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The Four Pillars Of Sales
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Book Synopsis The Four Pillars of Sales by : Savage Gerry
Download or read book The Four Pillars of Sales written by Savage Gerry and published by . This book was released on 2020-02 with total page 184 pages. Available in PDF, EPUB and Kindle. Book excerpt: There are countless books about sales and success, but none except The Four Pillars of Sales takes you on a real life journey that gives you the tools necessary to reach the success you desire. Learn to quickly adapt your own personality style to that of your customer and find yourself reaching career heights you never dreamed possible. "The Four Pillars ... should be in every professional's library." --ROBERT LEOPOLD, Regional Sales Director, 3T Medical Systems "The blueprint for building a successful career ... and lasting personal partnerships." --STEVE deBREE, President, Performance Possibilities Group Inc.
Download or read book Compound Marketing written by Dan Norris and published by Jetlaunch. This book was released on 2020-09-16 with total page 156 pages. Available in PDF, EPUB and Kindle. Book excerpt: A note from Dan. I'm now in my 15th year as an entrepreneur, and over those years my ideas around what an entrepreneur is, and how to build a business, have changed a lot. My university lessons in Marketing didn't serve me too well, but even as a business owner for many years, I continued this habit of looking for someone to give me the answer. Seeking permission. It didn't work, but what did work was spending years piecing together a new way of marketing through trial, error and some chance encounters with generous people. Compound Marketing provides a framework for thinking about how to market a solid long term business without short term strategies. It looks at the 4 most important things that I think entrepreneurs can do if they want to take an approach to marketing that will give them ongoing compounding growth as opposed to quick wins. Compound Marking is the way I have built all of my businesses, some 6 figures, some 7 and some 8, with a far below average spend on marketing and advertising. Compound Marketing tells the stories of my businesses and many others and provides practical advice for entrepreneurs on using the 4 key compounding marketing strategies of Brand, Storytelling, Content and Community to build a modern business with an unfair growth advantage.
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 Negotiation Excellence: Successful Deal Making (2nd Edition) by : Michael Benoliel
Download or read book Negotiation Excellence: Successful Deal Making (2nd Edition) written by Michael Benoliel and published by World Scientific. This book was released on 2014-09-16 with total page 534 pages. Available in PDF, EPUB and Kindle. Book excerpt: Negotiation Excellence: Successful Deal Making is written by leading negotiation experts from top-rated universities in the US and in Asia and its objective is to introduce readers to the theory and best practices of effective negotiation. The book includes chapters ranging from: preparing and planning for successful negotiations; building relationships and establishing trust between negotiators; negotiating creatively to create mutual value and win-win situations; understanding and dealing with negotiators from different cultures; to managing ethical dilemmas.In addition to emphasizing the link between theory and practice, the book includes deal examples such as: Renault-Nissan alliance; mega-merger between Arcelor and Mittal Steel; Kraft Foods' acquisition of Cadbury PLC, Walt Disney Company's negotiation with the Hong Kong government; and Komatsu, a Japanese firm's negotiation with Dresser, an American firm.Following the success of the first edition, the second edition re-emphasizes the spirit of linking theory to practice with two new chapters on emotions in negotiation and the Indian negotiation style.
Download or read book Saleshood written by Elay Cohen and published by Greenleaf Book Group. This book was released on 2014-04-15 with total page 250 pages. Available in PDF, EPUB and Kindle. Book excerpt: A playbook that empowers sales managers to think like CEOs and act like entrepreneurs At Salesforce.com, Elay Cohen created and executed the sales productivity programs that accelerated the company’s growth to a $3 billion–plus enterprise. The innovation delivered over these years by Elay and his team resulted in unprecedented sales productivity excellence. Based on that experience, Elay embarked on a journey to help every company in the world grow like Salesforce.com. After working with many organizations and further reflecting on his time at Salesforce.com, it became apparent that one key player was best positioned to accelerate growth in organizations: the first-line sales manager. Empowering sales managers to own and execute their own sales programs, as entrepreneurs would, became the focus of this book and his technology company. First-line sales managers are the backbone of every sales organization. They make it happen. They’re where the rubber meets the road in pipeline generation, revenue growth, and customer success. These sales managers serve as the voice of salespeople to organizations, and as the organizational voice back to salespeople. In this accessible guide, Cohen shares how sales managers can build an inspired, engaged team, equipping them with the tools they need to drive up sales productivity and grow the business. He reveals, among many other lessons, how you can nurture a winning sales culture; build world-class training programs that encourage salespeople to learn from each other; and execute sales processes, playbooks, and deals in a way that gives your salespeople the winning edge.
