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Hope Is Not A Strategy The 6 Keys To Winning The Complex Sale The 6 Keys To Winning The Complex Sale
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Book Synopsis Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale by : Rick Page
Download or read book Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale written by Rick Page and published by McGraw Hill Professional. This book was released on 2003-04-14 with total page 191 pages. Available in PDF, EPUB and Kindle. Book excerpt: "No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process
Book Synopsis Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale : The 6 Keys to Winning the Complex Sale by : Rick Page
Download or read book Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale : The 6 Keys to Winning the Complex Sale written by Rick Page and published by McGraw Hill Professional. This book was released on 2003-03-24 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: "No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process
Download or read book Hope is Not a Strategy written by and published by . This book was released on 2017 with total page 8 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Wisdom of the Bullfrog by : Admiral William H. McRaven
Download or read book The Wisdom of the Bullfrog written by Admiral William H. McRaven and published by Grand Central Publishing. This book was released on 2023-04-04 with total page 185 pages. Available in PDF, EPUB and Kindle. Book excerpt: THE INSTANT #1 New York Times BESTSELLER From the acclaimed, bestselling author of Make Your Bed—a short, inspirational book of advice and leadership lessons that Admiral McRaven collected over his four decades as a Navy SEAL. The title “Bullfrog” is given to the Navy SEAL who has served the longest on active duty. Admiral McRaven was honored to receive this honor in 2011 when he took charge of the United States Special Operations Command. When McRaven retired in 2014, he had 37 years as a Navy SEAL under his belt, leading men and women at every level of the special operations community. In the ensuing four years, he served as Chancellor to the entire University of Texas System, with its 230,000 students and 100,000 faculty and health care workers. During those four decades, Admiral McRaven dealt with every conceivable leadership challenge, from commanding combat operations—including the capture of Saddam Hussein, the rescue of Captain Phillips, and the raid for Osama bin Laden. THE WISDOM OF THE BULLFROG draws on these and countless other experiences from Admiral McRaven’s incredible life, including crisis situations, management debates, organizational transitions, and ethical dilemmas, to provide readers with the most important leadership lessons he has learned over the course of his forty years of service. Each chapter provides a Make Your Bed-like parable, rich with insights like those featured in his bestselling memoir, Sea Stories, about the specific leadership traits required to be at the top of your game, including: Who Dares, Wins Run to the Sound of the Guns No Plan Survives First Contact with the Enemy THE WISDOM OF THE BULLFROG is Admiral McRaven’s clear-eyed treatise on the leadership qualities that separate the good from the truly great.
Download or read book #Plan to Win Tweet written by Ron Snyder and published by Happy About. This book was released on 2011-08-17 with total page 147 pages. Available in PDF, EPUB and Kindle. Book excerpt: A sound territory/strategic account plan is essential to make the best use of your limited time and resources--especially in business-to-business selling. And, the effective execution of your plan will enable you to produce better results. To help accomplish your goals in this challenging environment, this book explores a broad range of sales strategy topics focused on developing and executing a winning plan, including: Leveraging industry trends in your market segment, geography, and vertical industry segment Growing high leverage customers Penetrating new accounts, such as high-probability target prospects Working with partners to improve results Developing and implementing your action plan Ensuring the right level of management engagement#PLAN to WIN tweet Book01" is designed to help new and experienced sales people and sales managers do a better job of territory planning, strategic account planning, and partner management. Further, the methods outlined will enable readers to dramatically improve their sales effectiveness and results. If you are an account manager, the material in this book will enable you to: Create insightful and achievable territory and target account plans Enhance or improve existing plans Develop and deploy winning strategies to penetrate and retain key accounts Improve your time and territory management for maximum returnIf you are a sales manager, this book will help you: Adopt/adapt proven planning tools into current practices Provide better sales coaching to your sales team on planning techniques Better monitor your sales team's leading indicators, wins and losses to respond quickly, and fine-tune your approach Improve sales and marketing alignment Manage change to enhance your team's sales productivity"#PLAN to WIN tweet Book01" is part of the THiNKaha series whose 112-page books contain 140 well-thought-out quotes (tweets/ahas).
