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Continuous Sales Improvement
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Book Synopsis Continuous Sales Improvement by : Eric Lofholm
Download or read book Continuous Sales Improvement written by Eric Lofholm and published by Morgan James Publishing. This book was released on 2021-07-06 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: What’s the secret to succeeding at sales? In Continuous Sales Improvement, master sales trainer Eric Lofholm reveals the simple but powerful strategy he’s taught to tens of thousands of students that anyone can use to improve their sales performance. Eric’s message is that those who are not good at sales can become good, and those who are already good can become great simply by making small, continuous improvements in four key areas: self-improvement, sales skills, product and service knowledge, and technology. He gives readers a game plan for making improvements in each of these areas and provides hundreds of detailed strategies, practical exercises, and actionable instructions to use immediately to begin improving sales results. Each chapter includes a convenient at-a-glance summary, and there’s a quick-review guide so that readers can easily use Continuous Sales Improvement as an ongoing reference. Continuous Sales Improvement includes case studies from legendary figures in the history of sales, plus interviews with some of today’s top performers. It also includes tips for selling in specific industries, including real estate, insurance, financial services, and network marketing. Those who are a salesperson, a sales trainer, or just a business owner who wants better sales results, Continuous Sales Improvement is a must-have.
Book Synopsis Sales, Marketing, and Continuous Improvement by : Daniel M. Stowell
Download or read book Sales, Marketing, and Continuous Improvement written by Daniel M. Stowell and published by Jossey-Bass. This book was released on 1997-02-26 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Make the most of sales and marketing Those who have direct responsibility for sales and marketing organizations, as well as those who want more knowledge about the best practices in these critical areas, will gain new and important insights from Dan Stowell's book. -- Bernard F. Sergesketter, vice president (retired), AT&T Forget the old-school approach to Sales and Marketing. These six winning practices put those departments back on par with the rest of the modern business world, and opens the door to higher profits. Based on studies in more than sixty companies -- many of them winners of the prestigious Malcolm Baldridge National Quality Award -- this resource spotlights six reliable, results-generating improvement techniques, and shows how to deploy them successfully in the sales and marketing departments of any organization. The author describes each winning practice in detail, explains how each applies to sales and marketing, and provides illuminating examples of how Texas Instruments, Federal Express, Xerox and many other equally successful but less well known companies have applied the six practices in their organizations. Includes practical guidance for avoiding common pitfalls, along with an action plan for implementation.
Book Synopsis Proving Continuous Improvement with Profit Ability by : Russ Jones
Download or read book Proving Continuous Improvement with Profit Ability written by Russ Jones and published by Quality Press. This book was released on 2008-06-30 with total page 305 pages. Available in PDF, EPUB and Kindle. Book excerpt: The goal of this book is to demonstrate to manufacturing, distributor, and service businesses that there are only seven critical business elements from which continuous improvement projects can be discovered, financially evaluated, and ranked before implementation. They are: Increase sales by increasing the percent of market coverage. Reduce expenses by reducing the percent of labor and non-labor expenses per sales dollar. Reduce lead times to reduce work-in-process inventory investment. Reduce setup costs to minimize product and component inventory investment. Maximize capital asset utilization percent. Minimize asset investment for invoice payment by controlling the collection period within the contracted time period. Maximize employee knowledge worker utilization by empowering them with financial and practical training related to these seven business elements. The information is uniquely organized so it can serve as a frequent reminder for both the experienced and inexperienced of the few principles and financially-based formulas that must be built into company culture if both customers and stockholders are to be satisfied. Project teams are shown how to discover and financially evaluate and rank a vast number of continuous improvement projects.
