Collaborative Selling

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The Collaborative Sale

Author : Keith M. Eades
Publisher : John Wiley & Sons
ISBN 13 : 1118872428
Total Pages : 246 pages
Book Rating : 4.1/5 (188 download)

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Book Synopsis The Collaborative Sale by : Keith M. Eades

Download or read book The Collaborative Sale written by Keith M. Eades and published by John Wiley & Sons. This book was released on 2014-03-31 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: Selling in times of economic uncertainty, broad information access, and new buyer behavior Why collaboration is so important to the new buyers The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver Buyer alignment, risk mitigation, and the myth of control Situational fluency, and the role of technology Focused sales enablement, and buyer-aligned learning and development Implementation and establishment of a dynamic sales process The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.

Selling Through Partnering Skills

Author : Fred Copestake
Publisher : AuthorHouse
ISBN 13 : 1728353246
Total Pages : 222 pages
Book Rating : 4.7/5 (283 download)

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Book Synopsis Selling Through Partnering Skills by : Fred Copestake

Download or read book Selling Through Partnering Skills written by Fred Copestake and published by AuthorHouse. This book was released on 2020-09-04 with total page 222 pages. Available in PDF, EPUB and Kindle. Book excerpt: The book ‘Selling Through Partnering Skills’ looks at the evolving world of sales and sets out what people need to do to refine their approach. It explores how they can take it to the next level through understanding partnering intelligence (PQ) and using the innovative VALUE Framework. Classic, Consultative, Value Based and Enterprise selling are all considered using existing and more modern thinking, brought together with advice on practical application of the most relevant techniques. Put simply, it helps individuals and businesses improve how they sell in the modern sales environment so they will achieve better results.

Collaborative Selling

Author : Tony Alessandra
Publisher : Wiley
ISBN 13 : 9780471596646
Total Pages : 0 pages
Book Rating : 4.5/5 (966 download)

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Book Synopsis Collaborative Selling by : Tony Alessandra

Download or read book Collaborative Selling written by Tony Alessandra and published by Wiley. This book was released on 1993-10-01 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Collaborative Selling How to Gain the Competitive Advantage in Sales "Quality was the key word for success in the ’80s. Team selling that makes the customer a true partner will be the point of differentiation in the ’90s. Collaborative Selling lays out a clear road map for value-added marketing." —Buck Rodgers Former Vice President of Marketing, IBM Corporation Author, The IBM Way "The traditional ‘hard sell’ approach to customers is passé successful selling in the ’90s requires building a partnership with customers. Collaborative Selling tells you how to develop a cooperative, long-term relationship with your customers." —Og Mandino Author, The Greatest Salesman in the World "Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition." —Denis Waitley Author, The New Dynamics of Winning "Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers’ problems and meeting your customers’ needs." —Dr. Charles Garfield, President The Charles Garfield Group Based on a dynamic new approach proven in sales training programs in some of the nation’s most successful companies, Collaborative Selling supplies a results-driven, six-step communication and problem-solving program that helps you accurately target your market…identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both.

Collaborative Selling

Author : Anthony J. Alessandra
Publisher :
ISBN 13 :
Total Pages : 260 pages
Book Rating : 4.4/5 (91 download)

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Book Synopsis Collaborative Selling by : Anthony J. Alessandra

Download or read book Collaborative Selling written by Anthony J. Alessandra and published by . This book was released on 1993-10-04 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Collaborative selling comprises targeting your market, contacting your prospect, exploring your customer's needs, collaborating with your customer, confirming the sale, and assuring customer satisfaction.

Collaborative Selling

Author : Rick Barrera
Publisher : Morgan James Pub
ISBN 13 : 9781933596440
Total Pages : 181 pages
Book Rating : 4.5/5 (964 download)

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Book Synopsis Collaborative Selling by : Rick Barrera

