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The Sellers Challenge
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Book Synopsis The Seller's Challenge by : Thomas Williams
Download or read book The Seller's Challenge written by Thomas Williams and published by . This book was released on 2018-08-15 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is more than just a book. It's a reference guide of practical advice on how to handle some of the most difficult challenges in B2B sales encountered today. This book will help both experienced and new sellers prepare and execute more effectively. Take your skills to a new level and read the Seller's Challenge today!
Book Synopsis The Challenge for Business and Society by : Stanley S. Litow
Download or read book The Challenge for Business and Society written by Stanley S. Litow and published by John Wiley & Sons. This book was released on 2018-06-06 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: A roadmap to improve corporate social responsibility The 2016 U.S. Presidential Campaign focused a good deal of attention on the role of corporations in society, from both sides of the aisle. In the lead up to the election, big companies were accused of profiteering, plundering the environment, and ignoring (even exacerbating) societal ills ranging from illiteracy and discrimination to obesity and opioid addiction. Income inequality was laid squarely at the feet of us companies. The Trump administration then moved swiftly to scrap fiscal, social, and environmental rules that purportedly hobble business, to redirect or shut down cabinet offices historically protecting the public good, and to roll back clean power, consumer protection, living wage, healthy eating initiatives and even basic public funding for public schools. To many eyes, and the lens of history, this may usher in a new era of cowboy capitalism with big companies, unfettered by regulation and encouraged by the presidential bully pulpit, free to go about the business of making money—no matter the consequences to consumers and the commonwealth. While this may please some companies in the short term, the long term consequences might result in just the opposite. And while the new administration promises to reduce "foreign aid" and the social safety net, Stanley S. Litow believes big companies will be motivated to step up their efforts to create jobs, reduce poverty, improve education and health, and address climate change issues — both domestically and around the world. For some leaders in the private sector this is not a matter of public relations or charity. It is integral to their corporate strategy—resulting in creating new markets, reducing risks, attracting and retaining top talent, and generating growth and realizing opportunities. Through case studies (many of which the author spearheaded at IBM), The Challenge for Business and Society provides clear guidance for companies to build their own corporate sustainability and social responsibility plans positively effecting their bottom lines producing real return on their investments. This book will help: • Create an effective corporate social responsibility and sustainability plan • Provide long-term bottom line benefit • Protect and enrich brand value • Recruit and retain top talent Perfect for CEOs, CFOs, Human Resource/Corporate Affairs executives, but also for government and not-for-profit leaders, this book helps you come up with a solid plan for giving back to society, producing real sustainable value.
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 The Personal Best Challenge Book by : Gary Panton
Download or read book The Personal Best Challenge Book written by Gary Panton and published by Buster Books. This book was released on 2021-03-04 with total page 96 pages. Available in PDF, EPUB and Kindle. Book excerpt: What's YOUR personal best? Work your way through these weird and wonderful challenges and record your top scores along the way.
Book Synopsis How to Win at The Challenge and Life by : Sydney Bucksbaum
Download or read book How to Win at The Challenge and Life written by Sydney Bucksbaum and published by Simon and Schuster. This book was released on 2022-10-25 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The most accomplished and beloved champions from the cult classic reality TV show MTV's The Challenge reveal the secrets and skills to succeed on the show and in life. Since 1998, MTV's The Challenge has showcased contestants' mental and physical endurance as they overcame extreme challenges and negotiated alliances to succeed. Now, thirty of the most popular champions offer behind-the-scenes insights on how they won The Challenge and then took the invaluable skills they learned from the experience to their personal lives and careers. Eye-opening and invigorating, this is the ultimate gift for longtime and new fans of the show"--
Book Synopsis Secrets of Question-Based Selling by : Thomas Freese
