Selling With Excellence

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Sales Excellence

Author : Christian Homburg
Publisher : Springer Science & Business Media
ISBN 13 : 3642291694
Total Pages : 316 pages
Book Rating : 4.6/5 (422 download)

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Book Synopsis Sales Excellence by : Christian Homburg

Download or read book Sales Excellence written by Christian Homburg and published by Springer Science & Business Media. This book was released on 2012-10-24 with total page 316 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.

Achieve Sales Excellence

Author : Howard Stevens
Publisher : Platinum Press
ISBN 13 : 9781593376512
Total Pages : 0 pages
Book Rating : 4.3/5 (765 download)

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Book Synopsis Achieve Sales Excellence by : Howard Stevens

Download or read book Achieve Sales Excellence written by Howard Stevens and published by Platinum Press. This book was released on 2006-11-29 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Excellence in Sales

Author : Holger Dannenberg
Publisher : Springer Science & Business Media
ISBN 13 : 3834987824
Total Pages : 239 pages
Book Rating : 4.8/5 (349 download)

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Book Synopsis Excellence in Sales by : Holger Dannenberg

Download or read book Excellence in Sales written by Holger Dannenberg and published by Springer Science & Business Media. This book was released on 2010-11-02 with total page 239 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.

The Book of Excellence

Author : Byrd Baggett
Publisher : Thomas Nelson Inc
ISBN 13 : 9781558531710
Total Pages : 132 pages
Book Rating : 4.5/5 (317 download)

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Book Synopsis The Book of Excellence by : Byrd Baggett

Download or read book The Book of Excellence written by Byrd Baggett and published by Thomas Nelson Inc. This book was released on 2001-02-22 with total page 132 pages. Available in PDF, EPUB and Kindle. Book excerpt: Focusing on the basic habits that are common among business leaders, this book pinpoints characteristics of a successful sales lifestyle. Contains the basic information all sales professionals need to know. Here is the basic information anyone in business needs to know. I believe passionately that it is not enough to be just a good salesperson, secretary or manager. We also need to remember that losing a customer is just one bad experience away, and we must do everything we can to give our best service. The Book of Excellence is the first book in a trilogy of handbooks for business success by Byrd Baggett: The Book of Excellence - on sales, Satisfaction Guaranteed - on customer service and now Taking Charge - on leadership.

Get-Real Selling

Author : Michael Boland
Publisher : Winsource Publishing LLC
ISBN 13 : 9789077256329
Total Pages : 0 pages
Book Rating : 4.2/5 (563 download)

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Book Synopsis Get-Real Selling by : Michael Boland

Download or read book Get-Real Selling written by Michael Boland and published by Winsource Publishing LLC. This book was released on 2010-06 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This revised edition includes enhancements and incorporates feedback from thousands of salespeople who have benefited from the original edition and from attending live Get-Real Selling workshops. Its short, pithy chapters and no-nonsense approach pay off immediately for experienced and beginning sales professionals alike. Based on a mindset that says My success can only follow the success of my customer, Hawk and Boland focus on three customer-impacting principles that make it simple to succeed in selling. If you can position your solution in ways that help your customer upgrade his service to his customers, or improve his economics (by increasing his revenue or reducing his costs), or enhance his life, specifically the quality of his work-life, you will find your customer eager to learn more about your offering and ready to buy. This S.E.L. approach (service, economics, life) is being used today in leading organizations and produces measurable sales improvement.

Expert Selling

Author : Sedric Hill
Publisher :
ISBN 13 : 9781630477165
Total Pages : 0 pages
Book Rating : 4.4/5 (771 download)

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Book Synopsis Expert Selling by : Sedric Hill

