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Author : Randy Schwantz
Publisher :
ISBN 13 : 9780872183971
Total Pages : 0 pages
Book Rating : 4.1/5 (839 download)
Download or read book Breaking the Sales Barrier written by Randy Schwantz and published by . This book was released on 2001 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : Tom Rieger
Publisher : Simon and Schuster
ISBN 13 : 1595620540
Total Pages : 160 pages
Book Rating : 4.5/5 (956 download)
Download or read book Breaking the Fear Barrier written by Tom Rieger and published by Simon and Schuster. This book was released on 2011-08-23 with total page 160 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book takes the reader through a journey of how fear of loss progressively creates barriers and bureaucracy that inevitably cause companies to fail -- and what leaders need to do to overcome these seemingly impenetrable walls. The greatest threat to an organization's success is not always the competition. Often, it is what a company does to itself. Because of fear, companies become plagued with barriers and bureaucracy that limit success, crush employees, and infuse frustration and a sense of futility across the enterprise. It starts with a narrowing of focus, which leads to the first level of bureaucracy: parochialism. Parochialism exists when managers and departments begin to view the world through the filter of their own little silo and build walls made of rules and policies to protect their turf. As businesses grow and become more complex, the second level of bureaucracy is reached: territorialism. While parochialism is about protecting a department from outsiders, territorialism is about controlling those inside the silo. The third and final level of bureaucracy is empire building, which is a response to perceived threats to a department's ability to be self-sufficient. These barriers cost organizations a fortune in inefficiency, turnover, waste, and demoralization. Tearing down these barriers is difficult, but it can be done. Parochialism can be eliminated by resetting rules and policies and refocusing on the ultimate mission of the organization. Territorialism can be eliminated by creating true empowerment, along with appropriate levels of accountability. Empire building can be addressed through shared goals and a set of guiding principles that help act as a referee in decision making. But that's not enough. Managers must also create a culture of courage to enable employees to take advantage of these new freedoms and accountabilities. Courage killers must be rooted out and dealt with swiftly and strongly. Finally, leaders must refocus on mission success rather than just checking off their part of the process, manage reference points, and engage employees. By doing all these things, an organization can become fearless and unstoppable.
Author : Deepak D Prakash
Publisher : Partridge Publishing
ISBN 13 : 1482820641
Total Pages : 41 pages
Book Rating : 4.4/5 (828 download)
Download or read book Break the Barriers of Selling written by Deepak D Prakash and published by Partridge Publishing. This book was released on 2014-10-09 with total page 41 pages. Available in PDF, EPUB and Kindle. Book excerpt: This series of self-help articles is based on experiences of the author; it exposes the differences between a customer when he buys and when the customer is sold to. These articles are written so as to prepare the salesman who engages to sell by reaching out to his prospective customer and estsblish the beginning of a relationship between the salesman and the buyer, taking pride in who he sells to and the repute of what he sells-all in all a hero to everyone. Any salesperson engaged in selling products and services which require needs to be established and in selling new products which require the prospects to be found and the products to be demonstrated to sell will identiy with the articles and make the best out of to learn or to refresh themselves. This compilation also guides the salesperson to develop himslef in selling.
Author : Ian Altman
Publisher : Ideapress Publishing - Ips
ISBN 13 : 9781940858517
Total Pages : 0 pages
Book Rating : 4.8/5 (585 download)
Download or read book Same Side Selling written by Ian Altman and published by Ideapress Publishing - Ips. This book was released on 2017-10 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The New Metaphor: Selling Is a Puzzle Same Side Selling is the idea of solving a puzzle instead of playing a game. Discover how to sell with integrity from the same side of the table for better results all around.
Author : Jenny Randles
Publisher : Simon and Schuster
ISBN 13 : 0743492595
Total Pages : 288 pages
Book Rating : 4.7/5 (434 download)
Download or read book Breaking the Time Barrier written by Jenny Randles and published by Simon and Schuster. This book was released on 2005-04-05 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: The race to build the first time machine.
Author : Josh Kaufman
Publisher : Penguin
ISBN 13 : 1101446080
Total Pages : 422 pages
Book Rating : 4.1/5 (14 download)
Download or read book The Personal MBA written by Josh Kaufman and published by Penguin. This book was released on 2010-12-30 with total page 422 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master the fundamentals, hone your business instincts, and save a fortune in tuition. The consensus is clear: MBA programs are a waste of time and money. Even the elite schools offer outdated assembly-line educations about profit-and-loss statements and PowerPoint presentations. After two years poring over sanitized case studies, students are shuffled off into middle management to find out how business really works. Josh Kaufman has made a business out of distilling the core principles of business and delivering them quickly and concisely to people at all stages of their careers. His blog has introduced hundreds of thousands of readers to the best business books and most powerful business concepts of all time. In The Personal MBA, he shares the essentials of sales, marketing, negotiation, strategy, and much more. True leaders aren't made by business schools-they make themselves, seeking out the knowledge, skills, and experiences they need to succeed. Read this book and in one week you will learn the principles it takes most people a lifetime to master.