Download or read book Secrets of Question-Based Selling written by Thomas Freese and published by Sourcebooks, Inc.. This book was released on 2013-11-05 with total page 441 pages. Available in PDF, EPUB and Kindle. Book excerpt: "After I sent my team to the Question Based Selling program, not only was the feedback from the training outstanding, but we experienced an immediate positive impact in results."—Jim Cusick, vice president of sales, SAP America, Inc. "Following the program, even our most experienced salespeople raved, saying QBS was the best sales training they have ever experienced!"—Alan D. Rohrer, director of sales, Hewlett Packard For nearly fifteen years, The Secrets of Question Based Selling has been helping great salespeople live you deliver big results. It's commonsense approach has become a classic, must-have tool that demonstrates how asking the right questions at the right time accurately identifies your customer's needs. But consumer behavior and sales techniques change as rapidly as technology—and there are countless contradictory sales training programs promising results. Knowing where you should turn to for success can be confusing. Now fully revised and updated, The Secrets of Question Based Selling provides a step-by-step, easy-to-follow program that focuses specifically on sales effectiveness—identifying the strategies and techniques that will increase your probability of success. How you sell has become more important than the product. With this hands-on guide, you will learn to: Penetrate more accounts Overcome customer skepticism Establish more credibility sooner Generate more return calls Motivate different types of buyers Develop more internal champions Close more sales...faster And much, much more
Book Synopsis The Challenge Culture by : Nigel Travis
Download or read book The Challenge Culture written by Nigel Travis and published by PublicAffairs. This book was released on 2018-09-18 with total page 271 pages. Available in PDF, EPUB and Kindle. Book excerpt: The executive chairman and former CEO of Dunkin' Donuts and Baskin Robbins reflects on the unique, results-oriented discipline he's developed over decades of leadership, which provides a blueprint for any organization to achieve prosperity. We live in an era in which successful organizations can fail in a flash. But they can cope with change and thrive by creating a culture that supports positive pushback: questioning everything without disrespecting anyone. Nigel Travis has forty years of experience as a leader in large and successful organizations, as well as those facing existential crisis-such as Blockbuster as it dawdled in the face of the Netflix challenge. In his ten years as CEO and chairman of Dunkin' Brands, Travis fine-tuned his ideas about the challenge culture and perfected the practices required to build it. He argues that the best way for organizations to succeed in today's environment is to embrace challenge and encourage pushback. Everyone-from the new recruit to the senior leader-must be given the freedom to speak up and question the status quo, must learn how to talk in a civil way about difficult issues, and should be encouraged to debate strategies and tactics-although always in the spirit of shared purpose. How else will new ideas emerge? How else can organizations steadily improve? Through colorful storytelling, with many examples from his own career-including his leadership in turning around the fear-ridden culture of the London-based Leyton Orient Football Club, of which he is part owner-Travis shows how to establish a culture that welcomes challenge, achieves exceptional results, and ensures a prosperous future.
Book Synopsis The Challenger Customer by : Brent Adamson
Download or read book The Challenger Customer written by Brent Adamson and published by Portfolio. This book was released on 2015-09-08 with total page 290 pages. Available in PDF, EPUB and Kindle. Book excerpt: Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
Book Synopsis The Map Challenge by : Tracy Packiam Alloway
Download or read book The Map Challenge written by Tracy Packiam Alloway and published by QED Publishing. This book was released on 2019 with total page 27 pages. Available in PDF, EPUB and Kindle. Book excerpt: When Sammy's group loses their map on a camping trip, can he use his SEN Superpowers to save the day and lead them safely back to the campsite? SEN Superpowers: The Map Challenge explores the topic of dyslexia with an empowering story and adorable illustrations. The SEN Superpowers series celebrates the positive traits associated with a range of common SEN (Special Education Needs) conditions, boosting the confidence and strength-awareness of children with those conditions, while also allowing for better understanding and positivity among their peers. Each book includes a page of discussion points about the story, a page of tips for how to boost abilities (inclusive for children with and without special educational needs), and, finally, a further page of notes for parents and teachers. The books feature a dyslexic-friendly font to encourage accessibility and inclusivity for all readers.
