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How To Motivate Your Sales Reps In 5 Days
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Book Synopsis The One Minute Sales Person by : Spencer Johnson
Download or read book The One Minute Sales Person written by Spencer Johnson and published by Harper Collins. This book was released on 2002-10-01 with total page 122 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this newly released edition of one of his classic books, The One Minute Sales Person, Spencer Johnson, the author of the number one New York Times bestseller Who Moved My Cheese?, shows you how to sell your ideas, products, or services successfully! This is the book that has proved to be a must-have for the millions of people who were looking for the quickest way to improve their selling skills. In these changing times, Spencer Johnson, coauthor of The One Minute Manager®, shows you how the phenomenal One Minute® methods can bring real and lasting sales success with the least amount of time and effort. You will learn how to enjoy your job and your life more as you discover the effective secrets of "self-management," the integrity of "selling on purpose," and the liberating "wonderful paradox" of helping others get what they want so you can get what you need. The One Minute Sales Person is a clear, easy and invaluable guide that works for both you and the people you sell to, for your financial prosperity and personal well-being. In short, it is a classic Spencer Johnson bestseller that can help you enjoy more success with less stress.
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.
Book Synopsis Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by : Jason Jordan
Download or read book Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance written by Jason Jordan and published by McGraw Hill Professional. This book was released on 2011-10-14 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
Book Synopsis HBR's 10 Must Reads for Sales and Marketing Collection (5 Books) by : Harvard Business Review
Download or read book HBR's 10 Must Reads for Sales and Marketing Collection (5 Books) written by Harvard Business Review and published by Harvard Business Press. This book was released on 2020-05-26 with total page 656 pages. Available in PDF, EPUB and Kindle. Book excerpt: Stop pushing products. Start empowering your salespeople cultivating relationships with the right customers. In today's economy, companies are fighting tooth and nail for their customers' attention. Hyper-informed buyers with more options are making purchasing decisions faster than ever. How can you optimize your marketing operations and sales teams and so your offerings can get through and rise to the top? HBR's 10 Must Reads for Sales and Marketing Collection offers the ideas and strategies to help you get there. Included in this set are HBR's 10 Must Reads on Sales, HBR's 10 Must Reads on Strategic Marketing, HBR's 10 Must Reads on Communication, HBR's 10 Must Reads on Negotiation, and HBR's 10 Must Reads on Public Speaking and Presenting. This compilation offers insights from world-class experts on the topics including enhancing the joint performance of sales and marketing; motivating your sales force; getting a clear view of your brand's strengths and weaknesses; setting the stage for a successful negotiation; and communicating with clarity and impact. It includes fifty articles selected by HBR's editors from renowned thought leaders such as Andris Zoltners, Theodore Levitt, and Deborah Tannen, and features the indispensable article "How to Give a Killer Presentation" by Chris Anderson. It's time to establish, sustain, and extend your next groundbreaking sales and marketing initiative. HBR's 10 Must Reads for Sales and Marketing Collection will lead you there. HBR's 10 Must Reads paperback series is the definitive collection of books for new and experienced leaders alike. Leaders looking for the inspiration that big ideas provide, both to accelerate their own growth and that of their companies, should look no further. HBR's 10 Must Reads series focuses on the core topics that every ambitious manager needs to know: leadership, strategy, change, managing people, and managing yourself. Harvard Business Review has sorted through hundreds of articles and selected only the most essential reading on each topic. Each title includes timeless advice that will be relevant regardless of an ever‐changing business environment.
Download or read book Management 3.0 written by Jurgen Appelo and published by Pearson Education. This book was released on 2011 with total page 456 pages. Available in PDF, EPUB and Kindle. Book excerpt: Introduces a realistic approach to leading, managing, and growing your Agile team or organization. Written for current managers and developers moving into management, Appelo shares insights that are grounded in modern complex systems theory, reflecting the intense complexity of modern software development. Recognizes that today's organizations are living, networked systems; that you can't simply let them run themselves; and that management is primarily about people and relationships. Deepens your understanding of how organizations and Agile teams work, and gives you tools to solve your own problems. Identifies the most valuable elements of Agile management, and helps you improve each of them.
Book Synopsis Building a Winning Sales Team by : Gini Graham Scott Ph.D.
