The High Velocity Sales Organization
The High Velocity Sales Organization

Author: Marc Wayshak

Publisher: Marc Wayshak Communications LLC

Published: 2018-08-14

Total Pages: 286

ISBN-13: 9780985411336

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The data shows that senior executives today face a stark reality: Sales talent is increasingly difficult to find. Traditional selling strategies no longer work. And salespeople today are more distracted and aimless than ever before. To give their organizations true staying power in this tumultuous new market, company leaders must fundamentally change the way they look at sales--or else succumb to the competition. What today's senior leaders need is a high-velocity sales organization: an organization with the right performers, strategy, and infrastructure in place, allowing it to dramatically increase sales by converting more opportunities at higher prices to more prospects. Drawing on hard data, comprehensive research, and the latest science behind selling, Marc Wayshak has developed a system for building these fully sales-driven organizations. The High-Velocity Sales Organization brings together Wayshak's cutting-edge insights as a leading sales consultant with the latest data to create a step-by-step formula for accelerating a sales-driven company culture--from the top down. This guide for senior executives lays out the exact processes company leaders must implement to achieve the three pillars of a high-velocity sales organization: Performers--Learn to identify, recruit, and retain top performers for a consistent flow of A-player salespeople--and far fewer costly mis-hires Strategy--Develop and implement a self-improving, highly adaptive sales strategy that sets your salespeople apart from the competition Infrastructure--Establish a clear system for building out the right sales processes, with the most effective technology, to hold sales teams accountable

Nuts and Bolts of Sales Management
Nuts and Bolts of Sales Management

Author: John Treace

Publisher: Greenleaf Book Group

Published: 2011-09

Total Pages: 184

ISBN-13: 1937110206

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Sometimes managing a sales team feels like trying to manage chaos, and in a way it is-there are so many unpredictable influences at work in sales. In Nuts and Bolts of Sales Management, John Treace, mining decades of executive sales experience gained from successful business turnarounds, provides managers with proven strategies to build a high-performing sales team that will consistently produce desired results.The tools and tactics included in Nuts and Bolts of Sales Management help sales managers identify and solve the problems that cause companies to stumble and fail. Leaders will learn how they can take their sales force to the next level by developing effective sales processes and by promoting high morale and team work. This book will provide a deeper understanding and practical answers for the problems all sales managers and officers face each day. Here is a sample of some: - How to ensure predictable sales performance- Effective forecasting & managing the quarter- What to do when sales plans are missed- How to design highly effective meetings and award programs- Making effective presentations to management- Minimize the need for hiring and firing- How to balance morale, execution & teamwork- How to develop a powerful sales culture- Developing effective metrics- How to Leveraging expenses while managing the budget- Effective use of consultants- How to sleep well at night nearing the end of any sales quarter This practical handbook was written for current sales VPs or managers, salespeople who desire to move into management, and CEOs, COOs, CFOs and others wishing to have a better understanding of the principles and systems that drive high-velocity sales organizations.

Game Plan Selling
Game Plan Selling

Author: Marc Wayshak

Publisher: Marc Wayshak Communications LLC

Published: 2014-01

Total Pages: 186

ISBN-13: 9780985411312

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In today's technology-saturated world, information is cheap. The Internet has changed everything for prospects--not to mention for the salespeople who hope to win their business. Prospects no longer need that big sales pitch touting all the features and benefits of a product. What's more, they have come to resent old-school selling techniques. As Marc explains in Game Plan Selling, winning the business of well-informed prospects is very similar to winning in sports. Consistent success--both in sales and on the field--requires a distinct strategy, a repeatable process and a clear plan to execute with commitment and passion. In this highly practical book, you will learn how to: *Separate yourself from the competition; *Use a simple system to close sales more quickly and with greater frequency; and *Create a personal selling plan to virtually guarantee success.

Hacking Sales
Hacking Sales

Author: Max Altschuler

Publisher: John Wiley & Sons

Published: 2016-05-31

Total Pages: 164

ISBN-13: 1119281644

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Stay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You’ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job—this book is your roadmap to fast and efficient revenue growth. Without a reliable process, you’re disjointed, disorganized, and ultimately, underperforming. Whether you’re building a sales process from scratch or looking to become your company’s rock star, this book shows you how to make it happen. Identify your Ideal Customer and your Total Addressable Market Build massive lead lists and properly target your campaigns Learn effective hacks for messaging and social media outreach Overcome customer objections before they happen The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today’s sales environment is very much a “keep up or get left behind” paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.

The High-Velocity Edge: How Market Leaders Leverage Operational Excellence to Beat the Competition
The High-Velocity Edge: How Market Leaders Leverage Operational Excellence to Beat the Competition

Author: Steven J. Spear

Publisher: McGraw Hill Professional

Published: 2010-05-07

Total Pages: 432

ISBN-13: 0071741402

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Generate faster, better results—using less capital and fewer resources! Toyota, Alcoa, Pratt & Whitney, and the U.S. Navy's Nuclear Power Program operate in vastly different worlds, but they have one thing in common. Each of these organizations generates constant, almost automatic operational self-improvements at rates faster, durations longer, and breadths wider than any of its competitors. Excellence in operational management is the single element separating industry leaders from all others. The High-Velocity Edge is a blueprint for fueling innovation and improvement at both the management and process level in your own company. It’s not magic, it’s not luck. It’s something that that can be taught, cultivated, practiced, and effectively applied to an organization. Spears explains how to: Build a system of “dynamic discovery” that reveals operational problems and weaknesses Attack and solve problems at the time and in the place where they occur, converting weaknesses into strengths Disseminate knowledge gained from solving local problems throughout the company as a whole Create managers invested in the process of continual innovation Apply the lessons of The High-Velocity Edge, and you will enjoy profitability, quality, efficiency, reliability, and agility unmatched by any of your rivals.

