Complex Sales

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Conversations That Win the Complex Sale (PB)

Author : Erik Peterson
Publisher : McGraw Hill Professional
ISBN 13 : 0071752587
Total Pages : 273 pages
Book Rating : 4.0/5 (717 download)

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Book Synopsis Conversations That Win the Complex Sale (PB) by : Erik Peterson

Download or read book Conversations That Win the Complex Sale (PB) written by Erik Peterson and published by McGraw Hill Professional. This book was released on 2011-04-15 with total page 273 pages. Available in PDF, EPUB and Kindle. Book excerpt: Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.” —Karen Quintos, CMO and SVP, Dell Inc. “The concepts outlined in this book are critical skills to building a world-class presales organization.” —Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.” —Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!” —Ken Powell, Vice President, Worldwide Sales Enablement, ADP “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.” —Aron Ain, CEO, Kronos About the Book: In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story—the one in which they are the heroes and they achieve success. Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals. With Conversations That Win the Complex Sale, you’ll learn how to: Differentiate yourself from the competition by finding your “Value Wedge” Avoid parity in your value propositions by creating “Power Positions” Create a message that can literally double the number of deals you close Spike customer attention and create “Wow” in your conversations Prove all your claims without resorting to lists of boring facts and statistics Your competitors are out there telling their own corporate story—a story customers don’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets.

Winning Complex Enterprise Sales

Author : Bud Suse
Publisher : Createspace Independent Publishing Platform
ISBN 13 : 9781523299218
Total Pages : 286 pages
Book Rating : 4.2/5 (992 download)

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Book Synopsis Winning Complex Enterprise Sales by : Bud Suse

Download or read book Winning Complex Enterprise Sales written by Bud Suse and published by Createspace Independent Publishing Platform. This book was released on 2016-04-05 with total page 286 pages. Available in PDF, EPUB and Kindle. Book excerpt: Winning Complex Enterprise Sales is an instruction book that details the fundamentals of developing positive consensus among a group of stakeholders involved in complex decisions. The book instructs on the important steps of the complex sales process, which leads to significant improvement in forecasting. Forecasting large opportunity closing is a major concern to salespeople, sales managers and senior executives. Unless a sales team thoroughly understands the expected events and specific phases of a complex enterprise opportunity, forecasting accuracy will suffer. Winning Complex Enterprise Sales details 30 optional events to conduct, the results of which lead to superb forecasting accuracy. Equally important, knowing the required success in specific events of a complex enterprise campaign allows a sales team to know very early whether the campaign will succeed or not. The Cardinal Sin of long, complex sales campaigns is coming in a close second. This book goes a long way to solving that problem.

The Challenger Sale

Author : Matthew Dixon
Publisher : Penguin
ISBN 13 : 1101545895
Total Pages : 242 pages
Book Rating : 4.1/5 (15 download)

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Book Synopsis The Challenger Sale by : Matthew Dixon

Download or read book The Challenger Sale written by Matthew Dixon and published by Penguin. This book was released on 2011-11-10 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

EMarketing Strategies for the Complex Sale

Author : Ardath Albee
Publisher : McGraw Hill Professional
ISBN 13 : 0071628649
Total Pages : 274 pages
Book Rating : 4.0/5 (716 download)

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Book Synopsis EMarketing Strategies for the Complex Sale by : Ardath Albee

Download or read book EMarketing Strategies for the Complex Sale written by Ardath Albee and published by McGraw Hill Professional. This book was released on 2010 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: For the complex sale to succeed, marketing managers need authentic and value-based ways to engage the prospect. This book reveals proven methods for using relevant information to establish expertise, reach customers, and stand apart from the competition at every stage of the complex sale.

Email Marketing for Complex Sales Cycles

Author : Winton Churchill
Publisher : Morgan James Publishing
ISBN 13 : 9781600374210
Total Pages : 168 pages
Book Rating : 4.3/5 (742 download)

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Book Synopsis Email Marketing for Complex Sales Cycles by : Winton Churchill

Download or read book Email Marketing for Complex Sales Cycles written by Winton Churchill and published by Morgan James Publishing. This book was released on 2008-07-01 with total page 168 pages. Available in PDF, EPUB and Kindle. Book excerpt: The principles in "Email Marketing for Complex Sales Cycles" show business people and entrepreneurs how to increase sales and reduce stress and aggravation.

