B2b Sales Secrets

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B2B Sales Secrets

Author : Eric Konovalov
Publisher :
ISBN 13 : 9781695368323
Total Pages : 182 pages
Book Rating : 4.3/5 (683 download)

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Book Synopsis B2B Sales Secrets by : Eric Konovalov

Download or read book B2B Sales Secrets written by Eric Konovalov and published by . This book was released on 2019-09-24 with total page 182 pages. Available in PDF, EPUB and Kindle. Book excerpt: What is B2B Sales Secrets?It's a Road Map that will help get your customers to buy from you It's a Guide that will prepare you for each dayIt's a Tool that gives you proven scripts to help you winB2B Sales Secrets will help you: CRUSH your cold callsOpen more opportunitiesWin the deals you're in Create a winning mindsetBecome a magnet for new businessGet crystal clear about your messageB2B Sales Secrets is a best friend and coach for any person who's selling a product or a service to other organizations. You may be the absolute BEST at what you do and no one knows more about your business than you do. Maybe you're a marketing expert, a corporate trainer, a medical biller, a consultant, a DJ, an insurance agent, a moving company, or a copier sales rep (like I was).You get out there every day, HUSTLE, meet with potential clients, tell them about your passion and how you can help them, give them a proposal, and then wait, and wait. You follow up, but there are no returned calls. So you drop in, and "they're in a meeting".Does this sound like you or someone you know?GREAT NEWS!!! It's not your fault!See, you've always been told "sales is a numbers game" and, just like I used to, you probably believe that if only you make more calls...You'll close more business! Right?.... That's the furthest thing from the truth.The craziest part of all is that you see people in your industry, your hometown, your company, who are working less than you and seeing more success than you.Don't you just hate that?I used to struggle to get clients into my sales process just like you are right now. Then I realized that people hate to go through someone's sales process, but they love to buy and even more, they love to be on their own journey. So I took a look at tons of my failures, interviewed the people who said no, people who said yes, ones who fired me, and ones who hire me. I reflected on my best wins and created the Buyer's Journey that B2B Sales Secrets takes you through.

Sales Secrets

Author : Brandon Bornancin
Publisher : Lfgwit LLC
ISBN 13 : 9781952569357
Total Pages : 646 pages
Book Rating : 4.5/5 (693 download)

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Book Synopsis Sales Secrets by : Brandon Bornancin

Download or read book Sales Secrets written by Brandon Bornancin and published by Lfgwit LLC. This book was released on 2020-11-18 with total page 646 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your playbook to sell anything to anyone.

Billion Dollar Sales Secrets: Superstar Selling Tips For All Seasons

Author : Joe Paranteau
Publisher : Joe Paranteau
ISBN 13 : 9781735232720
Total Pages : 214 pages
Book Rating : 4.2/5 (327 download)

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Book Synopsis Billion Dollar Sales Secrets: Superstar Selling Tips For All Seasons by : Joe Paranteau

Download or read book Billion Dollar Sales Secrets: Superstar Selling Tips For All Seasons written by Joe Paranteau and published by Joe Paranteau. This book was released on 2021-03-05 with total page 214 pages. Available in PDF, EPUB and Kindle. Book excerpt: More Than Just a 'Business Book'...The Secret Playbook for Profitable SalesThese tactics, techniques, and mindsets will show you how to get respect, wealth, and influence most people CRAVE.This is more than just a sales or business book; it's jam-packed with valuable life lessons! Joe Paranteau is an elite salesperson who generated over a BILLION dollars in revenue - in just five years. And in this book, he's sharing everything!The goal: to give you a unique and valuable look inside the mind of an expert salesperson who's been swimming with the 'sharks' for decades (and making a lot of money doing it). This is a rare look into sales success, and it's NOT something you want to miss!??? He'll help you navigate your own journey, sharing insights and invaluable lessons he's discovered from DECADES of experience. Here's just a taste of what you're about to discover:? The basic human trait that will skyrocket your sales virtually overnight once you adopt it. ? Three concrete ways to improve yourself RIGHT NOW (Yes, you can implement these anywhere at any time, and they will bring top performance.)(Chapter 1)? The Nine Superstar Traits to rise and win (Chapter 3)? How to become an oak tree, be unaffected by rejection and continuously improve yourself (Flip the script on your biases and win big.)? How to GET THINGS DONE when you have no energy left. (This is how master salespeople amass wealth and power.)? Practical tools to conquer doubt and bad days (how to smash through any boundaries and turn a bad day into pure gold)? The most unpredictable aspect of your sale (and how to manage it properly and get unlimited referrals)? The 'people magnet' formula will turn strangers into customers (You'll know exactly what to say and when to say it.)? 'No B.S.' ways to put yourself in your customers' shoes, gain their trust and undivided attention, and ultimately get the sale (as well asloyal customers)And more... Get the book now!