Author : Brian Tracy
Publisher : Thomas Nelson Inc
ISBN 13 : 0785288066
Total Pages : 240 pages
Book Rating : 4.7/5 (852 download)
Download or read book The Psychology of Selling written by Brian Tracy and published by Thomas Nelson Inc. This book was released on 2006-06-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Double 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 : Grant Cardone
Publisher : Greenleaf Book Group
ISBN 13 : 1608322904
Total Pages : 281 pages
Book Rating : 4.6/5 (83 download)
Download or read book Sell Or Be Sold written by Grant Cardone and published by Greenleaf Book Group. This book was released on 2011 with total page 281 pages. Available in PDF, EPUB and Kindle. Book excerpt: Shows that knowing the principles of selling is a prerequisite for success of any kind, and explains how to put those principles to use. This title includes tools and techniques for mastering persuasion and closing the sale.
Author : George W. Dudley
Publisher : Behavioral Sciences Research Press
ISBN 13 : 9780935907018
Total Pages : 212 pages
Book Rating : 4.9/5 (7 download)
Download or read book The Psychology of Call Reluctance written by George W. Dudley and published by Behavioral Sciences Research Press. This book was released on 1986 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Author : David W. Levy
Publisher : University of Oklahoma Press
ISBN 13 : 0806167858
Total Pages : 246 pages
Book Rating : 4.8/5 (61 download)
Download or read book Breaking Down Barriers written by David W. Levy and published by University of Oklahoma Press. This book was released on 2020-09-10 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: For nearly sixty years, the University of Oklahoma, in obedience to state law, denied admission to African Americans. Only in October 1948 did this racial barrier start to break down, when an elderly teacher named George McLaurin became the first African American to enroll at the university. McLaurin’s case, championed by the NAACP, drew national attention and culminated in a U.S. Supreme Court decision. In Breaking Down Barriers, distinguished historian David W. Levy chronicles the historically significant—and at times poignant—story of McLaurin’s two-year struggle to secure his rights. Through exhaustive research, Levy has uncovered as much as we can know about George McLaurin (1887–1968), a notably private person. A veteran educator, he was fully qualified for admission as a graduate student in the university’s School of Education. When the university denied his application, solely on the basis of race, McLaurin received immediate assistance from the NAACP and its lead attorney Thurgood Marshall, who brilliantly defended his case in state and federal courts. On his very first day of class, as Levy details, McLaurin had to sit in a special alcove, separate from the white students in the classroom. Photographs of McLaurin in this humiliating position set off a firestorm of national outrage. Dozens of other African American men and women followed McLaurin to the university, and Levy reviews the many bizarre contortions that university officials had to perform, often against their own inclinations, to accord with the state’s mandate to keep black and white students apart in classrooms, the library, cafeterias and dormitories, and the football stadium. Ultimately, in 1950, the U.S. Supreme Court, swayed by the arguments of Marshall and his co-counsel Robert Carter, ruled in McLaurin’s favor. The decision, as Levy explains, stopped short of toppling the decades-old doctrine of “separate but equal.” But the case led directly to the 1954 landmark decision in Brown v. Board of Education, which finally declared that flawed policy unconstitutional.
Author : Bill Highleyman
Publisher : AuthorHouse
ISBN 13 : 1410792323
Total Pages : 398 pages
Book Rating : 4.4/5 (17 download)
Download or read book Breaking the Availability Barrier written by Bill Highleyman and published by AuthorHouse. This book was released on 2003-12-26 with total page 398 pages. Available in PDF, EPUB and Kindle. Book excerpt: As our daily lives and corporate well-being become more dependent upon computers, system reliability grows increasingly important. No longer are frequent system outages acceptable. In many cases, failure intervals must now be measured in centuries. Even current fault-tolerant computing systems will fail once every five or ten years. This book is the first in a three-part series on active/active systems. It describes techniques that can be used today for extending system failure times from years to centuries, often at little or no additional cost. The techniques described include splitting a large system into smaller, cooperating independent nodes. Copies of the application's database are distributed across the nodes. It is shown that these techniques significantly reduce the number of system failure modes and increase the level of sparing. As a result, the loss of a single node's capacity occurs far less frequently than the loss of all capacity when the equivalent monolithic system fails. Furthermore, the loss of more than one node's worth of capacity is almost never. Central to these techniques is the requirement that all database copies that are distributed across the network must be kept in synchronism. Several methods available today for maintaining synchronism are described. They include asynchronous data replication, synchronous data replication, and network transactions.