Download or read book Collaborative Selling written by Rick Barrera and published by Morgan James Pub. This book was released on 2006-07 with total page 181 pages. Available in PDF, EPUB and Kindle. Book excerpt: Based on a dynamic new approach proven in sales training programs in some of the nation's most successful companies, Collaborative Selling delivers a result-driven, six-step communication and problem-solving program that helps you accurately target your market... identify and contact your best prospects, explore and meet their needs and expectations, then work collaboratively to select the solutions that reward you both. This is just a sampling of the powerful techniques you will learn from this book: Create your competitive advantage statement-page 4 Determine how you stack up against your key competitors-pages 5-6 Who are your best, most profitable customers-pages 9-14 Creative direct mail/email copy-pages 31-35 Learn how to adapt your selling style to all four customer buying styles-pages 56-57 Take the listening skills assessment-pages 74-75 Dealing with acceptance and rejection-pages 125-128 The 1-5-15-30 follow-up schedule-pages 148-149 Expanding your business with current customers-pages 167-170 ""Collaborative Selling lays out a clear road map for value-added marketing."" - Buck Rodgers, Former Vice President of Marketing, IBM Corporation, Author, The IBM Way ""Tony and Rick are masters of win-win communications. Their new book will take you above and beyond the competition."" - Denis Waitley, Author, The New Dynamics of Winning ""Collaborative Selling offers a fresh, new look at the art of selling that focuses on solving customers' problems and meeting your customers' needs."" -Dr. Charles Garfield, President, The Charles Garfield Group

Conversations That Sell

Author : Nancy Bleeke
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 0814431801
Total Pages : 242 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Conversations That Sell by : Nancy Bleeke

Download or read book Conversations That Sell written by Nancy Bleeke and published by AMACOM Div American Mgmt Assn. This book was released on 2013 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winner of the Top Sales World Magazine's 2013 Top Sales Marketing Book Award, Gold Medal

Conversations That Sell

Author : Nancy Bleeke
Publisher : AMACOM
ISBN 13 : 081443181X
Total Pages : 242 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Conversations That Sell by : Nancy Bleeke

Download or read book Conversations That Sell written by Nancy Bleeke and published by AMACOM. This book was released on 2013-04-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book introduces sales professionals to the collaborative conversation skills they need to?capture the buyer's attention and secure business. Today's buyers want more from sales professionals than a simple consultation. What they're hungry for are?meaningful, collaborative conversations?built on mutual value and trust, that result in a win...where they, the seller, and the organization, achieve a winning outcome. Based on the author's five-step sales system, What's in It for Them (WIIFT) - Wait, Initiate, Investigate, Facilitate, Then Consolidate - Conversations That Sell shows you how to: Prepare for an?effective sales call - Identify sales opportunities and the factors that?drive buyers to act Adjust their approach?to the type of buyer - Achievers, Commanders, Reflectors, and Expressers Make conversations flow easily - Address problems, opportunities, wants, and needs Work through objections - Advance and close sales; and more Packed with valuable tools and examples, salespeople in all industries will discover how to increase their short- and long-term sales success by keeping the focus of every conversation where it belongs…on the buyer.

The Transformative Power of Collaborative Inquiry

Author : Jenni Donohoo
Publisher : Corwin Press
ISBN 13 : 150633850X
Total Pages : 147 pages
Book Rating : 4.5/5 (63 download)

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Book Synopsis The Transformative Power of Collaborative Inquiry by : Jenni Donohoo

Download or read book The Transformative Power of Collaborative Inquiry written by Jenni Donohoo and published by Corwin Press. This book was released on 2016-04-29 with total page 147 pages. Available in PDF, EPUB and Kindle. Book excerpt: Foster reflective teacher leadership and make real change happen! Teachers are powerful change agents in the on-going process of school improvement. This insightful, must-read companion guide to Donohoo’s best-selling Collaborative Inquiry for Educators helps school leaders develop a sustainable professional learning culture. Practical suggestions and in-depth research shed light on your path as you explore the benefits and challenges of adopting authentic teacher collaboration across schools and districts. Learn valuable lessons from leaders in the field and discover: A rationale and framework for engaging in inquiry The vital conditions needed to ensure systemwide collaboration Common pitfalls and the four stages of school improvement

Essential Sales Skills

Author : Robert W. Joselyn
Publisher :
ISBN 13 :
Total Pages : 142 pages
Book Rating : 4.E/5 ( download)

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Book Synopsis Essential Sales Skills by : Robert W. Joselyn

Download or read book Essential Sales Skills written by Robert W. Joselyn and published by . This book was released on 1998 with total page 142 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Same Side Selling

Author : Ian Altman
Publisher : Ideapress Publishing - Ips
ISBN 13 : 9781940858517
Total Pages : 0 pages
Book Rating : 4.8/5 (585 download)

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Book Synopsis Same Side Selling by : Ian Altman

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.

Selling Your Film Without Selling Your Soul

Author : Jon Reiss
Publisher :
ISBN 13 : 9780983822950
Total Pages : 0 pages
Book Rating : 4.8/5 (229 download)

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Book Synopsis Selling Your Film Without Selling Your Soul by : Jon Reiss

Download or read book Selling Your Film Without Selling Your Soul written by Jon Reiss and published by . This book was released on 2011 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book highlights a multitude of new techniques filmmakers are using to directly connect their films with audiences, effectively reach them through the power of the global Internet and build a sustainable fan base to last throughout a career.