SPIN® -Selling

Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.0/5 (1 download)

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Book Synopsis SPIN® -Selling by : Neil Rackham

Download or read book SPIN® -Selling written by Neil Rackham and published by Taylor & Francis. This book was released on 2020-04-28 with total page 253 pages. Available in PDF, EPUB and Kindle. Book excerpt: True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Strategic Selling

Author : Robert B. Miller
Publisher :
ISBN 13 :
Total Pages : 317 pages
Book Rating : 4.:/5 (11 download)

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Book Synopsis Strategic Selling by : Robert B. Miller

Download or read book Strategic Selling written by Robert B. Miller and published by . This book was released on 1985 with total page 317 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Complex Sales

Author : Ken Langdon
Publisher : John Wiley & Sons
ISBN 13 : 1841125008
Total Pages : 118 pages
Book Rating : 4.8/5 (411 download)

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Book Synopsis Complex Sales by : Ken Langdon

Download or read book Complex Sales written by Ken Langdon and published by John Wiley & Sons. This book was released on 2003-10-31 with total page 118 pages. Available in PDF, EPUB and Kindle. Book excerpt: The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.

Sales EQ

Author : Jeb Blount
Publisher : John Wiley & Sons
ISBN 13 : 1119312574
Total Pages : 327 pages
Book Rating : 4.1/5 (193 download)

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Book Synopsis Sales EQ by : Jeb Blount

Download or read book Sales EQ written by Jeb Blount and published by John Wiley & Sons. This book was released on 2017-03-20 with total page 327 pages. Available in PDF, EPUB and Kindle. Book excerpt: The New Psychology of Selling The sales profession is in the midst of a perfect storm. Buyers have more power—more information, more at stake, and more control over the sales process—than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo. Deteriorating attention spans have made it difficult to get buyers to sit still long enough to “challenge,” “teach,” “help,” give “insight,” or sell “value.” And a relentless onslaught of “me-too” competitors have made differentiating on the attributes of products, services, or even price more difficult than ever. Legions of salespeople and their leaders are coming face to face with a cold hard truth: what once gave salespeople a competitive edge—controlling the sales process, command of product knowledge, an arsenal of technology, and a great pitch—are no longer guarantees of success. Yet this is where the vast majority of the roughly $20 billion spent each year on sales training goes. It’s no wonder many companies are seeing 50 percent or more of their salespeople miss quota. Yet, in this new paradigm, an elite group of top 1 percent sales professionals are crushing it. In our age of technology where information is ubiquitous and buyer attention spans are fleeting, these superstars have learned how to leverage a new psychology of selling—Sales EQ—to keep prospects engaged, create true competitive differentiation, as well as shape and influence buying decisions. These top earners are acutely aware that the experience of buying from them is far more important than products, prices, features, and solutions. In Sales EQ, Jeb Blount takes you on an unprecedented journey into the behaviors, techniques, and secrets of the highest earning salespeople in every industry and field. You’ll learn: How to answer the 5 Most Important Questions in Sales to make it virtually impossible for prospects to say no How to master 7 People Principles that will give you the power to influence anyone to do almost anything How to shape and align the 3 Processes of Sales to lock out competitors and shorten the sales cycle How to Flip the Buyer Script to gain complete control of the sales conversation How to Disrupt Expectations to pull buyers towards you, direct their attention, and keep them engaged How to leverage Non-Complementary Behavior to eliminate resistance, conflict, and objections How to employ the Bridge Technique to gain the micro-commitments and next steps you need to keep your deals from stalling How to tame Irrational Buyers, shake them out of their comfort zone, and shape the decision making process How to measure and increase you own Sales EQ using the 15 Sales Specific Emotional Intelligence Markers And so much more! Sales EQ begins where The Challenger Sale, Strategic Selling, and Spin Selling leave off. It addresses the human relationship gap in the modern sales process at a time when sales organizations are failing because many salespeople have never been taught the human skills required to effectively engage buyers at the emotional level. Jeb Blount makes a compelling case that sales specific emotional intelligence (Sales EQ) is more essential to success than education, experience, industry awareness, product knowledge, skills, or raw IQ; and, sales professionals who invest in developing and improving Sales EQ gain a decisive competitive advantage in the hyper-competitive global marketplace. Sales EQ arms salespeople and sales leaders with the tools to identify their most important sales specific emotional intelligence developmental needs along with strategies, techniques, and frameworks for reaching ultra-high performance and earnings, regardless of sales process, industry, deal complexity, role (inside or outside), product or service (B2B or B2C).

