Win / Loss Reviews
Win / Loss Reviews

Author: Rick Marcet

Publisher: John Wiley & Sons

Published: 2011-07-12

Total Pages: 224

ISBN-13: 1118007417

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An effective framework for strengthening competitiveness by learning from past deals and applying insights derived from them. Every sales opportunity, whether won or lost, has useful nuggets of information that can be harvested and used to improve performance. When those pieces of information are aggregated, analyzed and made available for all to use, the organization’s competitive position is greatly enhanced. Reveals how to turn field sales teams, a mostly underutilized resource, into net producers of competitive intelligence Exposes new and unconventional approaches for gathering and democratizing sales insights for a broad stakeholder audience Presents a proven knowledge sharing model that is being adopted by major companies worldwide Win/Loss Reviews shows how every company can improve top and bottom line performance by systematically capturing the key insights from deals that have been won, lost or delayed. While the book talks to decision makers and business strategists, the principles and disciplines explored are aimed at bridging the flow of competitive intelligence between sales and marketing, simultaneously providing insights and line-of-site to the dynamics affecting business performance.

Win
Win

Author: Catherine Lievens

Publisher: eXtasy Books

Published: 2019-05-03

Total Pages: 135

ISBN-13: 1487424175

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Win is the council assassins’ handler, and that means he has to keep them safe. That’s not an easy thing to do when there’s a group of people trying to kill them, but Win has done his best, and now they’re down to only six people to eliminate before he can take care of his family. But his obsession with their safety means he doesn’t have time for anything else, and that includes Graham, the assassins’ cook—and his mate. Graham has suspected there was a bond between him and Win ever since he arrived at the warehouse, but since he’s human, he can’t be sure. He won’t get any answers from Win, who spends more time in his office working than he should. If Graham wasn’t there to make sure he ate and slept, he probably would have collapsed, and that’s the last thing Graham wants. Graham’s opportunity to find out if that bond is really present comes when the council puts Win on a forced vacation. It so happens that Graham is headed home to his parents for two weeks, and somehow, Win ends up going with him. Will that interlude be enough for Graham to get through to Win? Or will Win be unable to forget about the work waiting for him back home and ignore Graham? Will the assassins finally find out what’s really happening with the people trying to kill them?

Win/Loss Analysis
Win/Loss Analysis

Author: Ellen Naylor

Publisher:

Published: 2016-04

Total Pages: 218

ISBN-13: 9780997272215

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If your company is struggling, losing its visibility or failing in growth projections, you need Win/Loss Analysis. Woven throughout are steps to gather competitive intelligence and customer insight. With the guidance of this book, you will remove the guesswork and gain more business through Win/Loss Analysis.

From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best
From a Good Sales Call to a Great Sales Call: Close More by Doing What You Do Best

Author: Richard M. Schroder

Publisher: McGraw Hill Professional

Published: 2010-10-22

Total Pages: 241

ISBN-13: 0071742816

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Create a Tailor-Made Sales Strategy Using Lessons from the Field! When things don’t go well on a sales call, you probably ask yourself, “Why did I lose that sale?” . . . and then move on. But the question remains: Why did you lose that sale? Learning the answer can mean the difference between landing and losing the next sale. From a Good Sales Call to a Great Sales Call teaches you how to assess your strengths and weaknesses based on information you can get from the most qualified source available—the buyer. You’ll learn how to: Approach postdecision prospects using best practices and proper etiquette Design a comprehensive “debrief” questionnaire Obtain more candid and accurate feedback from prospects Identify important patterns in your techniques Use what works and improve what doesn’t to close more sales than ever Filled with sample dialogs you can use with prospects, From a Good Sales Call to a Great Sales Call is neatly organized into eight easy-to-follow steps that take you through the whole process: Step 1. Discover the Benefits of Successfully Debriefing with Prospects Step 2. Understand the Postdecision Mind-Set of the Prospect Step 3. Recognize How Salespeople Can Inhibit the Feedback Process Step 4. Design a Prospect Debrief Questionnaire Step 5. Utilize Proven Interviewing Techniques for Conducting Debrief Calls Step 6. Identify and Analyze Your Win/Loss Trends Step 7. Benchmark Your Feedback Step 8. Implement the Right Techniques to Increase Your Close Rate Refreshingly direct and right to the point, this system is based on 12 years of research and thousands of sales prospect interviews. This comprehensive, powerful program leads to better sales techniques and increased close rates. In short, it works.

Win / Loss Reviews
Win / Loss Reviews

Author: Rick Marcet

Publisher: John Wiley & Sons

Published: 2011-06-09

Total Pages: 224

ISBN-13: 1118102606

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An effective framework for strengthening competitiveness by learning from past deals and applying insights derived from them. Every sales opportunity, whether won or lost, has useful nuggets of information that can be harvested and used to improve performance. When those pieces of information are aggregated, analyzed and made available for all to use, the organization’s competitive position is greatly enhanced. Reveals how to turn field sales teams, a mostly underutilized resource, into net producers of competitive intelligence Exposes new and unconventional approaches for gathering and democratizing sales insights for a broad stakeholder audience Presents a proven knowledge sharing model that is being adopted by major companies worldwide Win/Loss Reviews shows how every company can improve top and bottom line performance by systematically capturing the key insights from deals that have been won, lost or delayed. While the book talks to decision makers and business strategists, the principles and disciplines explored are aimed at bridging the flow of competitive intelligence between sales and marketing, simultaneously providing insights and line-of-site to the dynamics affecting business performance.