Book Synopsis Negotiation Made Simple by : John Lowry
Download or read book Negotiation Made Simple written by John Lowry and published by HarperCollins Leadership. This book was released on 2023-10-31 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiators might be born, but great negotiators are made. This book offers a useful and comprehensive approach to negotiation that can springboard a career or a company, one deal at a time. Business and organizational leaders spend well over half of their professional time engaged in this process. It is the way they do deals, lead employees, and manage relationships. Most leaders learn to negotiate on the job through a long process of trial and error. In today’s competitive marketplace, there is no time for experimentation, nor room to make mistakes. The good news is by mastering negotiation, the next level of success is actually closer than it appears. The actionable advice and practical guidance offered in this book give a roadmap for every type of negotiation. Through case studies, illustrations, exercises, and personal stories, Lowry shows how to: Make strategic decisions – move from doing what is comfortable to doing what is most strategic. Manage the process – carefully balance the urge to compete with the need to collaborate. Deliver the deal – fine-tune the negotiation process to achieve the desired outcome. This book makes it easy to join the ranks of leaders who have experienced unprecedented success by making negotiation simple.
Book Synopsis Fundraising the SMART Way, + Website by : Ellen Bristol
Download or read book Fundraising the SMART Way, + Website written by Ellen Bristol and published by John Wiley & Sons. This book was released on 2014-03-24 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Strategic planning and tactical fundraising can maximize income and minimize costs Fundraising is the lifeblood of the nonprofit, and, successful or otherwise, determines the organization's ability to provide for the group it serves. Every organization attempts to lower overhead while increasing donations, but this often proves to be impossible within existing frameworks. Effective fundraising - increasing donations while engaging more donors and lowering costs - requires a sound strategy that turns major roadblocks into minor hurdles that are easily overcome. It's not about trying harder, it's about working smarter. Fundraising the SMART Way provides the groundwork for a complete revamp of organizational fundraising systems. Author Ellen Bristol applies twenty years of corporate sales experience and eighteen years in fund development consultation to the problem of inefficient fundraising. Bristol turns her extensive sales expertise toward the perspective of "selling" an organization to potential donors, increasing the donor pool, and lowering the cost of fundraising. The book details the questions every nonprofit should be asking to maximize the effectiveness of fundraising efforts, and encourages systematic strategy development by zeroing in on key factors such as: Organizational goals, strengths, and weaknesses Donor actions and motivations Workload management and results QA Opportunity evaluation and organizational action The book outlines clear, concrete, actionable steps that can be immediately implemented to escalate income growth. Effective fundraising is sustainable, consistent, and on-target. It must exceed current need and expand to fill future need. Fundraising the SMART Way represents a true breakthrough in that it lays a foundation for true systemic overhaul, and can be the catalyst for the growth of any nonprofit.
Download or read book Selling Big written by Michael Raquet and published by Bloomsbury Publishing USA. This book was released on 2010-04-09 with total page 217 pages. Available in PDF, EPUB and Kindle. Book excerpt: Showcasing the Client Alignment® process, this book details steps for reorienting a company to expertly align plans and activities to the specific goals and objectives of large clients. The best business results are products of a company's successful utilization of a well-planned system. Developed over the course of 24 years of testing and refining, Selling Big: Growing Your Business within Large Companies details just such an approach to creating and growing business within large companies. The Client Alignment® process is a highly specific, entirely proven method for improving business development skills, an approach that is so clear and succinct anyone seeking to successfully develop business with large companies can benefit. The process is organized around the four stages of business development—lead generation, prospect generation, client generation, and loyal client generation—describing in detail the activities needed at each stage. Specifically, the book explains how to plan time effectively, run account teams, and find business opportunities, as well as how to align with the needs and desires of clients from all perspectives including sales, marketing, service, operations, and senior management. The bottom line? The difference between good and great starts right here.
