High Performance Sales Strategies

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Building a Winning Sales Force

Author : Andris A. ZOLTNERS
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 0814410421
Total Pages : 498 pages
Book Rating : 4.8/5 (144 download)

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Book Synopsis Building a Winning Sales Force by : Andris A. ZOLTNERS

Download or read book Building a Winning Sales Force written by Andris A. ZOLTNERS and published by AMACOM Div American Mgmt Assn. This book was released on 2009-02-11 with total page 498 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effectiveness • attract and retain the best salespeople • design incentive compensation plans • set goals • manage sales performance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.

High Performance Sales Strategies

Author : Russell Ward
Publisher : Pearson UK
ISBN 13 : 0273794728
Total Pages : 85 pages
Book Rating : 4.2/5 (737 download)

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Book Synopsis High Performance Sales Strategies by : Russell Ward

Download or read book High Performance Sales Strategies written by Russell Ward and published by Pearson UK. This book was released on 2013-10-31 with total page 85 pages. Available in PDF, EPUB and Kindle. Book excerpt: YOU’VE GOT JUST 60 MINUTES TO WIN OR LOSE YOUR NEXT SALE - HOW WILL YOU MAKE THEM COUNT? If your job is to win new business, then you’ll know it’s important to make a strong first impression. But do you realise that the first 60 minutes are critical to your chances of success? High Performance Sales Strategies is bursting with highly effective ways to make that first critical hour deliver. It’s a formula that’s been proven to work by thousands of sales people and through its revolutionary approach you’ll discover how to: Plan and prepare properly - be fully prepared for the meeting Understand your customers - get to the bottom of your client’s pains and challenges Make that sale - deliver a compelling value proposition that they can’t resist Stay upbeat - maintain your focus and adopt a positive mindset Build better relationships - turn new business into long term partnerships. High Performance Sales Strategies will give you extraordinary skills to deliver exceptional sales results – whatever your level.

High Performance Selling

Author : Anthony S Chaine
Publisher :
ISBN 13 : 9781085998772
Total Pages : 426 pages
Book Rating : 4.9/5 (987 download)

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Book Synopsis High Performance Selling by : Anthony S Chaine

Download or read book High Performance Selling written by Anthony S Chaine and published by . This book was released on 2019-12-03 with total page 426 pages. Available in PDF, EPUB and Kindle. Book excerpt: Whether you are an accomplished sales executive leading a large organization or a sales manager leading a team, your ability to remove obstacles and speed the sales process will determine your success. High-Performance Selling is geared for the sales leader who has to persuade others to work as a sales force of one. Written in a straightforward fashion by veteran sales management consultant Anthony Chaine, this book shows you how to: - lead sales organizations- build solid sales operation- improve cross-functional team cooperation- build better hiring and recruiting systems- develop a sales culture that drives performance- empowers your sales managers to create winning teams"I have worked with Anthony, and I can say firsthand, his leadership style has had a profound impact on every level of our organization. His approach is profoundly visionary and hugely influential. I highly recommend Anthony, his approach, and his book."-Antonio Casanova, CEO of NOVAPAY"World-class selling is about aiding customers to make better choices. Anthony's inspiring stories and honest advice provides insight that sales leaders at every level can use to their benefit. High-Performance Selling is a thought-provoking, good read on an important subject."-Tom Howard, Managing Director TM Cards Networks"Your success as a leader is as good the success of your sales teams. Anthony shows you how to make the right decisions to lead your sales organization towards peak performances while eliminating bottlenecks to keep your sales organization moving toward significance."-Brian Luc, Vice President of Business OperationsAnthony Chaine is an expert in sales management and leadership. He has won multiple awards as a quota carrying sales leader, trainer, and instructor. He is the founder and the CEO of Elite Sales Leadership Consulting LLC. He specialized in management and sales training. Visit asalesleader.com for tools and resources as well as information on your seminars and coaching programs.

High Performance Sales Strategies

Author : Russell Ward
Publisher : Pearson UK
ISBN 13 : 027379471X
Total Pages : 209 pages
Book Rating : 4.2/5 (737 download)

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Book Synopsis High Performance Sales Strategies by : Russell Ward

Download or read book High Performance Sales Strategies written by Russell Ward and published by Pearson UK. This book was released on 2013-10-11 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt:

High Performance Sales Organizations

Author : Kevin J. Corcoran
Publisher : Irwin Professional Publishing
ISBN 13 : 9780786303526
Total Pages : 198 pages
Book Rating : 4.3/5 (35 download)

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Book Synopsis High Performance Sales Organizations by : Kevin J. Corcoran

Download or read book High Performance Sales Organizations written by Kevin J. Corcoran and published by Irwin Professional Publishing. This book was released on 1995 with total page 198 pages. Available in PDF, EPUB and Kindle. Book excerpt: Understanding customer expectations and how they are changing is vital to developing sales strategies that will succeed in today's complex marketplace. Based on research studies conducted by Learning International, a worldwide leader in sales and service training, this book provides insights into the principles and practices used by some of the world's leading sales organizations.