Download or read book Expert Selling written by Sedric Hill and published by . This book was released on 2016-05-03 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: In today's business environment, advanced sellers must not only achieve sales quotas, but must also sell more and more complex products and services that drive profitable revenue growth. The road from journeyman to expert is not achieved through traditional behavior-based training that requires large amounts of dedicated time, but instead happens between the ears--through cognitive skill development. Science has proven that experts differ from novices primarily in the speed in which the right knowledge is accessed and through their ability to perform the basics consistently well. In Expert Selling: A Blueprint to Accelerate Sales Excellence , sales trainer and success coach Sedric Hill unpacks the elusive "windows of expert advantage" and wraps them into the professional selling and persuasive communication domains. He reveals insights to expertise by teaching you to understand and improve the supreme mental skill in selling, connecting, which involves detecting, interpreting, and responding to buyers' messages. You also discover the six essentials of persuasive communication--a roadmap to building excellent communication fundamentals (becoming brilliant at the basics). Finally, Hill introduces two innovative training approaches designed to accelerate selling expertise without requiring large amounts of dedicated training time. Expert Selling is not a typical how-to book. It's more of a blueprint, guiding you like a GPS to the next level of success. As sales quotas and the preponderance of complex offerings continue to rise, a burning platform is created hastening the need for good salespeople to become journeymen and for journeymen to become experts faster than ever before!

Achieving Excellence in Selling

Author : Norman Blem
Publisher :
ISBN 13 : 9780195719185
Total Pages : 448 pages
Book Rating : 4.7/5 (191 download)

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Book Synopsis Achieving Excellence in Selling by : Norman Blem

Download or read book Achieving Excellence in Selling written by Norman Blem and published by . This book was released on 2001 with total page 448 pages. Available in PDF, EPUB and Kindle. Book excerpt: A study on the basic principles of selling, reflecting current developments in salesmanship. The guide combines a disciplined academic and theoretical approach in a way that should make it easily applicable in practice, and is intended for the National Diploma in Sales Management, first year level.

Sell Don't Tell

Author : Brian Jude
Publisher : Zebra Press
ISBN 13 : 9781868723553
Total Pages : 148 pages
Book Rating : 4.7/5 (235 download)

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Book Synopsis Sell Don't Tell by : Brian Jude

Download or read book Sell Don't Tell written by Brian Jude and published by Zebra Press. This book was released on 2001 with total page 148 pages. Available in PDF, EPUB and Kindle. Book excerpt: Based on a tried-and-tested training programme, this is a guide to successful selling.

The Cadence of Excellence

Author : Matthew McDarby
Publisher : Eaton Press
ISBN 13 : 9781947486010
Total Pages : pages
Book Rating : 4.4/5 (86 download)

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Book Synopsis The Cadence of Excellence by : Matthew McDarby

Download or read book The Cadence of Excellence written by Matthew McDarby and published by Eaton Press. This book was released on 2017-09 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: What would it be like if you had greater control over and impact on your sales team's performance? What new opportunities would you be able to capture? What problems would you solve? What degree of personal growth would you experience? What about your people? Sales management can be a lonely and unforgiving job, and the difference between being an excellent leader and being average (or worse) depends largely on the choices you make with your time. Using real-life examples from his extensive experience as a sales leader and coach, Matt McDarby walks you through tasks that can improve your skills as a sales manager and tasks that can help you improve your team's performance. The Cadence of Excellence will show you how to make better decisions about where to spend your time and effort. And it will help you identify changes you can make today that will have a huge impact on you and those you lead now and in the future

Unleashing Excellence

Author : Dennis Snow
Publisher : John Wiley & Sons
ISBN 13 : 0470503807
Total Pages : 261 pages
Book Rating : 4.4/5 (75 download)

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Book Synopsis Unleashing Excellence by : Dennis Snow

Download or read book Unleashing Excellence written by Dennis Snow and published by John Wiley & Sons. This book was released on 2009-11-16 with total page 261 pages. Available in PDF, EPUB and Kindle. Book excerpt: A step-by-step guide to designing and implementing an amazing customer service culture In today's competitive business environment, keeping customers happy is the key to long-term success. But some businesses provide much better customer service than others. It's not always clear what works and what doesn't, and implementing new customer service practices midstream can be a difficult, chaotic task. Business leaders who want to transform their business culture into one of customer service excellence need reliable, proven guidance. Unleashing Excellence gives you practical tools and step-by-step guidance tailored to your company's individual customer service needs. It shows you how to navigate your teams through every step of the implementation process to achieve true customer service excellence. The book covers the training and education of your group, how to measure the quality of your service, how to build a culture of personal accountability, and how to recognize excellence and reward it. Fully revised to include updated information on the latest tools and best practices, as well as the stories and lessons learned from those organizations that have used the process described in the book. Offers proven best practices for designing and implementing an excellent customer service culture Simple format divides content into nine "leadership actions" that guide you through a step-by-step process Shows you how to build a common customer service vision for your entire organization Customer service is vital to the survival of your business. If you want to move your organization's customer service practices from good to great, Unleashing Excellence is the key.

Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy

Author : Bill Stinnett
Publisher : McGraw Hill Professional
ISBN 13 : 0071460128
Total Pages : 288 pages
Book Rating : 4.0/5 (714 download)

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Book Synopsis Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy by : Bill Stinnett

Download or read book Think Like Your Customer: A Winning Strategy to Maximize Sales by Understanding and Influencing How and Why Your Customers Buy written by Bill Stinnett and published by McGraw Hill Professional. This book was released on 2004-11-21 with total page 288 pages. Available in PDF, EPUB and Kindle. Book excerpt: How to capture customers by learning to think the way they do The most common complaint Bill Stinnett hears from his corporate clients is that would-be vendors and suppliers "just don't understand our business." In Think Like Your Customer, Stinnett explains why the key to landing corporate customers is to learn to think about the things executives and business owners think about and understand how they make complex buying decisions. Drawing upon his years of experience as a Fortune 500 consultant, he offers sales and marketing professionals a powerful framework for understanding the inner workings of a business; knowing what motivates its executives and influences their buying decisions; identifying a company's organizational structure and decision-making psychology; and using that information to develop a winning strategy for influencing how and why the customer buys. In addition, you receive: Solid marketing insights delivered in a fun, breezy style by a top corporate consultant and seminar leader Expert tips on how to maximize the value and profitability of relationships with corporate clients and customers

The Business of Excellence

Author : Justin Hughes
Publisher : Bloomsbury Publishing
ISBN 13 : 1472930231
Total Pages : 369 pages
Book Rating : 4.4/5 (729 download)

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Book Synopsis The Business of Excellence by : Justin Hughes

Download or read book The Business of Excellence written by Justin Hughes and published by Bloomsbury Publishing. This book was released on 2016-09-22 with total page 369 pages. Available in PDF, EPUB and Kindle. Book excerpt: "A vivid, compelling and highly readable insight into building world-leading teams and organizations." - Dr Catherine Raines, Chief Executive, UK Trade & Investment The Business of Excellence offers a unique and compelling perspective on the drivers of excellence in teams and organizations. The author, Justin Hughes, brings an unusual mix of experience and insight, having worked as a management consultant to some of the world's most successful organizations, in addition to having served for 12 years as a military fighter pilot, where he became Executive Officer on the RAF Red Arrows. The challenges of high performance and leadership are explored in depth, and are illustrated with insights, interviews and case studies from the military, sporting and corporate worlds. The material includes a proprietary performance model that can be applied to a wide spectrum of organizations, focusing on: · People: the primacy of attitude over skills · Capability: building alignment before setting people free · Delivery: a process to close the gap between desired and actual outcomes · Learning: how to accelerate performance in real time · Leadership: exhibiting a set of behaviours such that others choose to follow · Risk: avoiding the victory of compliance over outcomes. In The Business of Excellence, Justin deconstructs the drivers of high performance with a rare clarity, insight and accessibility, to illustrate and explain tangible tools and methods, all of which can be applied by readers in their own teams and organizations.

The Lost Art of Closing

Author : Anthony Iannarino
Publisher : Penguin
ISBN 13 : 0735211698
Total Pages : 241 pages
Book Rating : 4.7/5 (352 download)

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Book Synopsis The Lost Art of Closing by : Anthony Iannarino

Download or read book The Lost Art of Closing written by Anthony Iannarino and published by Penguin. This book was released on 2017-08-08 with total page 241 pages. Available in PDF, EPUB and Kindle. Book excerpt: “Always be closing!” —Glengarry Glen Ross, 1992 “Never Be Closing!” —a sales book title, 2014 “?????” —salespeople everywhere, 2017 For decades, sales managers, coaches, and authors talked about closing as the most essential, most difficult phase of selling. They invented pushy tricks for the final ask, from the “take delivery” close to the “now or never” close. But these tactics often alienated customers, leading to fads for the “soft” close or even abandoning the idea of closing altogether. It sounded great in theory, but the results were often mixed or poor. That left a generation of salespeople wondering how they should think about closing, and what strategies would lead to the best possible outcomes. Anthony Iannarino has a different approach geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process—if you’ve set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall. Iannarino addressed this in a chapter of The Only Sales Guide You’ll Ever Need—which he thought would be his only book about selling. But he discovered so much hunger for guidance about closing that he’s back with a new book full of proven tactics and useful examples. The Lost Art of Closing will help you win customer commitment at ten essential points along the purchase journey. For instance, you’ll discover how to: · Compete on value, not price, by securing a Commitment to Invest early in the process. · Ask for a Commitment to Build Consensus within the client’s organization, ensuring that your solution has early buy-in from all stakeholders. · Prevent the possibility of the sale falling through at the last minute by proactively securing a Commitment to Resolve Concerns. The Lost Art of Closing will forever change the way you think about closing, and your clients will appreciate your ability to help them achieve real change and real results.\