Book Synopsis How to Make Real Money Selling Books by : Brian Jud
Download or read book How to Make Real Money Selling Books written by Brian Jud and published by . This book was released on 2008-11 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: The worldwide book market generates almost $90 billion annually, and more than half of those sales are made in non-bookstore outlets such as discount stores, airport shops, gift stores, supermarkets, and warehouse clubs. How to Make Real Money Selling Books provides a proven strategy for selling books to these enterprises. You will learn about developing a product strategy, conducting test marketing, contacting prospective buyers, promoting your product, selling to niche markets, and much, much more.
Download or read book Heart and Sell written by Shari Levitin and published by Red Wheel/Weiser. This book was released on 2017-02-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: Are you making it difficult for your potential customers to buy from you? Today’s buyers are overloaded – overwhelmed by too much information and suffering from decision fatigue. Across industries, customers are delaying purchasing decisions or even choosing to stick with the status quo so they can avoid the dreaded “sales process.” In response, many sales professionals are overcompensating with behaviors that are either too accommodating or that create high pressure – and alienating potential buyers in the process. How can you reconcile your need to meet sales targets with the customer’s desire for a heartfelt, authentic sales approach? Author Shari Levitin, creator of the Third-Level Selling system, offers a dynamic framework for effective selling in the Digital Age. Unlike other sales books that focus on abstract tips or techniques, Heart and Sell offers a science based real-world approach that will help you dramatically increase your sales—regardless of your level or industry. Discover the 7 Key Motivators that influence every decision your customer will make. Learn to align your sales process with how people buy—instead of fighting against it. Harness the power of the Linking Formula to create true urgency. Master the 10 Universal Truths so you can beat your sales quota without losing your soul. Understand the 6 Core Objections and how you can neutralize them. In a market where the right approach is key, Heart and Sell shows you how to blend the new science of selling with the heart of human connection to reach more prospects and consistently close more deals.
Book Synopsis The Effortless Experience by : Matthew Dixon
Download or read book The Effortless Experience written by Matthew Dixon and published by Penguin. This book was released on 2013-09-12 with total page 258 pages. Available in PDF, EPUB and Kindle. Book excerpt: Everyone knows that the best way to create customer loyalty is with service so good, so over the top, that it surprises and delights. But what if everyone is wrong? In their acclaimed bestseller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they’ve turned their research and analysis to a new vital business subject—customer loyalty—with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty. Yet CEB’s careful research over five years and tens of thousands of respondents proves that the “dazzle factor” is wildly overrated—it simply doesn’t predict repeat sales, share of wallet, or positive wordof-mouth. The reality: Loyalty is driven by how well a company delivers on its basic promises and solves day-to-day problems, not on how spectacular its service experience might be. Most customers don’t want to be “wowed”; they want an effortless experience. And they are far more likely to punish you for bad service than to reward you for good service. If you put on your customer hat rather than your manager or marketer hat, this makes a lot of sense. What do you really want from your cable company, a free month of HBO when it screws up or a fast, painless restoration of your connection? What about your bank—do you want free cookies and a cheerful smile, even a personal relationship with your teller? Or just a quick in-and-out transaction and an easy way to get a refund when it accidentally overcharges on fees? The Effortless Experience takes readers on a fascinating journey deep inside the customer experience to reveal what really makes customers loyal—and disloyal. The authors lay out the four key pillars of a low-effort customer experience, along the way delivering robust data, shocking insights and profiles of companies that are already using the principles revealed by CEB’s research, with great results. And they include many tools and templates you can start applying right away to improve service, reduce costs, decrease customer churn, and ultimately generate the elusive loyalty that the “dazzle factor” fails to deliver. The rewards are there for the taking, and the pathway to achieving them is now clearly marked.