Book Synopsis Continuous Permanent Improvement by : Arun Hariharan
Download or read book Continuous Permanent Improvement written by Arun Hariharan and published by Quality Press. This book was released on 2014-05-22 with total page 225 pages. Available in PDF, EPUB and Kindle. Book excerpt: Forewords by Mikel J. Harry, Ph.D. and Dr. K.K. Nohria Continuous permanent improvement (CPI) is not a new ism. The purpose of this book is not to expound any new theory or tools, but to share experiences in implementing existing methods with a bias toward business results. In fact, one of the important lessons we have learned is that most existing models or methods, if adhered to in the right spirit, will give results. This book is a distillation of experiences and lessons learned from successes and mistakes in nearly three decades of experience, mostly working with business processes, systematic thinking, customer focus, quality, and performance measurements—in a variety of companies and industries as diverse as financial services, telecom, manufacturing, conglomerate, and management consulting. Not being about any specific companies or industries, the contents of this book can be applied in any industry—service or manufacturing or government or education or nonprofit. The target audience of this book is business, functional, and quality leaders. Business schools and students may also use it as a text or reference book for courses on business excellence or quality. It is intended to share the experience and results of organizations that have derived substantial and sustained business results by focusing on continuous permanent improvement. Its aim is to strengthen the belief of the reader in the strategic importance of CPI, because the stronger your belief, the bigger and more sustained will be your results. The book also covers challenges related to mind-sets and other change management aspects that leaders typically will need to grapple with. Some of the very effective improvement methods and tools are explained in simple language with real examples, with senior business leaders in mind.
Book Synopsis Continuous Improvement by : Cam Caldwell
Download or read book Continuous Improvement written by Cam Caldwell and published by . This book was released on 2019 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: "In today's knowledge-, wisdom-, and information-based world, the challenge facing leaders and organizations is to be able to obtain employee commitment and to apply that dedication to constant improvement and change. In a world where technology is rapidly improving and knowledge is increasing exponentially in virtually every field, the ability to adapt and to innovate is essential to organization success and individual development. This book looks at continuous improvement at the individual, group, organizational, and societal levels and identifies commonalities and keys to success. It adopts a "transformative" perspective towards leadership, management philosophy, duties owed, and the obligation to constantly change. The authors/editors have written extensively about the need for leaders and organizations to refine their approach to change and improvement and this book combines their insights into one consolidated explanation"--
Book Synopsis Developing a Sales Strategy. Master the Art of Selling: Your Ultimate Guide to Increasing Conversions and Building Strong Relationships by : Александр Чичулин
Download or read book Developing a Sales Strategy. Master the Art of Selling: Your Ultimate Guide to Increasing Conversions and Building Strong Relationships written by Александр Чичулин and published by Litres. This book was released on 2023-05-15 with total page 267 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Sales Marathon” is a comprehensive guide for anyone who wants to improve their sales skills. With practical strategies for building rapport, understanding customer needs, and using psychology to make deals, this book is a must-read for sales professionals of all levels. Whether you are an experienced salesperson or just starting out, the Sales Marathon will help you increase conversions and achieve success in your sales career.
Book Synopsis Continuous Quality Improvement by : William Winchell
Download or read book Continuous Quality Improvement written by William Winchell and published by Society of Manufacturing Engineers. This book was released on 1991 with total page 354 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book shows you the steps to take to improve quality, increase productivity, reduce costs, and, as a result, compete more effectively in the global marketplace. After discussing the basics, this book shows the details of implementing a continuous quality improvement system, including the tools and techniques used for analysis. Chapters include: What is a Quality System? Tools for Continuous Quality Improvement, Planning for Improvement, Training for Improvement, Team Building, Setting Priorities, Goal Setting, Problem Solving, Rewarding, and Avoiding Failure.