The B2B Selling Guidebook

Author : Jim Irving
Publisher :
ISBN 13 : 9781672330954
Total Pages : 156 pages
Book Rating : 4.3/5 (39 download)

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Book Synopsis The B2B Selling Guidebook by : Jim Irving

Download or read book The B2B Selling Guidebook written by Jim Irving and published by . This book was released on 2020-02-06 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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

Author : Edward Trimnell
Publisher : Beechmont Crest Publishing
ISBN 13 : 9780982890110
Total Pages : 318 pages
Book Rating : 4.8/5 (91 download)

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Book Synopsis B2b Sales by : Edward Trimnell

Download or read book B2b Sales written by Edward Trimnell and published by Beechmont Crest Publishing. This book was released on 2011-09-01 with total page 318 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn the insider's secrets....In order to succeed at organizational selling, you need to understand not only the techniques of sales, but also the decision-making processes of large organizations. Written from the dual perspective of the sales and purchasing functions, this guide explains B2B sales from the inside out. This book takes you deep inside the corporate purchasing process. You will learn about the mistakes that cause most B2B salespersons to fail. From prospecting to closing the sale, you can't succeed at organization selling if you don't have inside knowledge of how organizational customers think and act.Learn the secrets that your sales manager can't tell you, and that the buyers don't want you to know!

Secrets of Question-Based Selling

Author : Thomas Freese
Publisher : Sourcebooks, Inc.
ISBN 13 : 1402287534
Total Pages : 441 pages
Book Rating : 4.4/5 (22 download)

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Book Synopsis Secrets of Question-Based Selling by : Thomas Freese

Download or read book Secrets of Question-Based Selling written by Thomas Freese and published by Sourcebooks, Inc.. This book was released on 2013-11-05 with total page 441 pages. Available in PDF, EPUB and Kindle. Book excerpt: "After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more

B2B Digital Selling Secrets

Author : Gary Dennis
Publisher :
ISBN 13 :
Total Pages : 70 pages
Book Rating : 4.6/5 (52 download)

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Book Synopsis B2B Digital Selling Secrets by : Gary Dennis

Download or read book B2B Digital Selling Secrets written by Gary Dennis and published by . This book was released on 2020-06-07 with total page 70 pages. Available in PDF, EPUB and Kindle. Book excerpt: Markets are saturated, and the pressure on sales professionals and business owners has never been more intense than it is now. Thankfully there is hope. Innovations in technology are enabling sales professionals and business owners to reach more clients than ever before. With these capabilities, sales professionals and business owners can differentiate themselves, quickly reach their financial goals, and save time. This extra time could be used to get more sales or spend time with your family.Some fundamentals of sales will never change, and others will change forever. B2B Digital Selling Secrets highlights the technology and data that is available to help B2B sales professionals and business owners change the game of sales. This book will help you whether you are new to sales or have been in sales for your entire career. If you are competitive, financially driven, like to think outside the box, and would like to maximize your time, this is the book for you.