Simplifying Complex Sales

Author : Wade Clark
Publisher :
ISBN 13 : 9781735351056
Total Pages : pages
Book Rating : 4.3/5 (51 download)

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Book Synopsis Simplifying Complex Sales by : Wade Clark

Download or read book Simplifying Complex Sales written by Wade Clark and published by . This book was released on 2021-09 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Selling complex products or services can be intimidating, particularly when you feel you are not "cut out" for sales. You may even dislike the thought of selling itself. If so, you are not alone. Many, if not most, technical professionals (consultants, attorneys, CPAs, coaches, IT professionals) are most comfortable and passionate about solving problems, delivering solutions, and providing excellent service to their clients. Yet, they also have a need, responsibility, and expectation to contribute effectively to the growth of their business. Does this describe you?Relationships are critically important in complex sales, and yet, relationships alone cannot carry the day. This is particularly the case when dealing with new prospects where we haven't had an opportunity to build relationships and trust over time. When the stakes are high and we are in a competitive market - the very way we assist our clients and prospects through their exploration and decision process can play a huge role in the outcome of the pursuit. Your guidance and strategic assistance can help your client or prospect to make a better and more well-informed decision, and you build trust and credibility with them through this process. Fortunately, you likely have just the skills you require - you simply need a framework to put them into practice. Simplifying Complex Sales will help you provide the assistance your client or prospect needs, assisting them to make a well-informed decision. It walks you through a simple process to identify the decision stage your buyer is in, and the obstacles they are facing. It will show you how to help them to advance their decision by exploring and finding practical ways to address their real obstacles. It provides you an easy but effective process to determine next steps. Simplifying Complex Sales will also provide you some helpful tips for leading and coaching your practice or sales team and to better managing your overall growth efforts.

Mastering the Complex Sale

Author : Jeff Thull
Publisher : John Wiley and Sons
ISBN 13 : 0470632593
Total Pages : 311 pages
Book Rating : 4.4/5 (76 download)

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Book Synopsis Mastering the Complex Sale by : Jeff Thull

Download or read book Mastering the Complex Sale written by Jeff Thull and published by John Wiley and Sons. This book was released on 2010-03-10 with total page 311 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovations and succeed with game-changing initiatives." —Geoffrey A. Moore, author of Crossing the Chasm and Dealing with Darwin "This is the first book that lays out a solid method for selling cross-company, cross-border, even cross-culturally where you have multiple decision makers with multiple agendas. This is far more than a 'selling process'—it is a survival guide—a truly outstanding approach to bringing all the pieces of the puzzle together." —Ed Daniels, EVP, Shell Global Solutions Downstream, President, CRI/Criterion, Inc. "Mastering the Complex Sale brilliantly sets up value from the customer's perspective. A must-read for all those who are managing multinational business teams in a complex and highly competitive environment." —Samik Mukherjee, Vice President, Onshore Business, Technip "Customers need to know the value they will receive and how they will receive it. Thull's insights into the complex sale and how to clarify and quantify this value are remarkable—Mastering the Complex Sale will be required reading for years to come!" —Lee Tschanz, Vice President, North American Sales, Rockwell Automation "Jeff Thull is winning the war against commoditization. In his world, value trumps price and commoditization isn't a given, it's a choice. This is a proven alternative to the price-driven sale. We've spoken to his clients. This stuff really works, folks." —Dave Stein, CEO and Founder, ES Research Group, Inc. "Our business depends on delivering breakthrough thinking to our executive clients. Jeff Thull has significantly redefined sales and marketing strategies that clearly connect to our global audience. Read it, act on it, and take your results to exceptional levels." —Sven Kroneberg, President, Seminarium Internacional "Jeff's main thesis—that professional customer guidance is the key to success—rings true in every global market today. Mastering the Complex Sale is the essential read for any organization looking to transform their business for long-term, value-driven growth." —Jon T. Lindekugel, President, 3M Health Information Systems, Inc. "Jeff Thull has re-engineered the conventional sales process to create predictable and profitable growth in today's competitive marketplace. It's no longer about selling; it's about guiding quality decisions and creating collaborative value. This is one of those rare books that will make a difference." —Carol Pudnos, Executive director, Healthcare Industry, Dow Corning Corporation