Author : Leo Hernandez
Publisher :
ISBN 13 : 9781478782179
Total Pages : 134 pages
Book Rating : 4.7/5 (821 download)
Download or read book The 5th Lap written by Leo Hernandez and published by . This book was released on 2016-11-19 with total page 134 pages. Available in PDF, EPUB and Kindle. Book excerpt: The 5th Lap is about breaking barriers to achieve short term and long term goals. This could apply to everyday life. Manuel Ruiz, against all odds achieved the ultimate American Dream. He came to this country without knowing the language and lived at the time in the gang-infested streets of North Hills only with his older brother. His parents lived in Mexico City. Manuel Ruiz enrolled in High School as a 17-year-old. He graduated high school within three years with a 4.0 grade point average and also became the 7th best High School runner in the country when he ran 8 minutes 55 seconds for two miles at the Arcadia track and field invitational in April, 2003. He achieved this by also having to work to support himself to eat and pay rent. He ran for Cal State Northridge on a full athletic scholarship where in 2007 he graduated with Honors. Manuel Ruiz, with his strong work ethic, dedication, consistency and determination was able to run his 8 minutes and 55 seconds in the two-mile by breaking the 5th lap barrier. I always told him the 5th lap was the key in running a two-mile very well. The 5th lap wasn't the only barrier he broke to achieve the ultimate American dream.
Author : Marcus Sheridan
Publisher : John Wiley & Sons
ISBN 13 : 1119610141
Total Pages : 357 pages
Book Rating : 4.1/5 (196 download)
Download or read book They Ask, You Answer written by Marcus Sheridan and published by John Wiley & Sons. This book was released on 2019-08-06 with total page 357 pages. Available in PDF, EPUB and Kindle. Book excerpt: The revolutionary guide that challenged businesses around the world to stop selling to their buyers and start answering their questions to get results; revised and updated to address new technology, trends, the continuous evolution of the digital consumer, and much more In today’s digital age, the traditional sales funnel—marketing at the top, sales in the middle, customer service at the bottom—is no longer effective. To be successful, businesses must obsess over the questions, concerns, and problems their buyers have, and address them as honestly and as thoroughly as possible. Every day, buyers turn to search engines to ask billions of questions. Having the answers they need can attract thousands of potential buyers to your company—but only if your content strategy puts your answers at the top of those search results. It’s a simple and powerful equation that produces growth and success: They Ask, You Answer. Using these principles, author Marcus Sheridan led his struggling pool company from the bleak depths of the housing crash of 2008 to become one of the largest pool installers in the United States. Discover how his proven strategy can work for your business and master the principles of inbound and content marketing that have empowered thousands of companies to achieve exceptional growth. They Ask, You Answer is a straightforward guide filled with practical tactics and insights for transforming your marketing strategy. This new edition has been fully revised and updated to reflect the evolution of content marketing and the increasing demands of today’s internet-savvy buyers. New chapters explore the impact of technology, conversational marketing, the essential elements every business website should possess, the rise of video, and new stories from companies that have achieved remarkable results with They Ask, You Answer. Upon reading this book, you will know: How to build trust with buyers through content and video. How to turn your web presence into a magnet for qualified buyers. What works and what doesn’t through new case studies, featuring real-world results from companies that have embraced these principles. Why you need to think of your business as a media company, instead of relying on more traditional (and ineffective) ways of advertising and marketing. How to achieve buy-in at your company and truly embrace a culture of content and video. How to transform your current customer base into loyal brand advocates for your company. They Ask, You Answer is a must-have resource for companies that want a fresh approach to marketing and sales that is proven to generate more traffic, leads, and sales.
Author : Jack D. Wilner
Publisher : CRC Press
ISBN 13 : 9781574440881
Total Pages : 250 pages
Book Rating : 4.4/5 (48 download)
Download or read book 7 Secrets to Successful Sales Management written by Jack D. Wilner and published by CRC Press. This book was released on 1997-12-29 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: There are hundreds of books out there on sales, but 7 Secrets to Successful Sales Management is one of the few aimed directly at the most critical person in the sales organization: the sales manager. A practical, hands-on guide, the book presents an integrated approach to sales management and combines the author's experience with innovative strategies for motivating your sales force, recruiting quality sales people, and training new employees. Written by a grizzled veteran, the book reflects his success and allows you to learn from his mistakes. As Jack Wilner is fond of saying, "Nothing in this book is theoretical. It's all based on one thing and one thing only-what works!"