Book Synopsis The Big Book of 30-Day Challenges by : Rosanna Casper
Download or read book The Big Book of 30-Day Challenges written by Rosanna Casper and published by Simon and Schuster. This book was released on 2017-10-30 with total page 209 pages. Available in PDF, EPUB and Kindle. Book excerpt: The host of titular podcast offers over sixty ideas to boost creativity, achieve fitness goals, increase productivity, improve relationships and more. Change isn’t always easy, but you can do it! Packed with powerful ideas for improving your life in all areas, including fitness, food, mindfulness, relationships, networking and more, this book shows how to create lasting habits by first succeeding at a thirty-day challenge. Author Rosanna Casper shares dozens of practical tips, helpful resources and her own secret tricks that will keep you motivated and committed through day thirty and beyond. If you’re ready to make some positive changes in your life, just pick a challenge and get started: Walk 10,000 steps thirty days without (added) sugar Cook one new recipe per day Get better sleep Get rid of clutter Take a photo every day Spend thirty minutes outdoors Read twenty pages a day
Book Synopsis Challenge of the Stars by : Patrick Moore
Download or read book Challenge of the Stars written by Patrick Moore and published by . This book was released on 1972 with total page 64 pages. Available in PDF, EPUB and Kindle. Book excerpt:
Book Synopsis The american challenge by : Jean-Jacques Servan-Schreiber
Download or read book The american challenge written by Jean-Jacques Servan-Schreiber and published by Versilio. This book was released on 2014-05-28T00:00:00Z with total page 144 pages. Available in PDF, EPUB and Kindle. Book excerpt: "The signs and instruments of power are no longer armed legions or raw materials or capital... The wealth we seek does not lie in the earth or in numbers of men or in machines, but in the human spirit. And particularly in the ability of men to think and to create.' -- Jean-Jacques Servan-Schreiber in his international bestseller, The American Challenge. The American Challenge was 50 years ahead of its time in its appraisal of Europe, industrialization, the global economy and digital future, and the sclerosis of French politics. A new generation of French and Europeans can now rediscover it and take measure of all that still remains to be accomplished to bring to fruition the post-war European dream. "The world we live in is very much the world Servan-Schreiber imagined,' Professor Paul Krugman writes in his preface to this ebook edition, further adding that "JJSS was an incredibly insightful prophet.' With its radically new economic and political vision, The American Challenge was a bestseller when first published in 1967. Selling over 2 million copies in France and more than 10 million throughout the world, the book was translated and published in 16 languages and 26 countries. This first ebook edition provides the original edition's text in its entirety. Available from all major online retailers, it includes a new preface by New York Times op-ed contributor and Nobel Prize winner in Economics, Paul Krugman, acclaiming a book that "marked a whole generation.' Praise for "The American Challenge": "The American Challenge, was not only a game changer for European–American relations, it also provided a new and innovative conception of national competitiveness. The book was a true catalyst in the creation of the World Economic Forum.'- Klaus Schwab, Founder and Chairman, The World Economic Forum "Jean-Jacques Servan-Schreiber first put forth his bold vision of accelerating American prosperity back in 1967. While this outcome seemed inevitable at the time, half a century later we have fallen far short of that future. The reissue of his landmark book serves as a clarion call for our stagnant civilization to find a way back to the optimistic future of the 1960s.' - Peter Thiel, Co-Founder of Paypal, Managing Partner of the Founders' Fund "Jean-Jacques Servan-Schreiber was a true humanist. He understood the importance of the sovereignty for the people in the wake of European colonialism, as well as the potential in federating resources in an increasingly multipolar world, exemplified by his support of the European integration. He also foresaw the possibilities and challenges of modern technology.' - Nicolas Berggruen, President, Berggruen Institute on Governance "The American Challenge is an excellent, vigorous and modern book – that is to say, one free of many of the usual shortcomings and repetitiveness of commonplace thinking.' - Valéry Giscard d'Estaing, President of France, 1974-1981 "The American Challenge is at the top of the best seller lists. For a tome rich in statistics and dealing with the world of economic and corporate development, computers, satellites and the rivalries of industrial power blocs, this is an astonishing success. If Marx had done as well with "Das Kapital', we might all be waving red flags and eating caviar.' - New York Times, May 19, 1968
Download or read book The Challenge written by Tom Hoyle and published by Pan Macmillan. This book was released on 2017-02-23 with total page 304 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Challenge by Tom Hoyle, bestselling author of Thirteen, is a gripping adventure thriller about an online game gone wrong, perfect for fans of Michael Grant. Ben has been grieving for his best friend, Will, who suddenly disappeared from their tiny village a year ago. But when twins Sam and Jack begin at the school, things start to look up. Cool, good-looking and popular, they draw Ben into their world and introduce him to The Challenge. What first appears to be a fun internet game quickly turns sinister as Ben's tasks become wilder and more dangerous, starting to raise questions over Will's disappearance. But once you're involved with The Challenge, it's very hard to get out . . .