Exceptional Selling

Author : Jeff Thull
Publisher : Wiley + ORM
ISBN 13 : 1118038886
Total Pages : 229 pages
Book Rating : 4.1/5 (18 download)

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Book Synopsis Exceptional Selling by : Jeff Thull

Download or read book Exceptional Selling written by Jeff Thull and published by Wiley + ORM. This book was released on 2010-12-15 with total page 229 pages. Available in PDF, EPUB and Kindle. Book excerpt: Praise for Exceptional Selling "Thull's leading-edge thinking makes this book extraordinary. This straightforward guide to communicating across all cultures with credibility and respect will give you a significant competitive advantage in a complex and crowded global marketplace." Guenter Lauber, Vice President, Siemens Energy Rob Mancuso, Senior Vice President, Investors Financial Services Corp. "Thull has taken consultative and collaborative sales to new heights. The knowledge in this book is priceless. The trust and respect created by the diagnostic process is a must-have for success here in Asia and around the globe. It enables us to differentiate ourselves early and achieve long-lasting success." Tay Chong Siew, Major Customer Director, North Asia, BOC Gases "Having achieved exceptional success by working with Thull and implementing the strategy and process in his first two books, I'm astounded that his leading-edge thinking is captured in yet more detail in another brilliant book. The conversation examples of his powerful diagnostic approach will bring even greater success to our organization. Truly exceptional!" Alberto Chacin, Director of On Demand Services LAD, Oracle USA "Exceptional Selling is a dramatic departure from the vast majority of sales books. It scares me to see all the ways in which we can self-sabotage our sales opportunities-but that's only chapter one. Throughout the book, Thull describes compelling examples of how to succeed in a cluttered marketplace." Steven Rodriguez, Senior Vice President, Ceridian Corporation "Thull has again extended the concepts and thinking he developed in The Prime Solution and Mastering the Complex Sale. This is an essential read for anyone working to understand his customers in a complex world." Wayne Hutchinson, Vice President of SalesMarketing and Consulting, Shell Global Solutions International B.V.

Insight Selling

Author : Mike Schultz
Publisher : John Wiley & Sons
ISBN 13 : 1118875060
Total Pages : 263 pages
Book Rating : 4.1/5 (188 download)

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Book Synopsis Insight Selling by : Mike Schultz

Download or read book Insight Selling written by Mike Schultz and published by John Wiley & Sons. This book was released on 2014-04-30 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

Complex Sales Playbook

Author : Stephen Foley
Publisher : LULU
ISBN 13 : 1483407780
Total Pages : 133 pages
Book Rating : 4.4/5 (834 download)

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Book Synopsis Complex Sales Playbook by : Stephen Foley