Scientific Selling

Author : Nancy Martini
Publisher : John Wiley & Sons
ISBN 13 : 1118239601
Total Pages : 199 pages
Book Rating : 4.1/5 (182 download)

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Book Synopsis Scientific Selling by : Nancy Martini

Download or read book Scientific Selling written by Nancy Martini and published by John Wiley & Sons. This book was released on 2012-03-22 with total page 199 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales managers have the most difficult job in the business world. They are responsible not just for revenue, but also for the hiring, coaching, training, and deployment of the employees who must generate it. Before the advancements that inspired Scientific Selling, sales managers had few tools to help them succeed at these disparate yet essential tasks. Today, however, the scientific approaches described in this book allow sales managers to more effectively measure, refine, and improve every aspect of the sales environment. Using easily-understood examples, graphics, charts, and explanations, Scientific Selling describes how to: Predictably improve sales results. Attract and retain top sales performers. Sharply decrease employee turnover. Spend sales training dollars more wisely. Better target sales coaching efforts. Move into consultative selling more quickly. And much more. Scientific Selling features over a dozen case studies illustrating exactly how scientific measurement and testing have improved sales performance within different kinds of sales groups inside multiple industries.

High Performance Sales Organizations: Creating Competitive Advantage in the Global Marketplace

Author : Darlene Coker
Publisher : McGraw Hill Professional
ISBN 13 : 9780071367622
Total Pages : 242 pages
Book Rating : 4.3/5 (676 download)

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Book Synopsis High Performance Sales Organizations: Creating Competitive Advantage in the Global Marketplace by : Darlene Coker

Download or read book High Performance Sales Organizations: Creating Competitive Advantage in the Global Marketplace written by Darlene Coker and published by McGraw Hill Professional. This book was released on 1999-11-16 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: "A must-read for the business leader of today and tomorrow."--John G. O'Neill, Vice President, 3M Canada. High Performance Sales Organizations defined the true nature of market-focused sales and service operations, and helped push sales organizations into the 21st century. This essential guide includes three new chapters that highlight the latest computer and communications technologies and updates the comprehensive research, charts, and checklists that have made it so indispensable.

Sales Growth

Author : Thomas Baumgartner
Publisher : John Wiley & Sons
ISBN 13 : 1118343514
Total Pages : 258 pages
Book Rating : 4.1/5 (183 download)

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Book Synopsis Sales Growth by : Thomas Baumgartner

Download or read book Sales Growth written by Thomas Baumgartner and published by John Wiley & Sons. This book was released on 2012-04-24 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: Drawing on interviews of global sales leaders, provides ways to overcome competition, maximize market opportunities, and improve sales growth.

Nuts and Bolts of Sales Management

Author : John Treace
Publisher : Greenleaf Book Group
ISBN 13 : 1937110206
Total Pages : 184 pages
Book Rating : 4.9/5 (371 download)

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Book Synopsis Nuts and Bolts of Sales Management by : John Treace

Download or read book Nuts and Bolts of Sales Management written by John Treace and published by Greenleaf Book Group. This book was released on 2011-09 with total page 184 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sometimes managing a sales team feels like trying to manage chaos, and in a way it is-there are so many unpredictable influences at work in sales. In Nuts and Bolts of Sales Management, John Treace, mining decades of executive sales experience gained from successful business turnarounds, provides managers with proven strategies to build a high-performing sales team that will consistently produce desired results.The tools and tactics included in Nuts and Bolts of Sales Management help sales managers identify and solve the problems that cause companies to stumble and fail. Leaders will learn how they can take their sales force to the next level by developing effective sales processes and by promoting high morale and team work. This book will provide a deeper understanding and practical answers for the problems all sales managers and officers face each day. Here is a sample of some: - How to ensure predictable sales performance- Effective forecasting & managing the quarter- What to do when sales plans are missed- How to design highly effective meetings and award programs- Making effective presentations to management- Minimize the need for hiring and firing- How to balance morale, execution & teamwork- How to develop a powerful sales culture- Developing effective metrics- How to Leveraging expenses while managing the budget- Effective use of consultants- How to sleep well at night nearing the end of any sales quarter This practical handbook was written for current sales VPs or managers, salespeople who desire to move into management, and CEOs, COOs, CFOs and others wishing to have a better understanding of the principles and systems that drive high-velocity sales organizations.