Guerrilla Business Secrets

Author : Jay Conrad Levinson
Publisher : Morgan James Publishing
ISBN 13 : 1614480605
Total Pages : 301 pages
Book Rating : 4.6/5 (144 download)

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Book Synopsis Guerrilla Business Secrets by : Jay Conrad Levinson

Download or read book Guerrilla Business Secrets written by Jay Conrad Levinson and published by Morgan James Publishing. This book was released on 2009-02-01 with total page 301 pages. Available in PDF, EPUB and Kindle. Book excerpt: From a master salesperson and a revolutionary marketing strategist: A take-no-prisoners guide to making your small business dreams come true. Do you long to break out of the corporate rate race and run your own business? Jay Conrad Levinson, author of the bestselling Guerrilla Marketing series, and Steve Savage, management consultant and salesman extraordinaire, team up to show you how in this truly captivating guide. By learning from Steve’s desolate disasters and tremendous triumphs, you will gain the knowledge you need to start and run a business—covering every facet from picking a hot product to navigating government bureaucracy to expanding overseas. Learn how Steve develops dazzling products, builds successful sales forces, and once took a company from zero to $60 million in six years. Guerrilla Business Secrets tells how hundreds of men and women trained by Steve were able to fulfill their dreams and stretch to the outer limits of their potential. “I have never seen anyone who could organize a business, recruit a sales force, and motivate an entire company better than Steve Savage. He is a genuine business visionary.” —Rod Turner, Senior Executive Vice President, Colgate Palmolive

The Secrets of Selling

Author : Geoff King
Publisher : Pearson UK
ISBN 13 : 0273742345
Total Pages : 203 pages
Book Rating : 4.2/5 (737 download)

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Book Synopsis The Secrets of Selling by : Geoff King

Download or read book The Secrets of Selling written by Geoff King and published by Pearson UK. This book was released on 2012-12-27 with total page 203 pages. Available in PDF, EPUB and Kindle. Book excerpt: Want to beat your sales target? Buy this book. The new edition of this highly successful sales bible is full of practical tips, tricks and advice and now comes in a smaller, more accessible package. The Secrets of Selling, 2nd edition covers all the key areas in a concise and snappy style and is easy to navigate - essential features for the time pressured modern sales professional. It covers the full range of situations that sales people at all levels will encounter, from how to size up your prospective client quickly, to the best time to mention your price. It has a genuinely practical approach - providing you with the tips, tricks and techniques that will help you improve your sales performance. This new edition has been completely revised and updated throughout. Key changes include:. Summaries, in the form of checklists included at each of the three sections. A chapter on Body Language, including new information on how to spot lying. New information on icebreakers in meetings.

Dealstorming

Author : Tim Sanders
Publisher : Penguin
ISBN 13 : 0698408217
Total Pages : 256 pages
Book Rating : 4.6/5 (984 download)

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Book Synopsis Dealstorming by : Tim Sanders

Download or read book Dealstorming written by Tim Sanders and published by Penguin. This book was released on 2016-02-23 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales genius is a team sport. As a B2B sales leader, you know that by Murphy’s Law, despite your team's best efforts, some deals will inevitably get stuck or key relationships will go sour. And too often, it's the most important ones—the last thing you need when millions of dollars are on the line. "Dealstorming" is Tim Sanders’s term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it “a Swiss Army knife for today’s toughest sales challenges.” It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment. Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with. Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast. You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from non-sales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done. The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as a sales executive and consultant, personally leading dozens of sales collaboration projects. It also features the results of interviews with nearly two hundred B2B sales leaders at companies such as LinkedIn, Altera and Novell. The strategies laid out in Dealstorming have led to a stunning 70% average closing ratio for teams across all major industries, leading to game-changing deals and long-term B2B relationships. Now you can learn how to make dealstorming work for you.