Author :National Academies of Sciences, Engineering, and Medicine Publisher :National Academies Press ISBN 13 :0309495105 Total Pages :99 pages Book Rating :4.3/5 (94 download)
Book Synopsis Continuous Improvement of NASA's Innovation Ecosystem by : National Academies of Sciences, Engineering, and Medicine
Download or read book Continuous Improvement of NASA's Innovation Ecosystem written by National Academies of Sciences, Engineering, and Medicine and published by National Academies Press. This book was released on 2019-10-22 with total page 99 pages. Available in PDF, EPUB and Kindle. Book excerpt: On November 29-30, 2018, in Washington, D.C., the National Academies of Sciences, Engineering, and Medicine held the Workshop on the Continuous Improvement of NASA's Innovation Ecosystem. The workshop was requested by the National Aeronautics and Space Administration (NASA) Office of the Chief Technologist with the goal of identifying actionable and implementable initiatives that could build on NASA's current innovation culture to reach a future state that will ensure the agency's continued success in the evolving aerospace environment. This publication summarizes the presentations and discussions from the workshop.
Book Synopsis Continuous Improvement Strategies by : D. Marutschke
Download or read book Continuous Improvement Strategies written by D. Marutschke and published by Springer. This book was released on 2011-12-13 with total page 203 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book discusses continuous improvement strategies of Japanese convenience store operators. The study highlights the efforts of companies operating under lean management systems to identify new, dynamic, firm-specific capabilities in highly competitive markets.
Book Synopsis Always Making Progress by : Ian Madden
Download or read book Always Making Progress written by Ian Madden and published by CRC Press. This book was released on 2022-04-19 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book guides process-industry professionals from the implementation of the basic foundations of Continuous Improvement (CI) through to an organization where CI is a “way of life” and a defining feature of the culture of the organization. The readers of this book are seeking solutions to such pressing issues as: • Eliminating accidents and near misses. • Reducing customer complaints. • Improving customer delivery performance. • Elimination of accidents and near misses. • Reducing customer complaints. • Improving customer delivery performance. • Introducing new products. • Improving staff productivity. • Removing costs to meet the budget. • Dealing with absence and poor morale. • Improving staff retention. This book provides them with guidance on how to address issues in these areas in a way that enables improvements to be realized quickly but not at the expense of a long-term goal of a sustainable Continuous Improvement culture. In addition, this book presents the implementation of CI as a cyclical journey with no endpoint. The stages are ordered in a sequence that enables the reader to get started in their area of the company and build up the elements without the need for an overall organizational strategy at the beginning. Continuous Improvement is a vast subject with many takes on principles, approaches, and tools. This book is about how all the fundamentals of these areas fit together and, as such, covers only some of them. However, within the bibliography, I have signposted the books that have guided me during my career and which go into the principles, approaches, and tools further.
Book Synopsis Continuous Improvement By Improving Continuously (CIBIC) by : F. Allen Davis
Download or read book Continuous Improvement By Improving Continuously (CIBIC) written by F. Allen Davis and published by Taylor & Francis. This book was released on 2017-09-01 with total page 145 pages. Available in PDF, EPUB and Kindle. Book excerpt: Although many businesses, organizations, and institutions have currently implemented continuous improvement initiatives that address wants, needs, and challenges at the process and systems level, very few have effectively considered and addressed human factors. Thus, even businesses, organizations, and institutions with the most finely crafted continuous improvement systems face failure from inadequate human factors continuous improvement. Continuous Improvement by Improving Continuously (CIBIC): Addressing the Human Factors During the Pursuit of Process Excellence explains how the frustrating reoccurrence of operating failures are the result of flawed or fragmented business philosophies and principles. CIBIC is designed to promote the pursuit of excellence from mediocrity using an adaptable strategic model that promotes the pursuit of continuous improvement and sustainability in operations, performance management, and personal endeavors. By transforming the pursuit of excellence from a hit-and-miss endeavor to an easily achievable and sustainable continuous endeavor, CIBIC creates value where other systems fail. By addressing gaps, disconnects, and chaotic realities at a fundamental level through the sustained use of frameworks, methods, and analytics, CIBIC promotes the pursuit of excellence across the wide range continuum, eradicating the value and philosophical disconnects that generally plague individuals and collective interests. This book addresses this systemic problem by highlighting an incredibly comprehensive system that promotes continuous improvement and the pursuit of excellence. By highlighting key inner drivers, essential outer qualities, and supporting models and frameworks, the book makes the pursuit of excellence an easily sustainable and logical endeavor.