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.

Collaborative Professionalism

Author : Andy Hargreaves
Publisher : Corwin Press
ISBN 13 : 1506328172
Total Pages : 132 pages
Book Rating : 4.5/5 (63 download)

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Book Synopsis Collaborative Professionalism by : Andy Hargreaves

Download or read book Collaborative Professionalism written by Andy Hargreaves and published by Corwin Press. This book was released on 2018-05-09 with total page 132 pages. Available in PDF, EPUB and Kindle. Book excerpt: Ensure Conversations About Collaboration Get Results. This book lays out the theory and practice of Collaborative Professionalism. Through five international case studies, the authors distinguish Collaborative Professionalism from professional collaboration by highlighting intentional collaborative designs and providing concrete examples for how to be more purposeful with collaboration. Additionally, the book makes Collaborative Professionalism accessible to all educators through clear take-aways including: Ten core tenets, including Collective Efficacy, Collaborative Inquiry, and Collaborating With Students. Graphics indicating how educators can move from mere professional collaboration to the deep and transformative work of Collaborative Professionalism. Analysis of which collaborative practices educators should start doing, keep doing, and stop doing Collaboration can be one of your most powerful educational tools when used correctly, and turned into action. This book shows you how.

Perfect Selling

Author : Linda Richardson
Publisher : McGraw Hill Professional
ISBN 13 : 0071641696
Total Pages : 210 pages
Book Rating : 4.0/5 (716 download)

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Book Synopsis Perfect Selling by : Linda Richardson

Download or read book Perfect Selling written by Linda Richardson and published by McGraw Hill Professional. This book was released on 2008-07-01 with total page 210 pages. Available in PDF, EPUB and Kindle. Book excerpt: The USA Today and New York Times Bestseller! Meet your sales objective and close more business in 20 minutes a day CONNECT with your customer immediately EXPLORE customer needs thoroughly and quickly LEVERAGE your solutions persuasively RESOLVE your customer’s questions and objections confidently ACT when the time is right "Your thinking 'What? Another book about selling?' Wrong! This book is about winning! These days, when those of us who sell need every molecule of competitive edge we can muster, Linda cleverly pulls it together for us. And she does it with a voice radiating experience, knowledge, and sincere empathy for the challenging job we all have." --Dave Stein, CEO & Founder, ES Research Group, Inc., and author of How Winners Sell "In five steps, Linda helps you master the process of the sales call to a tee, freeing your creativity to focus on your customer and deal with the unexpected that will always occur." --Larry Wilson, sales leadership guru and bestselling author "For years, Linda Richardson has been one of the top two or three sales training consultants in the world. This is invaluable material and a must-read for anybody who cares about success in selling." --Geoffrey James, journalist and author of the popular blog, "Sales Machine"

Collaborating for English Learners

Author : Andrea Honigsfeld
Publisher : Corwin Press
ISBN 13 : 1544340060
Total Pages : 289 pages
Book Rating : 4.5/5 (443 download)

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Book Synopsis Collaborating for English Learners by : Andrea Honigsfeld

Download or read book Collaborating for English Learners written by Andrea Honigsfeld and published by Corwin Press. This book was released on 2019-01-18 with total page 289 pages. Available in PDF, EPUB and Kindle. Book excerpt: Looking for a silver bullet to accelerate EL achievement? There is none. But this, we promise: when EL specialists and general ed teachers pool their expertise, your ELs’ language development and content mastery will improve exponentially. Just ask the tens of thousands of Collaboration and Co-Teaching users and now, a new generation of educators, thanks to this all-new second edition: Collaborating for English Learners. Why this new edition? Because more than a decade of implementation has generated for Andrea Honigsfeld and Maria Dove new insight into what exemplary teacher collaboration looks like, which essential frameworks must be established, and how integrated approaches to ELD services benefit all stakeholders. Essentially a roadmap to the many different ways we can all work together, this second edition of Collaborating for English Learners features: All-new examples, case studies, illustrative video, and policy updates In-depth coverage of the full range of strategies and configurations for determining the best model to adopt Templates, planning guides, and other practical tools to put collaboration into practice Guidelines, self-assessments, and questionnaires for evaluating the strategies’ effectiveness By this time, the big benefits of teacher collaboration are well documented. Where teachers and schools struggle still is determining the best way to do so, especially when working with our ELs. That’s where Andrea Honigsfeld, Maria Dove, and their second edition of Collaborating for English Learners will prove absolutely indispensable. After all, there are no two better authorities.