The 8 Best Practices of High-Performing Salespeople

Author : Norm Trainor
Publisher : John Wiley & Sons
ISBN 13 : 1118414268
Total Pages : 190 pages
Book Rating : 4.1/5 (184 download)

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Book Synopsis The 8 Best Practices of High-Performing Salespeople by : Norm Trainor

Download or read book The 8 Best Practices of High-Performing Salespeople written by Norm Trainor and published by John Wiley & Sons. This book was released on 2012-04-19 with total page 190 pages. Available in PDF, EPUB and Kindle. Book excerpt: What does it take to become a high-performing salesperson? This book reveals the eight best practices you need to master in order to become a top producer. The 8 Best Practices of High-Performing Salespeople follows the stories of real sales professionals, relating their experiences and challenges first-hand. The 8 Best Practices of High-Performing Salespeople is like a private coaching session for those who want to increase sales and build lasting value in their business. It offers practical advice and simple strategies from the best in the business, even letting you in on actual situations and conversations. No matter what business you are in, adopting the 8 Best Practices will increase your revenue and allow you to reach your full potential. "Norm Trainor brings you concrete advice and sheer wisdom on the 'inner game' of sales. Much beyond just learning about breakthrough sales performance from the best in the business, reading this book is like getting private coaching sessions from someone who has mastered how you can constantly surpass yourself in creating client capital." —Hubert St. Onge, Senior Vice President, Strategic Capabilities, Clarica "Norm Trainor has proven that he's the master of relationship selling. He has shown how to achieve excellence as a salesperson and, more importantly, how to manage success to become a thriving business owner. This book has value for salespeople wherever they are on their career journey." —Steve Stacey, Vice President and Director, Nesbitt Burns Inc. "This book is a must-read for any sales professional who wishes to grow their practice in the future." —A.A. (Art) Schooley, General Manager, Manulife Financial "Norm Trainor gives the reader a fast, easy-to-understand journey to success. This book is a must-read for the ambitious salesperson-it is loaded with useful information." —S. Ross Johnson, Retired President, Canadian Operations, The Prudential Insurance Co. of America

The Complete Book of Perfect Phrases for High-Performing Sales Professionals

Author : Robert Bacal
Publisher : McGraw Hill Professional
ISBN 13 : 0071713581
Total Pages : 730 pages
Book Rating : 4.0/5 (717 download)

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Book Synopsis The Complete Book of Perfect Phrases for High-Performing Sales Professionals by : Robert Bacal

Download or read book The Complete Book of Perfect Phrases for High-Performing Sales Professionals written by Robert Bacal and published by McGraw Hill Professional. This book was released on 2009-10-02 with total page 730 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Right Phrase forEvery Sales Situation A powerful command of words is the number one requirement for succeeding in the field of sales. Whether you’re cold-calling a prospect, presenting to a group of decision makers, or dealing with price objection, the make-or-break point of every transaction lies in sayingthe right thing to the right person at the right time. The CompleteBook of Perfect Phrases for High-Performing Sales Professionals isthe ultimate field guide for speaking and writing your way to salessuccess. You’ll find perfect phrases for: Lead Generation Turn cold calls into profitable relationships Expand your customer base Write engaging letters and e-mails Sales Calls Get access to decision makers Present your product in compelling language Resist objections and stalling tactics Customer Service Develop a rapport with every client Handle the most difficult of customers Close every conversation on a positive note

High Performance Sales Organizations

Author : Darlene Coker
Publisher : McGraw Hill Professional
ISBN 13 : 9780071351607
Total Pages : 224 pages
Book Rating : 4.3/5 (516 download)

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Book Synopsis High Performance Sales Organizations by : Darlene Coker

Download or read book High Performance Sales Organizations written by Darlene Coker and published by McGraw Hill Professional. This book was released on 2000 with total page 224 pages. Available in PDF, EPUB and Kindle. Book excerpt: "A must-read for the business leader of today and tomorrow."--John G. O'Neill, Vice President, 3M Canada. High Performance Sales Organizations defined the true nature of market-focused sales and service operations, and helped push sales organizations into the 21st century. This essential guide includes three new chapters that highlight the latest computer and communications technologies and updates the comprehensive research, charts, and checklists that have made it so indispensable.

Cold Calling for Women

Author : Wendy Weiss
Publisher : DFD Publications
ISBN 13 : 9780967126807
Total Pages : 212 pages
Book Rating : 4.1/5 (268 download)

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Book Synopsis Cold Calling for Women by : Wendy Weiss

Download or read book Cold Calling for Women written by Wendy Weiss and published by DFD Publications. This book was released on 2000 with total page 212 pages. Available in PDF, EPUB and Kindle. Book excerpt: Eliminate Telephone terror and turn cold call to cash! Cold calling is a powerful, inexpensive and easy way to develop new contacts and expand resources. In today's market, generating new business requires planning and skill. For over 10 years, Wendy Weiss has been a marketing consultant specializing in cold calling and appointment setting.