Download or read book Atomic Habits written by James Clear and published by Penguin. This book was released on 2018-10-16 with total page 321 pages. Available in PDF, EPUB and Kindle. Book excerpt: The #1 New York Times bestseller. Over 20 million copies sold! Translated into 60+ languages! Tiny Changes, Remarkable Results No matter your goals, Atomic Habits offers a proven framework for improving--every day. James Clear, one of the world's leading experts on habit formation, reveals practical strategies that will teach you exactly how to form good habits, break bad ones, and master the tiny behaviors that lead to remarkable results. If you're having trouble changing your habits, the problem isn't you. The problem is your system. Bad habits repeat themselves again and again not because you don't want to change, but because you have the wrong system for change. You do not rise to the level of your goals. You fall to the level of your systems. Here, you'll get a proven system that can take you to new heights. Clear is known for his ability to distill complex topics into simple behaviors that can be easily applied to daily life and work. Here, he draws on the most proven ideas from biology, psychology, and neuroscience to create an easy-to-understand guide for making good habits inevitable and bad habits impossible. Along the way, readers will be inspired and entertained with true stories from Olympic gold medalists, award-winning artists, business leaders, life-saving physicians, and star comedians who have used the science of small habits to master their craft and vault to the top of their field. Learn how to: make time for new habits (even when life gets crazy); overcome a lack of motivation and willpower; design your environment to make success easier; get back on track when you fall off course; ...and much more. Atomic Habits will reshape the way you think about progress and success, and give you the tools and strategies you need to transform your habits--whether you are a team looking to win a championship, an organization hoping to redefine an industry, or simply an individual who wishes to quit smoking, lose weight, reduce stress, or achieve any other goal.
Book Synopsis Demystifying Six Sigma by : Alan Larson
Download or read book Demystifying Six Sigma written by Alan Larson and published by AMACOM Div American Mgmt Assn. This book was released on 2003 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: When an entire organization is reaching the highest quality standards, the result is a Six Sigma culture.
Book Synopsis Seven Steps to Success for Sales Managers (Paperback) by : Max F. Cates
Download or read book Seven Steps to Success for Sales Managers (Paperback) written by Max F. Cates and published by Financial Times/Prentice Hall. This book was released on 2018-01-18 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master today's breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond "old school," "command and control" sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for: Developing your own mental toughness, emotional intelligence, strategic thinking, and promotability Becoming a true servant leader in sales: providing the right structure, challenges, respect, involvement, and support Hiring more effective and productive salespeople - including expert tips for interviewing, recruiting, reading body language, using data, and choosing amongst candidates Building winning teams that meet sales objectives and delight customers Empowering sales reps and teams in decision-making that increases sales productivity Measuring individual and team performance towards objectives Keeping people on target without micro-managing them Promoting team growth and continual improvement Leveraging Six Sigma and the Deming Cycle to sustain success, morale, and performance And much more Seven Steps to Success for Sales Managers presents proven sales management tactics in a "bulletized" format that's easy to read - and just as easy to use. Cates combines decades of in-the-trenches experience with cutting-edge research on the latest sales trends and tactics. Whether you're a working sales manager, VP of sales, account team leader, executive MBA program participant, or aspiring sales manager, this guide will help you build an outstanding team, empower it, and lead it to sustained success.
