discover what worked and what didn't, and use this knowledge to improve more quickly You'll find comprehensive, actionable resources, including best-practices checklists for every tactic, vendor checklists for evaluating new marketing technologies, a complete corporate marketing plan outline, and a start-to-finish marketing communications case study. If you're a B2B marketer, you'll find The Complete Guide to B2B Marketing invaluable – whatever your company's size, product, service, or industry.

The Challenger Sale
The Challenger Sale

Author: Matthew Dixon

Publisher: Penguin

Published: 2011-11-10

Total Pages: 242

ISBN-13: 1101545895

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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.

How to Sell Anything to Anybody
How to Sell Anything to Anybody

Author: Joe Girard

Publisher: Simon and Schuster

Published: 2006-02-07

Total Pages: 196

ISBN-13: 0743273966

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Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.