Author : Neil Smith
Publisher : St. Martin's Press
ISBN 13 : 1137031611
Total Pages : 242 pages
Book Rating : 4.1/5 (37 download)
Download or read book How Excellent Companies Avoid Dumb Things written by Neil Smith and published by St. Martin's Press. This book was released on 2012-06-05 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Every day, seemingly intelligent and successful companies make headline news for poor decisions that can cause their business to stumble and make many of us scratch our heads in wonder. Why would such a successful business make "that" strategic decision? Neil Smith, with more than 20 years of experience leading large-scale performance improvements, reveals the hidden barriers that limit excellent companies from reaching their potential, and cause even the smartest managers and leaders to falter. During his experience transforming some of the top global businesses, Smith has identified 8 barriers that exist in every organization and prevent them from implementing literally thousands of ideas to improve the way they work: Avoiding Controversy Poor Use of Time Reluctance to Change Organizational Silos Management Blockers Incorrect Information and Bad Assumptions Size Matters Existing Processes Rich with anecdotes and case studies, Smith identifies the ways in each of these barriers interrupt your own business. He then outlines a fast and proven process in which 12 principles of business transformation can break down the processes that hold companies back. What Smith offers his readers is the same thing he offers every day to the major companies he works with, A PROMISE that by following his insights, the company will be able to increase communication, simplicity, and profit to levels never before attainable. Throughout the book, Dr. Richard Levak has contributed personality and organizational insights that shed light on why an individual or an organization behaves in contrary ways giving you a better sense of why these internal walls exist and how to be aware of your actions in your day to day life.
Author : Ian Altman
Publisher : IdeaPress Publishing
ISBN 13 : 9781940858869
Total Pages : 206 pages
Book Rating : 4.8/5 (588 download)
Download or read book Same Side Selling written by Ian Altman and published by IdeaPress Publishing. This book was released on 2019-05 with total page 206 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you tired of playing games with your customers? The most widely used metaphors in sales are those related to sports, battle, or games. The challenge with this mindset is it requires that one person wins, and the other loses. Instead of falling victim to a win-lose approach, what if you shared a common goal with your potential client? How might things change if the client felt that you were more committed to their success than making the sale? Does it sometimes seem like you and your client are working against each other? Same Side Selling gives practical steps to break through sales barriers and turn confrontation into cooperation. Sellers that implement the Same Side Selling approach will be seen as a valuable resource, not a predatory peddler. A Different Type of Book on Selling What makes Same Side Selling different from any other book on this topic is that it is co-authored by people on both sides : a salesman (Ian) and a procurement veteran who understands how companies buy (Jack). The buyer s perspective is baked into every sentence of the book, along with the seller s point of view. Our aim is to replace the adversarial trap with a cooperative, collaborative mindset. We also want to replace the old metaphor of selling as a game. The New Metaphor: Selling Is a Puzzle Same Side Selling is the idea of solving a puzzle instead of playing a game. Discover how to sell with integrity from the same side of the table for better results all around.
Author : Edward P. St. John
Publisher : Routledge
ISBN 13 : 1136952381
Total Pages : 484 pages
Book Rating : 4.1/5 (369 download)
Download or read book Breaking Through the Access Barrier written by Edward P. St. John and published by Routledge. This book was released on 2010-10-18 with total page 484 pages. Available in PDF, EPUB and Kindle. Book excerpt: Breaking Through the Access Barrier argues that the policies designed to address inequalities in college access are failing to address underlying issues of inequality. This book introduces academic capital formation (ACF), a groundbreaking new theory defined by family knowledge of educational options and the opportunities for pursuing them. The authors suggest focusing on intervention programs and public policy to promote improvement in academic preparation, college information, and student aid. This textbook offers: a new construct–academic capital–that integrates and draws upon existing literature on influencing access to college practical advice for better preparation and intervention real student outcomes, databases, and interviews taken from exemplary intervention programs empirical research illuminating the role of class reproduction in education and how interventions (financial, academic, and networking) can reduce student barriers quantitative and qualitative analysis of the importance and effectiveness of several major policy interventions. Written for courses on higher education policy and policy analysis, readers will find Breaking Through the Access Barrier offers valuable advice for working within new policy frameworks and reshaping the future of educational opportunities and access for under-represented students from disadvantaged backgrounds.