Download or read book Building a Winning Sales Team written by Gini Graham Scott Ph.D. and published by iUniverse. This book was released on 2007-08-30 with total page 216 pages. Available in PDF, EPUB and Kindle. Book excerpt: BUILDING A WINNING SALES TEAM provides the basic steps for setting up, growing, and motivating a successful sales team for company owners and sales managers and supervisors. The book begins with chapters on recruiting sales people, whether you want to organize your own sale team or set up a network of independent distributors. Other chapters cover orientating and motivating your sales people, setting up a training program, managing time and territory, providing support for your sales people, creating materials to sell, and organizing effective sales meetings. The book includes charts, templates, and other materials you can adapt for your own organization. The book is ideal for both entrepreneurs starting their own company and company owners and managers in a corporate setting.
Book Synopsis What Motivates Me by : Adrian Gostick
Download or read book What Motivates Me written by Adrian Gostick and published by The Culture Works. This book was released on 2014-09-30 with total page 213 pages. Available in PDF, EPUB and Kindle. Book excerpt: What Motivates Me will help readers align the work they do every day, for the rest of their lives, with what truly motivates them. It also includes a code to the Motivators Assessment. This is not a personality test, but a scientifically valid assessment that digs straight to the core of what motivates you at work. The book also features a set of thought-provoking exercises to help readers sculpt their jobs with 60 powerful strategies. After analyzing the results of 850,000 interviews, the authors sought to discover why so many people are not as engaged and energized as they could be at work. They found those who are happiest and most successful are engaged in work that aligns with what motivates them. What Motivates Me offers an extensively tested method to help readers identify their core motivators and figure out the disconnects between their passions and their current work, and guides all those searching for joy and engagement by asking the important questions - “What motivates me?” and “What can I do about it?”
Book Synopsis The Millionaire Booklet by : Grant Cardone
Download or read book The Millionaire Booklet written by Grant Cardone and published by Grant Cardone. This book was released on 2016-06-16 with total page 46 pages. Available in PDF, EPUB and Kindle. Book excerpt: I want to help you reach millionaire status, even get rich, if you believe that you deserve to be the person in the room that writes the check for a million dollars, ten million or even 100 million—let’s roll.
Book Synopsis The Unstoppable Sales Team by : Shawn Casemore
Download or read book The Unstoppable Sales Team written by Shawn Casemore and published by CRC Press. This book was released on 2023-08-02 with total page 173 pages. Available in PDF, EPUB and Kindle. Book excerpt: Why are companies like Salesforce, Whirlpool, and Cintas repeatedly recognized for their top sales performance? What are they doing that sets them apart from their competition, allowing them to increase sales revenue year over year? It’s not a result of their ability to master online sales funnels or introduce software that automates their sales process. Instead, these companies dominate in their markets because they continually elevate their sales team’s performance to the level of being unstoppable. This book is written for sales executives, sales leaders, and sales managers. If you lead a sales team and want to accelerate their performance without being forced to invest in new technology, hire more employees or completely restructure your existing sales team, then this book is for you. The Unstoppable Sales Team contains the lessons learned, best practices and observations applied through the author’s work with sales teams globally. Building on his popular book The Unstoppable Sales Machine, the author shares the best strategies for building a high-performing sales team that outsells and outperforms their competition.
Download or read book Drive written by Daniel H. Pink and published by Penguin. This book was released on 2011-04-05 with total page 275 pages. Available in PDF, EPUB and Kindle. Book excerpt: The New York Times bestseller that gives readers a paradigm-shattering new way to think about motivation from the author of When: The Scientific Secrets of Perfect Timing Most people believe that the best way to motivate is with rewards like money—the carrot-and-stick approach. That's a mistake, says Daniel H. Pink (author of To Sell Is Human: The Surprising Truth About Motivating Others). In this provocative and persuasive new book, he asserts that the secret to high performance and satisfaction-at work, at school, and at home—is the deeply human need to direct our own lives, to learn and create new things, and to do better by ourselves and our world. Drawing on four decades of scientific research on human motivation, Pink exposes the mismatch between what science knows and what business does—and how that affects every aspect of life. He examines the three elements of true motivation—autonomy, mastery, and purpose-and offers smart and surprising techniques for putting these into action in a unique book that will change how we think and transform how we live.
Book Synopsis ProActive Sales Management by : William Miller
Download or read book ProActive Sales Management written by William Miller and published by Amacom Books. This book was released on 2009 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Few sales managers are true managers, often falling back on the skills that made them great at sales. This essential book, now updated with strategies in line with the changes in sales since the book's original publication, provides readers with a proven method for managing the sales process, as well as the salespeople. Packed with specific, field-tested techniques. Packed with all new metrics and tactics for making the numbers in today's competitive sales environment, this is an important resource no sales manager should be without.