Seven Steps to Success for Sales Managers

Author : Max F. Cates
Publisher : FT Press
ISBN 13 : 0134211219
Total Pages : 278 pages
Book Rating : 4.1/5 (342 download)

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Book Synopsis Seven Steps to Success for Sales Managers by : Max F. Cates

Download or read book Seven Steps to Success for Sales Managers written by Max F. Cates and published by FT Press. This book was released on 2015-05-30 with total page 278 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.

The High-Performance Entrepreneur

Author : David Hale
Publisher : iUniverse
ISBN 13 : 0595496474
Total Pages : 256 pages
Book Rating : 4.5/5 (954 download)

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Book Synopsis The High-Performance Entrepreneur by : David Hale

Download or read book The High-Performance Entrepreneur written by David Hale and published by iUniverse. This book was released on 2008-07 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: What would it cost to hire a team of business coaches to personally coach you in achieving your entrepreneurial dream? Get ready to set your vision on sustaining your profitable business with some of the best and brightest business coaches who share their strategies for developing the HiPer Entrepreneur in you. Some of the entrepreneurs and business coaches you will get to know in The High-Performance Entrepreneur: 12 Essential Strategies to Supercharge Your Startup Business include: Barbara Lyngarkos, MBA, CEO, Executary, Inc. Timothy P. Maxwell, II, Founder and Owner, AFC Group, LLC. Michael B. Meek, MSM, CEO, M. B. Meek Consultants. Robert T. Uda, Founder and President, Bob Uda and Associates By consulting The High-Performance Entrepreneur: 12 Essential Strategies to Supercharge Your Startup Business, evolving your entrepreneurial dream will become a daily habit with information-packed, easy to implement strategies. Every strategy includes not only the procedures you need to implement, but also many how-to checklists and self-assessments. When you need particular hip-pocket training on a specific area, simply open to that strategy to locate the performance measures you seek. Among the performance measures are: How to hone your entrepreneurial dreams to viable business ventures. Why you need to locate your dream team through strategic networking. How a web presence will greatly enhance your expose to your target market. Not underemphasizing location, location, location. Lead, follow, or get out of the way. How supportive structures will assist in developing a solid business foundation.

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.

Your Sales Management Guru's Guide to . . . Recruiting High-Performance Sales Teams

Author : Ken Thoreson
Publisher : Sales Gravy Press
ISBN 13 : 9781935602071
Total Pages : 96 pages
Book Rating : 4.6/5 (2 download)

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Book Synopsis Your Sales Management Guru's Guide to . . . Recruiting High-Performance Sales Teams by : Ken Thoreson

Download or read book Your Sales Management Guru's Guide to . . . Recruiting High-Performance Sales Teams written by Ken Thoreson and published by Sales Gravy Press. This book was released on 2010-12 with total page 96 pages. Available in PDF, EPUB and Kindle. Book excerpt: Hire the Best, Not Just the Best Available What's the number challenge for sales leaders and sales organizations? Recruiting and hiring top talent. While most sales organizations focus on creating a sales process to increase sales performance, they fail to develop an effective recruiting and interviewing process that attracts top talent. Then they wonder why their sales training and sales process didn't work! Finally there is a definitive resource designed to help individual sales leaders and entire organizations attract, recruit and hire high-performing salespeople. In Sales Management Guru's Guide to Recruiting High-Performance Sales Teams you'll get detailed interview scorecards, interviewing questions, and sample job descriptions. Plus a bonus section dedicated to the new hire on-boarding process. You'll also learn . . . How to develop your ideal salesperson profile How to create a sales candidate funnel Where to find top sales talent Why many sales managers get fired in less than 18 months How an Interview Scorecard screens out the "empty suit's" How to take emotion out of the interview process Why and how to use a sales case study to evaluate your candidates How to use sales assessments and why they are an important factor in selection How to properly conduct a telephone interview and use scoring list to assess talent How to use social media to evaluate sales candidates And much more . . . Praise for Your Sales Management Guru's Guide "If you're a crazy-busy sales manager and constantly worried about reaching your revenue goals, follow Ken Thoreson's savvy advice to create a high-performance sales organization." - Jill Konrath, Author of SNAP Selling and Selling to Big Companies "Ken Thoreson has hit it out of the park with his Your Sales Management Guru's Guide series. If you are serious about taking your sales team to the next level read these books!" - Jeb Blount, Author of People Buy You and Power Principles About The Author Ken Thoreson is a sales management thought leader who has a passion for developing and implementing creative sales management strategies designed to build high-performance sales teams. As president of Acumen Management Group he helps clients ranging from early stage to Fortune 500 develop winning sales management strategies.