People Buy You

Author : Jeb Blount
Publisher : John Wiley & Sons
ISBN 13 : 0470599111
Total Pages : 214 pages
Book Rating : 4.4/5 (75 download)

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Book Synopsis People Buy You by : Jeb Blount

Download or read book People Buy You written by Jeb Blount and published by John Wiley & Sons. This book was released on 2010-06-21 with total page 214 pages. Available in PDF, EPUB and Kindle. Book excerpt: The ultimate guide to relationships, influence and persuasion in 21st century business. What is most important to your success as a sales or business professional? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company's reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2.0 tools, or social media strategy? You could hire a fancy consulting firm, make the list longer, add some bullet points, put it into a PowerPoint presentation, and go through the whole dog and pony show. But at the end of the day there will be only one conclusion… None of the above! You see, the most important competitive edge for today's business professionals cannot be found on this list, your resume, or in any of your company's marketing brochures. If you want to know the real secret to what matters most in business, just look in the mirror. That's right, it's YOU. Do these other things matter? Of course they do, but when all things are equal (and in the competitive world we live in today, things almost always are) People Buy You. Your ability to build lasting business relationships that allow you to close more deals, retain clients, increase your income, and advance your career to rise the top of your company or industry, depends on your skills for getting other people to like you, trust you, and BUY YOU. This break-through book pushes past the typical focus on mechanics and stale processes found in so many of today's sales and business books, and goes right to the heart of what matters most in 21st century business. Offering a straight forward, actionable formula for creating instant connections with prospects and customers, People Buy You will enable you to achieve a whole new level of success in your sales and business career. You'll discover: Three relationship myths that are holding you back Five levers that open the door to stronger relationships that quickly increase sales, improve retention, increase profits and advance your career The real secret to making instant emotional connections that eliminate objections and move buyers to reveal their real problems and needs How to anchor your business relationships and create loyal customers who will never leave you for a competitor How to build your personal brand to improve your professional presence and stand-out in the market place People Buy You is the new standard in the art of influence and persuasion. Few books have tackled the subject of interpersonal relationships in the business world in such a practical and down-to-earth manner, breaking what many perceive as a complex and frustrating process into easy, actionable steps that anyone can follow.

Quick Sales Tips–Practical Advice, in Bite Sized Pieces!

Author : Susan A. Enns
Publisher : B2B Sales Connections Inc.
ISBN 13 : 1301489514
Total Pages : 30 pages
Book Rating : 4.3/5 (14 download)

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Book Synopsis Quick Sales Tips–Practical Advice, in Bite Sized Pieces! by : Susan A. Enns

Download or read book Quick Sales Tips–Practical Advice, in Bite Sized Pieces! written by Susan A. Enns and published by B2B Sales Connections Inc.. This book was released on 2013-03-01 with total page 30 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Quick Sales Tips" is a collection of little ideas to help you realize your sales potential. Simply put, this is practical advice, in bit sized pieces. Whether you are an entrepreneur marketing your own products and services, or a direct sales representative servicing your assigned sales territory, this book will improve your skills so you will sell more. They are in no particular order, just a random collection of over 100 tips to help you achieve your sales potential. When we started the company, B2B Sales Connections, a number of years ago, we realized that one of the best ways to improve people’s sales skills was to distribute a monthly sales newsletter filled with sales tips, techniques, and best practices. The glowing feedback we received from the readers of "AIM HIGHER" was overwhelming and our subscriber quickly grew, as it continues to do so today. One of the most popular sections of the newsletter has always been our monthly quick sales tip, dating all the way back to our first edition. It was when one subscriber wrote us and said, “... if sales folks would follow your "sales tip of the month" every day...their life would change” we decided to put all our best tips in one place and the idea for this book was born. "Quick Sales Tips" is based on over 50 years of successful B2B sales and sales management expertise. It is a collection of our own personal sales techniques, as well as other successful sales professionals we have been lucky enough to work with over the years. They are in no particular order, just a random collection of over 100 tips to help you achieve your sales potential. We hope you find them as influential on the success of your career as our newsletter subscribers have found them to be. When you retire and look back on your career, you will realize it was the small improvements to your skills and techniques you made over the years that made the most difference on your overall success. After all as Alan Weiss once said, Improve by 1 percent a day, and in just seventy days, you're twice as good." Aim higher!

