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Author: Erick Simpson
Publisher: Intelligent Enterprise
Published: 2007
Total Pages: 474
ISBN-13: 9780978894313
DOWNLOAD EBOOKSimpson focuses squarely on one of the most challenging aspects of running a successful I.T. Drawing upon MSP University's experience in helping partners across the country transition to an annuity-based, proactive managed service delivery model, each phase of the I.T.
Author: Brian Tracy
Publisher: Thomas Nelson Inc
Published: 2006-06-20
Total Pages: 240
ISBN-13: 0785288066
DOWNLOAD EBOOKDouble and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.
Author: Tom Martin
Publisher: Que Publishing
Published: 2013-09-24
Total Pages: 272
ISBN-13: 0133431274
DOWNLOAD EBOOKBuild a High-Impact, Low-Hassle Digital Sales Prospecting System That Works! Hate cold calling? Stop doing it! Build a supercharged, highly automated digital sales prospecting system that attracts more qualified leads, shortens sales cycles, and increases conversion rates—painlessly! In The Invisible Sale, Tom Martin reveals techniques he’s used to drive consistent double-digit growth through good times and bad, with no cold calling. Martin’s simple, repeatable process helps you laser-target all your marketing activities, sales messages, and sales calls based on what your prospects are actually telling you. Martin boils complex ideas down to simple, straightforward language...real-life case studies...easy-to-understand templates...and actionable solutions! • Discover the “invisible funnel,” where self-educated buyers are making decisions before you know they exist • Leverage Funnel Optimized website design to identify your prospects’ key challenges before you ever speak to them • Integrate social media, content, and email to optimize the entire prospecting process • Make every sales call count with behaviorally targeted email prospecting • Leverage Twitter, Facebook, and LinkedIn to efficiently “prospect at scale” • Use the science of propinquity to choose “outposts,” strategize social networking, and drive offline campaigns • Save money by rightsizing production quality to each marketing requirement • Rapidly create keyword-rich text content, and use it widely to promote self-qualification • Create webinars and tutorials more easily and painlessly than you ever thought possible • Choose low-cost devices, apps, software, and accessories for quickly creating high-quality DIY media content • Learn how to apply Aikido Selling Techniques to close self-educated buyers
Author: April Cox
Publisher:
Published: 2021-09-15
Total Pages:
ISBN-13: 9781737557012
DOWNLOAD EBOOKAuthor: John Brooks
Publisher: Open Road Media
Published: 2015-05-14
Total Pages: 464
ISBN-13: 9781473611528
DOWNLOAD EBOOK'The best business book I've ever read.' Bill Gates, Wall Street Journal 'The Michael Lewis of his day.' New York Times What do the $350 million Ford Motor Company disaster known as the Edsel, the fast and incredible rise of Xerox, and the unbelievable scandals at General Electric and Texas Gulf Sulphur have in common? Each is an example of how an iconic company was defined by a particular moment of fame or notoriety. These notable and fascinating accounts are as relevant today to understanding the intricacies of corporate life as they were when the events happened. Stories about Wall Street are infused with drama and adventure and reveal the machinations and volatile nature of the world of finance. John Brooks's insightful reportage is so full of personality and critical detail that whether he is looking at the astounding market crash of 1962, the collapse of a well-known brokerage firm, or the bold attempt by American bankers to save the British pound, one gets the sense that history really does repeat itself. This business classic written by longtime New Yorker contributor John Brooks is an insightful and engaging look into corporate and financial life in America.
Author: Les Binet
Publisher:
Published: 2013
Total Pages: 0
ISBN-13: 9780852941348
DOWNLOAD EBOOKAuthor: John Coe
Publisher: McGraw Hill Professional
Published: 2004
Total Pages: 259
ISBN-13: 0071408797
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Author: Mike Weinberg
Publisher: AMACOM
Published: 2015-10-21
Total Pages: 243
ISBN-13: 0814436447
DOWNLOAD EBOOKPacked with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!
Author: Matthew Dixon
Publisher: Penguin
Published: 2011-11-10
Total Pages: 242
ISBN-13: 1101545895
DOWNLOAD EBOOKWhat'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: Neil Rackham
Publisher: McGraw Hill Professional
Published: 1989-01-22
Total Pages: 236
ISBN-13: 0071708405
DOWNLOAD EBOOKAn Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.