Pattern for Excellence

Author : Brigham Dickinson
Publisher : Made For Success Publishing
ISBN 13 : 1613398840
Total Pages : 190 pages
Book Rating : 4.6/5 (133 download)

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Book Synopsis Pattern for Excellence by : Brigham Dickinson

Download or read book Pattern for Excellence written by Brigham Dickinson and published by Made For Success Publishing. This book was released on 2017-07 with total page 190 pages. Available in PDF, EPUB and Kindle. Book excerpt: Brigham Dickinson is president of Power Selling Pros. His firm is dedicated to teaching companies how to create “WOW Culture” inside their organization. With their proven call-handling certification program and high customer satisfaction, Brigham’s company works with hundreds of home service companies in the United States, Canada & Australia.

The Road to Excellence

Author : David Mattson
Publisher :
ISBN 13 : 9780692053867
Total Pages : pages
Book Rating : 4.0/5 (538 download)

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Book Synopsis The Road to Excellence by : David Mattson

Download or read book The Road to Excellence written by David Mattson and published by . This book was released on 2018-02 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt:

Sales Process Excellence

Author : Michael Webb
Publisher :
ISBN 13 : 9780977107261
Total Pages : 0 pages
Book Rating : 4.1/5 (72 download)

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Book Synopsis Sales Process Excellence by : Michael Webb

Download or read book Sales Process Excellence written by Michael Webb and published by . This book was released on 2023-11 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Your products and services benefit customers. Your talented people solve customer's problems daily. Your approaches to awareness, conversion, and retention make sense. You've updated training, coaching, automation, incentives, and more. Still, your results are unsatisfactory.Why Do B2B Sales Problems Persist?Growth is slower than expected. Deals stall. Plans drift into "Whatever works." New products, markets, websites, and sales approaches, are slow to launch. As the sales leader, you struggle to combine art and science. You've seen production teams map processes to reduce variation and eliminate waste. Similarly, you've tried to standardize sales work and language. Yet salespeople don't easily align to these goals.Salesmanship is an applied art that involves luck and randomness. Opportunities, customers, sellers, and managers are unique. Salespeople decide on their own how to behave. This makes sales hard to manage, predict, and scale. If you suspect sales is different from manufacturing, you're right! Sales Process Excellence provides foundations that integrate the art and science of sales. The first foundation is, "Beliefs cause behaviors, observations cause beliefs." For example, the observable characteristics of sales opportunities are your only clues to success. They cannot be taken for granted. Explicitly comparing their observations helps salespeople respectfully agree on facts. This helps integrate and align their beliefs, making sales less subjective.The second foundation is, "Value is created when customers take actions you want them to take." Implicitly, salespeople know they must earn someone's interest and trust if they are ever to earn their money. Observing and measuring these explicitly shows sales (as well as other functions) why and how to change behavior. This new perspective reveals methodologies, tools, processes, and systems that solve persistent sales problems.

Selling Above the Crowd

Author : Dave Anderson
Publisher :
ISBN 13 : 9780966380132
Total Pages : 200 pages
Book Rating : 4.3/5 (81 download)

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Book Synopsis Selling Above the Crowd by : Dave Anderson

Download or read book Selling Above the Crowd written by Dave Anderson and published by . This book was released on 2000-02-01 with total page 200 pages. Available in PDF, EPUB and Kindle. Book excerpt: A daily sales guide to build skills, habits and attitudes. An interactive format to commit action daily and to summarize twice monthly. Eight short, information packed opening chapters lay a foundation that the 365 strategies build on. "Selling Above the Crowd" creates a daily focus on self improvement and attitude building.