The 8 Greatest Sales Secrets in the World

Author :
Publisher :
ISBN 13 : 9780996573207
Total Pages : pages
Book Rating : 4.5/5 (732 download)

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Book Synopsis The 8 Greatest Sales Secrets in the World by :

Download or read book The 8 Greatest Sales Secrets in the World written by and published by . This book was released on 2015-08-15 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Every day, millions of sales people find themselves in a race. Whether it's an in-house competition to reach quotas or the daily responsibility of selling to their customers, sales is a never-ending contest to produce results, to win. And every day, a relatively small handful of sales people do most of the winning. It's estimated that 15 percent of all sales people capture a staggering 70 percent of the business!Why? What do the top 15 percent know that other sales people don't? What skills have they mastered? What are the secrets to their success?The 8 Greatest Sales Secrets in the World provides the answers. It's the inspirational story of one sales person's struggle to win an impossibly difficult sales contest. Along the way, he learns the timeless lessons that are behind every great sales person's success-in business and in life.Disarmingly simple and profoundly true, The 8 Greatest Sales Secrets in the World will forever change how you sell, and show you the way to becoming a sales leader in your market.

Sales Growth

Author : McKinsey & Company Inc.
Publisher : John Wiley & Sons
ISBN 13 : 1119281083
Total Pages : 326 pages
Book Rating : 4.1/5 (192 download)

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Book Synopsis Sales Growth by : McKinsey & Company Inc.

Download or read book Sales Growth written by McKinsey & Company Inc. and published by John Wiley & Sons. This book was released on 2016-05-11 with total page 326 pages. Available in PDF, EPUB and Kindle. Book excerpt: The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.

Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance

Author : Jason Jordan
Publisher : McGraw Hill Professional
ISBN 13 : 0071769617
Total Pages : 272 pages
Book Rating : 4.0/5 (717 download)

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Book Synopsis Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by : Jason Jordan

Download or read book Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance written by Jason Jordan and published by McGraw Hill Professional. This book was released on 2011-10-14 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.

The 8 Greatest Sales Secrets in the World

Author : Bob Clements
Publisher : Xlibris Corporation
ISBN 13 : 9781425783402
Total Pages : 0 pages
Book Rating : 4.7/5 (834 download)

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Book Synopsis The 8 Greatest Sales Secrets in the World by : Bob Clements

Download or read book The 8 Greatest Sales Secrets in the World written by Bob Clements and published by Xlibris Corporation. This book was released on 2007-11 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every day, millions of sales people find themselves in a race. Whether it's an in-house competition to reach quotas or the daily responsibility of selling to their customers, sales is a never-ending contest to produce results, to win. And every day, a relatively small handful of sales people do most of the winning. It's estimated that 15 percent of all sales people capture a staggering 70 percent of the business! Why? What do the top 15 percent know that other sales people don't? What skills have they mastered? What are the secrets to their success? The 8 Greatest Sales Secrets in the World provides the answers. It's the inspirational story of one sales person's struggle to win an impossibly difficult sales contest. Along the way, he learns the timeless lessons that are behind every great sales person's success in business and in life. Disarmingly simple and profoundly true, The 8 Greatest Sales Secrets in the World will forever change how you sell, and show you the way to becoming a sales leader in your market.

The Lost Art of Closing

Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 0735211698
Total Pages : 241 pages
Book Rating : 4.7/5 (352 download)

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Book Synopsis The Lost Art of Closing by : Anthony Iannarino

Download or read book The Lost Art of Closing written by Anthony Iannarino and published by Penguin. This book was released on 2017-08-08 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\