Download or read book The Great Challenge written by Osho and published by Diamond Pocket Books (P) Ltd.. This book was released on 2021-08-05 with total page 228 pages. Available in PDF, EPUB and Kindle. Book excerpt: In these pages you will find the experience of a twentieth century buddha as He responds to questions from people like you and me who sense that there is more to life than meets the eye. If reading Osho's words you find a thirst arising in you to explore that beyond you have heard this invitation you have accepted this Great Challenge.
Book Synopsis The EVA Challenge by : Joel M. Stern
Download or read book The EVA Challenge written by Joel M. Stern and published by John Wiley & Sons. This book was released on 2003-12-22 with total page 260 pages. Available in PDF, EPUB and Kindle. Book excerpt: Economic Value Added - das EVA-Konzept - wurde von der Beratungsfirma Stern Stewart & Co. entwickelt. Es ist ein effektiver Maßstab zur Messung der finanziellen Performance eines Unternehmens und ist eng mit dem Shareholder-Value-Ansatz verbunden. Darüber hinaus kann mit Hilfe von EVA -Berechnungen auch eine Unternehmensbewertung durchgeführt werden; ein positiver EVA-Wert bedeutet einen Wertzuwachs, ein negativer hingegen einen Wertverlust. "The EVA Challenge" erläutert, wie man EVA implementiert - angefangen bei der Schulung von Angestellten bis hin zur Beantwortung und Lösung der häufigsten Implementierungsfragen und -probleme, denen Unternehmen begegnen. Diskutiert wird komplett neues Material zu 'real options', 'leveraged stock options' und anderen wichtigen Finanzkonzepte für Unternehmen der New und der Old Economy. Mit zahlreichen Fallbeispielen aus der Unternehmenspraxis.
Book Synopsis The Seller's Challenge by : Thomas Williams
Download or read book The Seller's Challenge written by Thomas Williams and published by . This book was released on 2018-08-15 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: There is a common question that troubles all sellers at different points in their careers: "So, what do I do now?" It may be uttered out of fear, or confusion, but it's that moment of paralysis where they realize they're about to lose an opportunity in which they'd invested so much time to win.The Seller's Challenge identifies 10 of the most frequently cited deal-killing obstacles sellers encounter. The challenge may be selling to change-resistant buyers, deploying a sales plan for a biased and unfair RFP process, selling to committees with numerous stakeholders, competing against an entrenched supplier, or engaging Procurement agents who are obsessed with driving price discounts.If you look closely, there are caution signs that will guide the seller toward the best course of action. The Seller's Challenge is a "tactical field manual" that taps current research, best practices and real-life examples to help sellers craft action plans that optimize productivity and drive success. It's all about what top-performing sellers do - how they research, plan and implement activities that maximize their chances of winning.We will share the harsh realities, myths, data, best practices, game-changing approaches and guerrilla tactics that will elevate a seller's prospects of winning good business. The Seller's Challenge is composed of 10 independent chapters - each devoted to an obstacle that haunts sellers worldwide. The book includes many addendums in the form of checklists and worksheets that simplify the content.Come join our community of sellers. Become a voice for the selling profession.
Book Synopsis The Amazon Marketplace Dilemma by : James Thomson
Download or read book The Amazon Marketplace Dilemma written by James Thomson and published by . This book was released on 2017-01-09 with total page 146 pages. Available in PDF, EPUB and Kindle. Book excerpt: Brand executives face two key questions in addressing the Amazon marketplace: 1.Will the brand be sold on the Amazon Marketplace? 2.If yes, then what distribution approach makes most sense for the brand? As we discuss throughout the book, the decision regarding whether the brand will be sold on the Amazon marketplace is not always solely within a brand's control. It's better to start with the assumption that any popular brand's products will eventually show up for sale on Amazon, whether the brand wants those products there or not. The second question is more complex for brand executives. At its core, this question represents a pivotal "fork in the road" that we call the Amazon Marketplace Dilemma. That choice is: Sell TO Amazon vs. Sell ON Amazon. Which of these paths a brand chooses-and the distribution strategy it employs in that domain-will determine a brand executive's issues, challenges and priorities. Either option will impact the brand executive's ability to control their brand strategies (e.g., pricing, brand content, marketing, etc.), to generate profits, and to create a stable cadence for managing activities on the Amazon marketplace channel. In our book, we uncover the many considerations involved in developing and implementing the right Amazon distribution strategy for a given brand.
