Twenty Training Workshops For Developing Sales Effectiveness

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Sales Growth

Author : McKinsey & Company Inc.
Publisher : John Wiley & Sons
ISBN 13 : 1119281091
Total Pages : 320 pages
Book Rating : 4.1/5 (192 download)

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Book Synopsis Sales Growth by : McKinsey & Company Inc.

Download or read book Sales Growth written by McKinsey & Company Inc. and published by John Wiley & Sons. This book was released on 2016-04-08 with total page 320 pages. Available in PDF, EPUB and Kindle. Book excerpt: The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.

Sandler Enterprise Selling (PB)

Author : David H. Mattson
Publisher : McGraw Hill Professional
ISBN 13 : 1259643255
Total Pages : 259 pages
Book Rating : 4.2/5 (596 download)

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Book Synopsis Sandler Enterprise Selling (PB) by : David H. Mattson

Download or read book Sandler Enterprise Selling (PB) written by David H. Mattson and published by McGraw Hill Professional. This book was released on 2016-04-15 with total page 259 pages. Available in PDF, EPUB and Kindle. Book excerpt: The comprehensive 6-stage selling program from Sandler Training-- "Top 20 Sales Training Company" by Selling Power Magazine Competitively pursuing large, complex accounts is perhaps the greatest challenge for selling teams. To keep treasured clients and gain new ones, you need a system to win business with profitable enterprise clients, serve them effectively and grow the relationships over time. You start with Sandler Enterprise Selling. The only enterprise selling system based on the proprietary Sandler Selling System methodology created by David H. Sandler This practical, step-by-step book is designed specifically for selling teams committed to high achievement in the enterprise environment. The program’s powerful six stages will guide you to: 1. Set a baseline for success for each territory and account 2. Identify opportunities with the highest probability of success 3. Engage with buyers to qualify enterprise opportunities 4. Craft solutions that directly address your client’s needs 5. Propose your solution and achieve advancement 6. Serve and satisfy your client, earning the right to grow the business Each of the stages represents a key piece of the puzzle in the proactive, team-oriented Sandler Enterprise Selling (SES) process. With the proven training techniques in this book, you’ll be able to use SES to win, grow and serve enterprise clients. You’ll learn how to master 13 selling tools integral to your SES success—like the KARE Account Planning Tool, Growth Account Booster Tool, LinkedIn Levers Tool, and Client-Centric Satisfaction Tool. You’ll discover practical solutions to the vastly complex challenges in enterprise organizations - extended sales cycles, wide buyer networks, or significant investments in pursuits. Overcoming these unique challenges presents great opportunities for selling teams. Sandler Enterprise Selling provides the framework needed to succeed in the enterprise arena, winning, growing and keeping major accounts. Note: These are the same training principles that are taught to tens of thousands of sales executives and managers every year at more than 200 Sandler Training companies around the world. If you want to stay competitive in the enterprise selling arena, you need to train, study, and read Sandler Enterprise Selling.

Critical Selling

Author : Nick Kane
Publisher : John Wiley & Sons
ISBN 13 : 1119052556
Total Pages : 230 pages
Book Rating : 4.1/5 (19 download)

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Book Synopsis Critical Selling by : Nick Kane

Download or read book Critical Selling written by Nick Kane and published by John Wiley & Sons. This book was released on 2015-10-19 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.

Forthcoming Books

Author : Rose Arny
Publisher :
ISBN 13 :
Total Pages : 1802 pages
Book Rating : 4.3/5 (91 download)

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Book Synopsis Forthcoming Books by : Rose Arny

Download or read book Forthcoming Books written by Rose Arny and published by . This book was released on 1993 with total page 1802 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Challenger Sale

Author : Matthew Dixon
Publisher : Penguin
ISBN 13 : 1101545895
Total Pages : 242 pages
Book Rating : 4.1/5 (15 download)

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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.

Courageous Training

Author : Tim Mooney
Publisher : ReadHowYouWant.com
ISBN 13 : 1442970693
Total Pages : 342 pages
Book Rating : 4.4/5 (429 download)

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Book Synopsis Courageous Training by : Tim Mooney

Download or read book Courageous Training written by Tim Mooney and published by ReadHowYouWant.com. This book was released on 2009-03-19 with total page 342 pages. Available in PDF, EPUB and Kindle. Book excerpt: If you were a brand-new baby sea turtle, your odds for survival would be grim: of thousands hatched, only a dozen or so make it to adulthood. From jellyfish to dandelions, this is the way nature works. Thousands of seeds are dispersed in the seas or winds, but only a few are viable survivors. What seems to work OK in the world of nature is not e...

SPIN® -Selling

Author : Neil Rackham
Publisher : Taylor & Francis
ISBN 13 : 1000111482
Total Pages : 253 pages
Book Rating : 4.0/5 (1 download)

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Book Synopsis SPIN® -Selling by : Neil Rackham

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.