Saleshood
Saleshood

Author: Elay Cohen

Publisher: Greenleaf Book Group

Published: 2014-04-15

Total Pages: 250

ISBN-13: 1626340501

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A playbook that empowers sales managers to think like CEOs and act like entrepreneurs At Salesforce.com, Elay Cohen created and executed the sales productivity programs that accelerated the company’s growth to a $3 billion–plus enterprise. The innovation delivered over these years by Elay and his team resulted in unprecedented sales productivity excellence. Based on that experience, Elay embarked on a journey to help every company in the world grow like Salesforce.com. After working with many organizations and further reflecting on his time at Salesforce.com, it became apparent that one key player was best positioned to accelerate growth in organizations: the first-line sales manager. Empowering sales managers to own and execute their own sales programs, as entrepreneurs would, became the focus of this book and his technology company. First-line sales managers are the backbone of every sales organization. They make it happen. They’re where the rubber meets the road in pipeline generation, revenue growth, and customer success. These sales managers serve as the voice of salespeople to organizations, and as the organizational voice back to salespeople. In this accessible guide, Cohen shares how sales managers can build an inspired, engaged team, equipping them with the tools they need to drive up sales productivity and grow the business. He reveals, among many other lessons, how you can nurture a winning sales culture; build world-class training programs that encourage salespeople to learn from each other; and execute sales processes, playbooks, and deals in a way that gives your salespeople the winning edge.

The Art of Execution
The Art of Execution

Author: Lee Freeman-Shor

Publisher: Harriman House Limited

Published: 2015-09-14

Total Pages: 106

ISBN-13: 0857195026

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Over seven years, 45 of the world's top investors were given between $25 and $150m to invest by fund manager Lee Freeman-Shor. His instructions were simple. There was only one rule. They could only invest in their ten best ideas to make money. It seemed like a foolproof plan to make a lot of money. What could possibly go wrong? These were some of the greatest minds at work in the markets today - from top European hedge fund managers to Wall Street legends. But most of the investors' great ideas actually lost money. Shockingly, a toss of a coin would have been a better method of choosing whether or not to invest in a stock. Nevertheless, despite being wrong most of the time, many of these investors still ended up making a lot of money. How could they be wrong most of the time and still be profitable? The answer lay in their hidden habits of execution, which until now have only been guessed at from the outside world. This book lays bare those secret habits for the first time, explaining them with real-life data, case studies and stories taken from Freeman-Shor's unique position of managing these investors on a day-to-day basis. A riveting read for investors of every level, this book shows you exactly what to do and what not to do when your big idea is losing or winning - and demonstrates conclusively why the most important thing about investing is always the art of execution.

How to Argue & Win Every Time
How to Argue & Win Every Time

Author: Gerry Spence

Publisher: Macmillan

Published: 1996-04-15

Total Pages: 324

ISBN-13: 9780312144777

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A noted attorney gives detailed instructions on winning arguments, emphasizing such points as learning to speak with the body, avoiding being blinding by brilliance, and recognizing the power of words as a weapon.

Rebirth of the Salesman
Rebirth of the Salesman

Author: Cian McLoughlin

Publisher:

Published: 2015-11-18

Total Pages: 300

ISBN-13: 9780994311641

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Chock full of case studies, war stories and interviews with sales leaders, Rebirth of the Salesman provides a candid perspective on the multi-billion dollar sales industry. Each chapter focuses on a specific character trait for achieving sales mastery, providing concrete steps, for readers to develop their sales effectiveness and enhance their personal brand. Blending insights from opposing sides of the sales spectrum, Rebirth of the Salesman delivers an engaging, entertaining and inspiring read.

Agile Selling
Agile Selling

Author: Jill Konrath

Publisher: Penguin

Published: 2015-07-07

Total Pages: 274

ISBN-13: 1591847915

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Being an agile seller virtually guarantees a prosperous career. When salespeople are promoted, switch jobs, or face new business conditions, they need to learn lots of new information and skills quickly. It's a daunting task, compounded by the fact that they're under intense pressure to deliver immediate results. What Jill Konrath calls agile selling is the ability to quickly learn all this new info and then leverage it for maximum impact. Having an agile mindset, one that keeps you going through challenging times, is the crucial starting point. You also need a rapid-learning plan that helps you establish situational credibility with your targeted or existing customers in just thirty days. In Agile Selling, you'll discover numerous strategies to help you become an overnight sales expert, slashing your path to proficiency. Jill Konrath's fresh sales strategies, provocative insights, and practical advice help sellers win business with today's crazy-busy prospects.