Download or read book Complex Sales Playbook written by Stephen Foley and published by LULU. This book was released on 2014-02 with total page 133 pages. Available in PDF, EPUB and Kindle. Book excerpt: Stephen Foley spent twenty-five years as a vice president of sales for technology enterprises ranging from startups to companies divisions earning more than $150 million. Through experiences during which his teams sold a billion dollars in technology, Foley became a complex sales coach-building, executing, and running plays to drive revenue growth for the companies for which he worked. Now Foley shares his selling methodology-the Psycho-Scientific Sales Process, a simple but powerful process for anyone in the business of selling complex products or expensive solutions to corporations and government entities. Incorporating real-life examples, he discusses nine topics that teach salespeople to become A-players and help them close multi-million dollar, enterprise-wide deals. From setting goals to understanding prospecting to negotiating the sale, Complex Sales Playbook presents a host of lessons and techniques to help sales executives reach their full financial potential.

The Challenger Customer

Author : Brent Adamson
Publisher : Portfolio
ISBN 13 : 1591848156
Total Pages : 290 pages
Book Rating : 4.5/5 (918 download)

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Book Synopsis The Challenger Customer by : Brent Adamson

Download or read book The Challenger Customer written by Brent Adamson and published by Portfolio. This book was released on 2015-09-08 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.

Complex Sales Playbook: A Psycho-Scientific Process for Closing Big Deals

Author : Stephen Doon Foley
Publisher : Lulu.com
ISBN 13 : 1483407799
Total Pages : 131 pages
Book Rating : 4.4/5 (834 download)

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Book Synopsis Complex Sales Playbook: A Psycho-Scientific Process for Closing Big Deals by : Stephen Doon Foley

Download or read book Complex Sales Playbook: A Psycho-Scientific Process for Closing Big Deals written by Stephen Doon Foley and published by Lulu.com. This book was released on 2014-02 with total page 131 pages. Available in PDF, EPUB and Kindle. Book excerpt: Stephen Foley spent twenty-five years as a vice president of sales for technology enterprises ranging from startups to companies divisions earning more than $150 million. Through experiences during which his teams sold a billion dollars in technology, Foley became a complex sales coach-building, executing, and running plays to drive revenue growth for the companies for which he worked. Now Foley shares his selling methodology-the Psycho-Scientific Sales Process, a simple but powerful process for anyone in the business of selling complex products or expensive solutions to corporations and government entities. Incorporating real-life examples, he discusses nine topics that teach salespeople to become A-players and help them close multi-million dollar, enterprise-wide deals. From setting goals to understanding prospecting to negotiating the sale, Complex Sales Playbook presents a host of lessons and techniques to help sales executives reach their full financial potential.

PMO Governance

Author : Eugen Spivak
Publisher : FriesenPress
ISBN 13 : 0995961859
Total Pages : 258 pages
Book Rating : 4.9/5 (959 download)

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Book Synopsis PMO Governance by : Eugen Spivak

Download or read book PMO Governance written by Eugen Spivak and published by FriesenPress. This book was released on 2019 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: A practical guide to maximize your benefits, and improve delivery of your corporate strategy! To stay competitive, companies need not only forward-thinking vision, but to effectively execute that vision. In this book, Eugen Spivak focuses on excellence in execution of corporate initiatives and serves as a strategic partner for establishing, improving, and running world-class PMO. The book is written from a business-transformation perspective, offering an abundance of specific recommendations, extraordinarily practical tips, and effective advice on establishing and improving Project Management Office. In addition to counsel on the setup of PMO, the book features real-world examples extracted from the more than a hundred initiatives Eugen has carried out. Further, the book highlights the practical tips on how to improve delivery of portfolios, programs, and projects, and thus offers a range of time-tested best practices for managing portfolios, programs, and projects. Using PMO Governance as a guide, you will receive: • Proven techniques to improve execution of your corporate strategy. • An effective approach for streamlining decision-making, transparency, and oversight. • Proactive insights about all the areas that make PMO successful. • Handy tips for how to spot delivery problems and what to do about them. • Efficient techniques for better running your portfolios, programs, and projects. • Guidelines to managing different types of programs and projects, including megaprojects. • Practical recommendations for making you a more effective leader. By applying principles in this book, your organization will improve maturity of its governance and achieve more desired performance results for the portfolio of program and projects it runs.