Book Synopsis Taking Charge of Distribution Sales by : Gary T. Moore
Download or read book Taking Charge of Distribution Sales written by Gary T. Moore and published by Natl Assn Wholesale-Distr. This book was released on 2010 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Ethics of Disruption in Business by : Stephanie Ann Puen
Download or read book The Ethics of Disruption in Business written by Stephanie Ann Puen and published by Wipf and Stock Publishers. This book was released on 2024-11-05 with total page 137 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Disruption" is a buzzword for many economists and businesses, but how do we ethically disrupt the way we do business and economics in order to lift people up? This book offers resources from a conversation between Catholic social thought and design thinking in response to the question. Drawing from the understanding of structures of sin and structures of grace in Catholic social thought and the concepts of design thinking, this book offers principles to consider in trying to disrupt our business and economic systems toward becoming more like structures of grace.
Download or read book Playing to Win written by Alan G. Lafley and published by Harvard Business Press. This book was released on 2013 with total page 274 pages. Available in PDF, EPUB and Kindle. Book excerpt: Explains how companies must pinpoint business strategies to a few critically important choices, identifying common blunders while outlining simple exercises and questions that can guide day-to-day and long-term decisions.
Book Synopsis Stories that Move Mountains by : Martin Sykes
Download or read book Stories that Move Mountains written by Martin Sykes and published by John Wiley & Sons. This book was released on 2012-12-17 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn how to use stories and visuals to make top–notch presentations It′s called CAST (Content, Audience, Story, & Tell) and it′s been a quiet success, until now. Developed over a twelve year period as a presentation method to help Enterprise Architects, it was adopted by Microsoft Enterprise Architecture teams and filtered from IT managers to Sales, and beyond to major organizations around the world. Now, thanks to this unique book from an expert author team that includes two Microsoft presentation experts, you can learn how to use this amazing process to create and make high–impact presentations in your own organization. The book helps you build complete visual stories, step by step, by using the CAST method to first create a Story Map and from there, a compelling presentation. It includes sample Story Maps, templates, practical success stories, and more. You′ll discover how to go beyond PowerPoint slides to create presentations that influence your peers and effect change. Explains the secrets of making presentations and effecting change using CAST to create Story Maps and from there, high–impact and visual presentations that tell a story Covers how to apply a range of techniques and what the results look like, using screenshots of presentations, one page hand outs, and basic delivery with whiteboards Coauthored by Microsoft experts and a visual design guru who have years of experience training professionals in these methods Includes sample Story Maps, templates, practical success stories, and more Learn how to sell your ideas and trigger change in your company with Stories That Move Mountains: Storytelling and Visual Design for Persuasive Presentations.
Book Synopsis The Dictionary of Modern Proverbs by :
Download or read book The Dictionary of Modern Proverbs written by and published by Yale University Press. This book was released on 2012-05-22 with total page 310 pages. Available in PDF, EPUB and Kindle. Book excerpt: Collects more than 1,400 English-language proverbs that arose in the 20th and 21st centuries, organized alphabetically by key words and including information on date of origin, history and meaning.