The Collaborative Sale

Author : Keith M. Eades
Publisher : John Wiley & Sons
ISBN 13 : 1118872355
Total Pages : 246 pages
Book Rating : 4.1/5 (188 download)

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Book Synopsis The Collaborative Sale by : Keith M. Eades

Download or read book The Collaborative Sale written by Keith M. Eades and published by John Wiley & Sons. This book was released on 2014-03-21 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: Buyer behavior has changed the marketplace, and sellers must adapt to survive The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the definitive guide to the new reality of sales. The roles of buyers, sellers, and technology have changed, and collaboration is now the key to success on all sides. The Collaborative Sale guides sales professionals toward alignment with buyers, by helping them overcome their problems and challenges, and creating value. From building a robust opportunity pipeline and predicting future revenues to mastering the nuances of buyer conversations, the book contains the information sales professionals need to remain relevant in today's sales environment. Buyers have become more informed and more empowered. As a result, most sellers now enter the buying process at a much later stage than the traditional norm. The rise of information access has given buyers more control over their purchases than ever before, and sellers must adapt to survive. The Collaborative Sale provides a roadmap for adapting through sales collaboration, detailing the foundations, personae, and reality of the new marketplace. The book provides insight into the new buyer thought processes, the new sales personae required for dealing with the new buyers, and how to establish and implement a dynamic sales process. Topics include: Selling in times of economic uncertainty, broad information access, and new buyer behavior Why collaboration is so important to the new buyers The emergence of new sales personae – Micro-marketer, Visualizer, and Value Driver Buyer alignment, risk mitigation, and the myth of control Situational fluency, and the role of technology Focused sales enablement, and buyer-aligned learning and development Implementation and establishment of a dynamic sales process The book describes the essential competencies for collaborative selling, and provides indispensable supplemental tools for implementation. Written by recognized authorities with insights into global markets, The Collaborative Sale: Solution Selling in Today's Customer-Driven World is the essential resource for today's sales professional.

Collaborative Networks and Their Breeding Environments

Author : Luis M. Camarinha-Matos
Publisher : Springer
ISBN 13 : 0387293604
Total Pages : 601 pages
Book Rating : 4.3/5 (872 download)

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Book Synopsis Collaborative Networks and Their Breeding Environments by : Luis M. Camarinha-Matos

Download or read book Collaborative Networks and Their Breeding Environments written by Luis M. Camarinha-Matos and published by Springer. This book was released on 2006-03-09 with total page 601 pages. Available in PDF, EPUB and Kindle. Book excerpt: Progress in collaborative networks continues showing a growing number of manifestations and has led to the acceptance of Collaborative Networks (CN) as a new scientific discipline. Contributions to CN coming from multiple reference disciplines has been extensively investigated. In fact developments in CN have benefited from contributions of multiple areas, namely computer science, computer engineering, communications and networking, management, economy, social sciences, law and ethics, etc. Furthermore, some theories and paradigms defined elsewhere have been suggested by several research groups as promising tools to help define and characterize emerging collaborative organizational forms. Although still at the beginning of a long way to go, there is a growing awareness in the research and academic world, for the need to establish a stronger theoretical foundation for this new discipline and a number of recent works are contributing to this goal. From a utilitarian perspective, agility has been pointed out as one of the most appealing characteristics of collaborative networks to face the challenges of a fast changing socio-economic context. However, during the last years it became more evident that finding the right partners and establishing the necessary preconditions for starting an effective collaboration process are both costly and time consuming activities, and therefore an inhibitor of the aimed agility. Among others, obstacles include lack of information (e.g. non-availability of catalogs with normalized profiles of organizations) and lack of preparedness of organizations to join the collaborative process. Overcoming the mismatches resulting from the heterogeneity of potential partners (e.g. differences in infrastructures, corporate culture, methods of work, and business practices) requires considerable investment. Building trust, a pre-requisite for any effective collaboration, is not straight forward and requires time. Therefore the effective creation of truly dynamic collaborative networks requires a proper context in which potential members are prepared to rapidly get engaged in collaborative processes. The concept of breeding environment has thus emerged as an important facilitator for wider dissemination of collaborative networks and their practical materialization. The PRO-VE'05 held in Valencia, Spain, continues the 6th event in a series of successful working conferences on virtual enterprises. This book includes selected papers from that conference and should become a valuable tool to all of those interested in the advances and challenges of collaborative networks.