Smart Sales Manager
Smart Sales Manager

Author: Josiane Feigon

Publisher: AMACOM

Published: 2013-07-15

Total Pages: 293

ISBN-13: 0814432840

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Josiane Feigon, author and pioneer of the inside sales community, recognizes that the pressure to produce can be crushing, but the guidance provided thus far has been minimal. With the explosion of social media, as well as the increasing dependence on digital communications, the need for businesses to shift their focus from field sales to inside sales is growing exponentially today. Businesses now rely on inside sales to generate up to 50 percent of their revenue! The burgeoning demand for inside sales leaders means that the industry’s top reps are being promoted and transitioned even if they are unprepared for management in the Sales 2.0 that is taking over the field. In Smart Sales Manager, she shows you how they can lead their inside sales squads to success--from hiring and motivating to training, coaching, and more, including: Customer 2.0: Selling to the new elusive buyer Tools 2.0: Choosing the best sales productivity and intelligence tools for their team Talent 2.0: Hiring, training, and retaining inside sales superheroes Manager’s cheat sheets: Motivational strategies to salvage deals, engage employees, and boost managerial clout The ability to successfully train your sales teams in social selling, digital communications, and disruptive content creation is vital in today’s sales environment. Complete with real-life examples and smart sales strategies, Smart Sales Manager will bring managers up to speed fast.

The Velocity Manifesto
The Velocity Manifesto

Author: Scott Klososky

Publisher: Greenleaf Book Group

Published: 2011

Total Pages: 293

ISBN-13: 1608320855

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Provides advice for business leaders on ways to meet the demands of the fast-paced digital age through new technology and business intelligence.

Sales Engagement
Sales Engagement

Author: Manny Medina

Publisher: John Wiley & Sons

Published: 2019-03-12

Total Pages: 246

ISBN-13: 1119584345

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Engage in sales—the modern way Sales Engagement is how you engage and interact with your potential buyer to create connection, grab attention, and generate enough interest to create a buying opportunity. Sales Engagement details the modern way to build the top of the funnel and generate qualified leads for B2B companies. This book explores why a Sales Engagement strategy is so important, and walks you through the modern sales process to ensure you’re effectively connecting with customers every step of the way. • Find common factors holding your sales back—and reverse them through channel optimization • Humanize sales with personas and relevant information at every turn • Understand why A/B testing is so incredibly critical to success, and how to do it right • Take your sales process to the next level with a rock solid, modern Sales Engagement strategy This book is essential reading for anyone interested in up-leveling their game and doing more than they ever thought possible.

High Velocity Itsm
High Velocity Itsm

Author: Randy A. Steinberg

Publisher: Trafford Publishing

Published: 2016-09-28

Total Pages: 317

ISBN-13: 1490776559

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If you read through this book and still dont believe there is a critical need for IT Service Management then good luck seeing if you can survive in IT for the next 5 years. Agile, DevOps, Lean IT, Virtualization, Application Lifecycle Management, Cloud Computing and many other technologies are rapidly pulling IT in many directions. These modern ways of operating IT to cope with a world of rapid change will not go away. Somehow they need to be pulled together to avoid the chaos. Service Management is the glue needed to hold these all together. There is no IT value for the business until the point a service is received. For this reason, this book is written for IT leaders, managers and practitioners from a Service Management perspective. Having the best development practices, be it Agile, DevOps or others means little if a service is not delivered to the business. When they need it. High Velocity ITSM is about transitioning the IT Organization from traditional waterfall slower service development and support to a service delivery organization operating at high velocity. This book provides practical guidance for: ? Transitioning IT towards high velocity ITSM ? Using Agile and DevOps for rapid service build ? Using Lean IT to operate at high velocity ? Streamlining your ITSM management processes ? Building a Lean IT CSI Program ? Learning and applying modern IT methods and much more!

Stop Acting Like a Seller and Start Thinking Like a Buyer
Stop Acting Like a Seller and Start Thinking Like a Buyer

Author: Jerry Acuff

Publisher: John Wiley & Sons

Published: 2010-12-28

Total Pages: 276

ISBN-13: 1118044835

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Praise for stop acting like a seller and Start Thinking Like a Buyer "Stop Acting Like a Seller and Start Thinking Like a Buyer is a book that teaches you emphatically that 'words matter.' If you want to set yourself apart from others, whether you're selling a product or a concept, this is a book to read. Not only will you learn how to prepare for sales success, you will learn how to be far more effective by thinking like a buyer." —Theresa Martinez, Brand Director, Roche Laboratories "This book shares a great commonsense approach to developing a new sales attitude and mindset that will work no matter what you're selling. Jerry has successfully articulated a powerful and unique formula for sales greatness." —Duggar Baucom, head basketball coach, Virginia Military Institute "This is a book for people who truly want to have incredible success in sales. Thinking like a buyer is the most powerful way to help customers and prospects think differently about you and your product. This book shows you exactly how to make that happen in a step-by-step way. If you want to learn how to guarantee your success in selling or influencing, this is a book you must read." —Dan C. Weilbaker, PhD, McKesson Professor of Sales, Northern Illinois University "A mind shift takes place when you read Acuff's book and realize 'it's all about them.' The book helps you understand human psychology and behavior and gives you the practical tips, encouragement, and examples to help you stand out and be valued by your customers regardless of what you're selling." —Charlene Prounis, Managing Partner, Flashpoint Medica