Book Synopsis Unleashing Your Inner Sales Coach by : Darryl Rosen
Download or read book Unleashing Your Inner Sales Coach written by Darryl Rosen and published by AuthorHouse. This book was released on 2010-12-17 with total page 270 pages. Available in PDF, EPUB and Kindle. Book excerpt: UNLEASHING YOUR INNER SALES COACH WILL HELP YOU... Control the controllables Maintain a healthy attitude Engage your sales professionals Make the right moves as a sales manager Set clear expectations Manage Accountability Handle price changes Lead Business Reviews Conduct one-to-one coaching sessions Foster Creativity "Ride" together to success Handle objections and close sales Run effective meetings Share difficult feedback
Download or read book Grit written by Angela Duckworth and published by Simon and Schuster. This book was released on 2016-05-03 with total page 350 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this instant New York Times bestseller, Angela Duckworth shows anyone striving to succeed that the secret to outstanding achievement is not talent, but a special blend of passion and persistence she calls “grit.” “Inspiration for non-geniuses everywhere” (People). The daughter of a scientist who frequently noted her lack of “genius,” Angela Duckworth is now a celebrated researcher and professor. It was her early eye-opening stints in teaching, business consulting, and neuroscience that led to her hypothesis about what really drives success: not genius, but a unique combination of passion and long-term perseverance. In Grit, she takes us into the field to visit cadets struggling through their first days at West Point, teachers working in some of the toughest schools, and young finalists in the National Spelling Bee. She also mines fascinating insights from history and shows what can be gleaned from modern experiments in peak performance. Finally, she shares what she’s learned from interviewing dozens of high achievers—from JP Morgan CEO Jamie Dimon to New Yorker cartoon editor Bob Mankoff to Seattle Seahawks Coach Pete Carroll. “Duckworth’s ideas about the cultivation of tenacity have clearly changed some lives for the better” (The New York Times Book Review). Among Grit’s most valuable insights: any effort you make ultimately counts twice toward your goal; grit can be learned, regardless of IQ or circumstances; when it comes to child-rearing, neither a warm embrace nor high standards will work by themselves; how to trigger lifelong interest; the magic of the Hard Thing Rule; and so much more. Winningly personal, insightful, and even life-changing, Grit is a book about what goes through your head when you fall down, and how that—not talent or luck—makes all the difference. This is “a fascinating tour of the psychological research on success” (The Wall Street Journal).
Book Synopsis HBR's 10 Must Reads 2015 by : Harvard Business Review
Download or read book HBR's 10 Must Reads 2015 written by Harvard Business Review and published by Harvard Business Review Press. This book was released on 2015-04-07 with total page 201 pages. Available in PDF, EPUB and Kindle. Book excerpt: A year’s worth of management wisdom, all in one place. We’ve combed through ideas, insights, and best practices from the past year of Harvard Business Review to help you get up to speed fast on the freshest, most relevant thinking driving business today. With authors from Clayton Christensen to Roger Martin and company examples from Netflix to Unilever, this volume brings the most current and important management conversations to your fingertips. This book will inspire you to: Lead by focusing your attention on the right things Import new management practices into your organization the right way—whether they come from other companies or across the globe Better manage your organization’s—and your leaders’—time Rethink vital functions such as HR and marketing Move from a yearly planning cycle to building a winning strategy Make long-term organizational decisions with an eye to national and global economic trends This collection of best-selling articles includes: “Beware the Next Big Thing,” by Julian Birkinshaw ”The Capitalist’s Dilemma,” by Clayton M. Christensen and Derek Van Bever “The Focused Leader,” by Daniel Goleman “The Big Lie of Strategic Planning,” by Roger L. Martin “Contextual Intelligence,” by Tarun Khanna “How Netflix Reinvented HR,” by Patty McCord “Blue Ocean Leadership,” by W. Chan Kim and Renée Mauborgne “The Ultimate Marketing Machine,” by Marc de Swaan Arons, Frank van den Driest, and Keith Weed “Your Scarcest Resource,” by Michael Mankins, Chris Brahm, and Gregory Caimi “How Google Sold Its Engineers on Management,” by David A. Garvin “21st-Century Talent Spotting,” by Claudio Fernández-Aráoz
Book Synopsis A Mind for Sales by : Mark Hunter, CSP
Download or read book A Mind for Sales written by Mark Hunter, CSP and published by HarperCollins Leadership. This book was released on 2020-03-31 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.
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.
Book Synopsis Selling from the Heart by : Larry Levine
Download or read book Selling from the Heart written by Larry Levine and published by . This book was released on 2023-08-15 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales professionals and entrepreneurs will discover new levels of sales performance and personal fulfillment in Selling From the Heart, a resource that coaches individuals to examine their true selves, form deeper relationships and generate better sales.