Book Synopsis The Four Pillars by : Kenneth Joyce Robertson
Download or read book The Four Pillars written by Kenneth Joyce Robertson and published by Xlibris Corporation. This book was released on 2010-11-11 with total page 342 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The Four Pillars of Portfolio Management by : Olivier Lazar
Download or read book The Four Pillars of Portfolio Management written by Olivier Lazar and published by CRC Press. This book was released on 2018-09-28 with total page 178 pages. Available in PDF, EPUB and Kindle. Book excerpt: Portfolio management consists mainly of making decisions about which initiatives to undertake, which initiatives not to pursue, and which resources are to be allocated to which portfolio component. At least, that’s how it is most commonly presented in textbooks and courses. Indeed, it is all of that, but it is also so much more. Portfolio management is, of course, about making these decisions, but, more accurately, it is about making them with the goal of creating value for an organization’s wide population of stakeholders, both internal and external. This value is not only expressed in financial terms but also in social terms. The portfolio should create value for all stakeholders, who thereby support the portfolio organization and enable it to sustain itself. Portfolio management is about the realization of strategic vision, achieving a purpose, and developing an intelligent way of using resources to benefit stakeholders. This requires the ability to find a balance among the different dimensions of portfolio governance and among the constraints constantly shaping and reshaping the business environment. This is what portfolio management is truly about; this is what organizational management is about. The Four Pillars of Portfolio Management: Organizational Agility, Strategy, Risk, and Resources takes readers on a journey navigating the dimensions and constraints to be balanced and integrated as part of the portfolio and organizational decision-making process. By balancing the requirements of strategic alignment with the exposure to risk and by reconciling resource demands with capability, a portfolio manager can develop and sustain an organization despite the constant and dynamic evolution of the business environment. This book explains how to manage portfolios that create the agility all organizations require to survive and thrive.
Book Synopsis The Four Pillars of Investing: Lessons for Building a Winning Portfolio by : William J. Bernstein
Download or read book The Four Pillars of Investing: Lessons for Building a Winning Portfolio written by William J. Bernstein and published by McGraw Hill Professional. This book was released on 2010-07-08 with total page 350 pages. Available in PDF, EPUB and Kindle. Book excerpt: The classic guide to constructing a solid portfolio—without a financial advisor! “With relatively little effort, you can design and assemble an investment portfolio that, because of its wide diversification and minimal expenses, will prove superior to the most professionally managed accounts. Great intelligence and good luck are not required.” William Bernstein’s commonsense approach to portfolio construction has served investors well during the past turbulent decade—and it’s what made The Four Pillars of Investing an instant classic when it was first published nearly a decade ago. This down-to-earth book lays out in easy-to-understand prose the four essential topics that every investor must master: the relationship of risk and reward, the history of the market, the psychology of the investor and the market, and the folly of taking financial advice from investment salespeople. Bernstein pulls back the curtain to reveal what really goes on in today’s financial industry as he outlines a simple program for building wealth while controlling risk. Straightforward in its presentation and generous in its real-life examples, The Four Pillars of Investing presents a no-nonsense discussion of: The art and science of mixing different asset classes into an effective blend The dangers of actively picking stocks, as opposed to investing in the whole market Behavioral finance and how state of mind can adversely affect decision making Reasons the mutual fund and brokerage industries, rather than your partners, are often your most direct competitors Strategies for managing all of your assets—savings, 401(k)s, home equity—as one portfolio Investing is not a destination. It is a journey, and along the way are stockbrokers, journalists, and mutual fund companies whose interests are diametrically opposed to yours. More relevant today than ever, The Four Pillars of Investing shows you how to determine your own financial direction and assemble an investment program with the sole goal of building long-term wealth for you and your family.
Download or read book The 4-2 Formula® written by Jeff Shore and published by . This book was released on 2023-07-14 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: Something in your client's lives isn't working for them right now and they need a fix. They're on a mission...a mission to improve their lives. Your job is to connect to that mission so deeply that the path to the sale literally roles out right in front of you. The 4:2 Formula gives you proven strategies for discovering your client's needs and providing solutions that will change their world.