Book Synopsis The Sales Manager's Guide to Developing A Winning Sales Team by : Gerhard Gschwandtner
Download or read book The Sales Manager's Guide to Developing A Winning Sales Team written by Gerhard Gschwandtner and published by McGraw Hill Professional. This book was released on 2007-05-22 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Cultivating a winning sales team just got easier for sales managers, thanks to this practical, hands-on guide. It's a tested system managers can use to guide their salespeople on the road to continual improvement. Part I is written in workbook format, providing a six-step method for evaluating team member strengths and weaknesses and making performance evaluations more proactive; this section features specific tools for achieving continuous improvement, such as setting benchmarks and offering incentives Part II explains the essentials-including prospecting, presentations, cold calling, and more-that managers can share with team members to help them develop crucial team knowledge, skills, and motivation
Book Synopsis Stop Selling Stuff and Start Selling Business Outcomes: A Comprehensive B2B Sales Guide by : Rick Spair
Download or read book Stop Selling Stuff and Start Selling Business Outcomes: A Comprehensive B2B Sales Guide written by Rick Spair and published by Rick Spair. This book was released on with total page 462 pages. Available in PDF, EPUB and Kindle. Book excerpt: Welcome to the comprehensive B2B sales guide titled "Stop Selling Stuff and Start Selling Business Outcomes." In today's competitive business landscape, simply selling products or services is no longer enough to meet customer demands and drive success. B2B buyers are increasingly focused on achieving specific business outcomes and measurable results. This guide is designed to help B2B sales professionals make a shift in their approach by placing a strong emphasis on delivering tangible business outcomes to customers. Instead of merely selling features and functionalities, the guide will provide you with the strategies, tips, and recommendations to understand, align, and communicate the value of your offerings in terms of the outcomes they can enable for your customers. Throughout this comprehensive guide, we will explore a wide range of topics and chapters, delving into the various aspects of business outcome selling. We will start by understanding the principles and benefits of adopting this approach and how it compares to traditional product-based selling. From there, we will dive into identifying your target market, conducting market research, and segmenting your audience based on desired outcomes. You will learn how to gather valuable information about your prospects' industries, competitors, and challenges using online resources, social media, and industry reports. We will also explore the significance of leveraging existing customer relationships to gain insights and refine your approach. As we move forward, we will discuss the art of building relationships and trust, developing consultative sales approaches, and building rapport with prospects. We will delve into mapping business outcomes to customer needs, customizing your sales pitch, and crafting compelling value propositions that resonate with your prospects. Furthermore, we will explore strategies to overcome objections, address risks, and negotiate for successful outcomes. You will gain insights into building business cases, managing stakeholder buy-in, and presenting business outcomes effectively to secure buy-in from decision-makers. Throughout the guide, we will emphasize the importance of nurturing long-term customer relationships, incorporating customer testimonials and case studies, and continuously improving your sales approach based on customer feedback and market dynamics. We will discuss the significance of leveraging technology, data, and analytics to gain insights, streamline processes, and adapt to evolving customer needs. In addition, we will explore the importance of managing change, fostering a culture of continuous learning, and building strategic partnerships to enhance your business outcome selling efforts. We will provide recommendations for staying ahead in an ever-changing landscape and share insights into the future of B2B sales. Whether you are a seasoned sales professional or new to the field, this guide aims to equip you with the knowledge and tools to transform your sales approach and achieve success by focusing on delivering tangible business outcomes. The strategies, tips, and recommendations provided in this guide are based on industry best practices and real-life experiences, enabling you to adapt and apply them to your specific industry and target market. So, let's embark on this journey together and learn how to stop selling stuff and start selling business outcomes. By embracing this approach, you can differentiate yourself in the market, build stronger customer relationships, and drive meaningful results for your customers and your business.
Book Synopsis Sales Force Design For Strategic Advantage by : A. Zoltners
Download or read book Sales Force Design For Strategic Advantage written by A. Zoltners and published by Springer. This book was released on 2004-06-25 with total page 401 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book focuses upon the role of the sales force in today's changing world and how to design a sales force for strategic advantage. It includes sections on how to assess the current sales force design and how to implement change and covers customer segmentation, market strategy, structuring and sizing, alignment, metrics and managing change.