Download or read book Salesmanship written by Wilfred Rachan and published by Trafford Publishing. This book was released on 2016-03-19 with total page 285 pages. Available in PDF, EPUB and Kindle. Book excerpt: Salesmanship: Enterprise Managers Guide has been developed based on experience over the last twenty years in sales of capital goods and software solutions to improve performance. The book came out from the need to train our sales managers. In the information age, it is no longer sufficient to hire sales people with sales and marketing qualification. There is a paradigm change in the function of sales in an enterprise. On the one hand, the sales manager has to be transformed into an entrepreneur. On the other hand, the sales manager has to be trained to become a knowledge worker, i.e., an engineer and a problem solver. The sales manage need to think in terms of commitment and at the same time be able to comprehend and document the processes and workflow (i.e., supply chain and value chain) of the customer during his sales visits. Salesmanship is about relationship management, i.e., relationship with internal and external customers, suppliers, contractors, agencies, etc.relationship brings us into politics. The sales manager needs to have situational awareness and be sensitive to the cultural factors present during the sales cycle. Salesmanship is about leadership, i.e., the capacity to translate vision into reality. The sales manager is motivated and guided by principles, i.e., he is a soldier and a gentlemen. The sales manager being of strong character will be able to overcome adversity during sales without resorting to con schemes or misleading the customers. The book is a summary of the practical sales knowledge acquired over the last twenty years.
Book Synopsis Guerrilla Marketing for Consultants by : Jay Conrad Levinson
Download or read book Guerrilla Marketing for Consultants written by Jay Conrad Levinson and published by John Wiley & Sons. This book was released on 2011-01-06 with total page 372 pages. Available in PDF, EPUB and Kindle. Book excerpt: Trusted advice on successful consulting from the authors of the bestselling Guerrilla Marketing series Consulting is entering the era of the guerrilla client-buyers with a glut of information at their fingertips and doubts about the value consultants add. Guerrilla Marketing for Consultants is the first book to reveal how guerrilla marketing can transform today's challenges into golden opportunities for winning profitable work from the new breed of consulting clients. Packed with information, this step-by-step guide details the 12 marketing secrets every consultant should know, the anatomy of a marketing plan, Web sites, sources of free publicity, direct-mail marketing, winning proposals, and more. Jay Conrad Levinson (San Rafael, CA) is the Chairman of the Board of Guerrilla Marketing International and the author or coauthor of more than 30 books, including the bestselling Guerrilla Marketing series. Michael W. McLaughlin (Mill Valley, CA) has been a partner with Deloitte Consulting since 1994.
Book Synopsis Ultimate Small Business Marketing Guide by : James Stephenson
Download or read book Ultimate Small Business Marketing Guide written by James Stephenson and published by Entrepreneur Press. This book was released on 2007-01-01 with total page 586 pages. Available in PDF, EPUB and Kindle. Book excerpt: The second edition of this comprehensive guide introduces new marketing, advertising, sales and public relations techniques to the 1,500 proven ideas from the first edition. It adds dozens of new high-tech strategies required to stay one step ahead in today’s highly competitive global marketplace. Off- and online resources have been updated and new ones—including blogs and new websites—have been added.
Download or read book The 1% Windfall written by Rafi Mohammed and published by Harper Collins. This book was released on 2010-03-16 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: Leading pricing expert Rafi Mohammed shows businesses how to reap a financial windfall and foster growth using the underutilized and often overlooked strategy of setting prices. The 1% Windfall reveals how modest incremental changes to an everyday business practice—pricing—can yield significant rewards. Illustrating the power of pricing, a study of the Global 1200 found that if companies raised prices by just 1%, their average operating profits would increase by 11%. Using a 1% increase in price, some companies would see even more growth in percentage of profit: Sears, 155%; McKesson, 100%; Tyson, 81%; Land O'Lakes, 58%; and Whirlpool, 35%. The good news is that better pricing is more than simply raising prices. Instead, the key is to offer customers a variety of pricing options. This strategy is win-win: profits to companies and choices for consumers. But how do executives and managers set the right price? Underpinned by sound empirical research and real-life anecdotes, The 1% Windfall addresses this fundamental question. This book offers guidelines that any company—whether a multinational conglomerate, a small business, or even a nonprofit—can follow to create a comprehensive pricing strategy for any product or service. In addition, these versatile techniques and tools provide solutions to avert a slump in a recession, offset the impact of inflation, or battle a new competitor. The result is a mind-opening, clear blueprint for com-panies to price for profit and growth.