Book Synopsis The Four Pillars of Investing by : William J. Bernstein
Download or read book The Four Pillars of Investing written by William J. Bernstein and published by McGraw Hill Professional. This book was released on 2002-05-17 with total page 338 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sound, sensible advice from a hero to frustrated investors everywhere William Bernstein's The Four Pillars of Investing gives investors the tools they need to construct top-returning portfolios--without the help of a financial adviser. In a relaxed, nonthreatening style, Dr. Bernstein provides a distinctive blend of market history, investing theory, and behavioral finance, one designed to help every investor become more self-sufficient and make better-informed investment decisions. The 4 Pillars of Investing explains how any investor can build a solid foundation for investing by focusing on four essential lessons, each building upon the other. Containing all of the tools needed to achieve investing success, without the help of a financial advisor, it presents: Practical investing advice based on fascinating history lessons from the market Exercises to determine risk tolerance as an investor An easy-to-understand explanation of risk and reward in the capital markets
Book Synopsis The Work Smarter Guide to Sales by : Maria Morozova-Duthoit
Download or read book The Work Smarter Guide to Sales written by Maria Morozova-Duthoit and published by Robinson. This book was released on 2024-06-13 with total page 129 pages. Available in PDF, EPUB and Kindle. Book excerpt: Some people are born with a natural 'go-get-'em' approach. For most of us, however, selling does not come naturally. This book demystifies the art of getting people to buy - whether it is as simple as convincing your friends to agree to your restaurant recommendation, or as complex as getting people to buy your million- dollar proposal at work. The book is a toolkit for self-exploration, analysis, learning and action plan development framed in a 5-week programme for building your unique sales self. Setting a clear objective for every week, it takes the reader through a simple 5-step programme: - Setting the foundation: the main principles of sales - Rational aspects of sales - Emotional aspects of sales - Connecting the dots: closuring and continuation of the sales cycle - Creating your personalised action plan and toolbox with aide memoires, frameworks and life hacks to use every day Each chapter concludes with a summary of do's and don'ts. The last chapter includes practical tools for analysing and planning your own self-development and business development. It will accelerate your understanding of and ability to sell by raising both your self-awareness and selling self-confidence. The 'Work Smarter' series: Our books provide shortcuts, tips and life-hacks for the development of essential business skills. The books bring together accomplished industry experts who have learned their trades at the coalface. They teach the skills ambitious businesspeople need in order to tip the playing field in their favour. It is the pirate equivalent of business advice; the antidote to conventional wisdom; 'smarter' practice over 'best practice'.
Book Synopsis The SELL Process by : Donald Buttrey
Download or read book The SELL Process written by Donald Buttrey and published by . This book was released on 2011-08-09 with total page 136 pages. Available in PDF, EPUB and Kindle. Book excerpt: A simple, yet profound process to help anyone and everyone sell skillfully
Book Synopsis Sales Management. Simplified. by : Mike Weinberg
Download or read book Sales Management. Simplified. written by Mike Weinberg and published by AMACOM. This book was released on 2015-10-21 with total page 243 pages. Available in PDF, EPUB and Kindle. Book excerpt: Packed with case studies, Sales Management. Simplified. offers a proven formula for prospecting, developing, and closing deals—in your time, on your terms. Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies to find the answer - and it's one that may surprise you. Typically, the issue lies not with the sales team but with how it is being led. Through their attitude and actions, senior executives and sales managers can unknowingly undermine performance. Weinberg tells it straight by calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news is that with the right guidance, results can be transformed. In Sales Management. Simplified., Weinberg teaches managers how to: Implement a simple framework for sales leadership Foster a healthy, high-performance sales culture Conduct productive meetings Put the right people in the right roles Retain top producers and remediate underperformers Point salespeople at the proper targets Blending blunt, practical advice with funny stories and examples from the field, Sales Management. Simplified. delivers the tools every sales manager needs to succeed. Managing sales doesn't have to be complicated, and the solution starts with you!
Book Synopsis Secrets of Successful Sales by : Alison Edgar
Download or read book Secrets of Successful Sales written by Alison Edgar and published by Panoma Press. This book was released on 2018 with total page 152 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you don't sell, you don't have a business. In Secrets of Successful Sales, Alison Edgar, The Entrepreneur's Godmother, brings together psychology and sales to help you develop a winning strategy for increasing sales and growing your business. Centred around Alison's Four Key Pillars of Sales methodology, this book enables you to understand customer behaviours, provides you with a foolproof process, explains how to create an effective strategy, and close with confidence.