Official Gazette of the United States Patent and Trademark Office

Author :
Publisher :
ISBN 13 :
Total Pages : 1042 pages
Book Rating : 4.0/5 ( download)

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Book Synopsis Official Gazette of the United States Patent and Trademark Office by :

Download or read book Official Gazette of the United States Patent and Trademark Office written by and published by . This book was released on 2001 with total page 1042 pages. Available in PDF, EPUB and Kindle. Book excerpt:

The Building Blocks of Sales Enablement

Author : Mike Kunkle
Publisher : Association for Talent Development
ISBN 13 : 1952157633
Total Pages : 235 pages
Book Rating : 4.9/5 (521 download)

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Book Synopsis The Building Blocks of Sales Enablement by : Mike Kunkle

Download or read book The Building Blocks of Sales Enablement written by Mike Kunkle and published by Association for Talent Development. This book was released on 2021-09-14 with total page 235 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Ultimate Sales Framework for Achieving Business Success Sales enablement is no longer the new kid on the block. Having grown rapidly in recent years, it’s now considered a best practice at many sales organizations. But there’s little alignment across the sales profession on what sales enablement is or how to achieve it, nor is there a formalized strategy on what a sales enablement practice is or requires. In his new book The Building Blocks of Sales Enablement, sales enablement expert Mike Kunkle addresses these issues and presents a proven approach that both supports sales talent and achieves true business results. Kunkle lays out an easy-to-follow structure through the concept of building blocks, interconnected by systems thinking and supported by a consistent cadence of training, coaching, and content. Comprehensive and versatile, this book is for senior sales leaders and sales enablement leaders who are starting or evolving a sales enablement function as well as for struggling sales practitioners to use as a diagnostic tool and road map. Chapters detail how to use each building block, with reflective questions and guidance for creating your own analysis and tools. The book also includes a chapter on sales onboarding, separate chapters on how to integrate communication and support services, and recommended resources. Impactful sales enablement projects are basically change management initiatives in disguise. Use the building blocks framework to navigate challenges, measure successes, and determine a path forward to improving business outcomes.

Coaching Salespeople into Sales Champions

Author : Keith Rosen
Publisher : John Wiley & Sons
ISBN 13 : 0470893419
Total Pages : 356 pages
Book Rating : 4.4/5 (78 download)

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Book Synopsis Coaching Salespeople into Sales Champions by : Keith Rosen

Download or read book Coaching Salespeople into Sales Champions written by Keith Rosen and published by John Wiley & Sons. This book was released on 2010-06-03 with total page 356 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales training doesn’t develop sales champions. Managers do. The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching FrameworkTM used by the world’s top organizations, you’ll get your sales and management teams to perform better - fast. Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation. You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You’ll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster. Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to: Boost sales, productivity and personal accountability, while reducing your workload Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities Achieve a long term ROI from coaching by ensuring it’s woven into your daily rhythm of business Design, launch and sustain a successful internal coaching program Turn-around underperformers in 30 days or less Build deeper trust and handle difficult conversations by creating alignment around each person’s goals and your objectives Coach and retain your top performers Collaborate more powerfully and communicate like a world-class leader Training develops salespeople. Coaching develops sales champions. Your new competitive edge.

Handbook of Improving Performance in the Workplace, Measurement and Evaluation

Author : James L. Moseley
Publisher : John Wiley & Sons
ISBN 13 : 0470190671
Total Pages : 448 pages
Book Rating : 4.4/5 (71 download)

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Book Synopsis Handbook of Improving Performance in the Workplace, Measurement and Evaluation by : James L. Moseley

Download or read book Handbook of Improving Performance in the Workplace, Measurement and Evaluation written by James L. Moseley and published by John Wiley & Sons. This book was released on 2009-12-09 with total page 448 pages. Available in PDF, EPUB and Kindle. Book excerpt: HANDBOOK of IMPROVING PERFORMANCE IN THE WORKPLACE Volume 3: Measurement and Evaluation Volume Three of the Handbook of Improving Performance in the Workplace focuses on Measurement and Evaluation and represents an invaluable addition to the literature that supports the field and practice of Instructional Systems Design. With contributions from leading national scholars and practitioners, this volume is filled with information on time-tested theories, leading-edge research, developments, and applications and provides a comprehensive review of the most pertinent information available on critical topics, including: Measuring and Evaluating Learning and Performance, Designing Evaluation, Qualitative and Quantitative Performance Measurements, Evidence-based Performance Measurements, Analyzing Data, Planning Performance Measurement and Evaluation, Strategies for Implementation, Business Evaluation Strategy, Measurement and Evaluation in Non-Profit Sectors, among many others. It also contains illustrative case studies and performance support tools. Sponsored by International Society for Performance Improvement (ISPI), the Handbook of Improving Performance in the Workplace, three-volume reference, covers three core areas of interest including Instructional Design and Training Delivery, Selecting and Implementing Performance Interventions, and Measurement and Evaluation.

Sell More with Science

Author : David Hoffeld
Publisher : Penguin
ISBN 13 : 0525538747
Total Pages : 256 pages
Book Rating : 4.5/5 (255 download)

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Book Synopsis Sell More with Science by : David Hoffeld

Download or read book Sell More with Science written by David Hoffeld and published by Penguin. This book was released on 2022-03-22 with total page 256 pages. Available in PDF, EPUB and Kindle. Book excerpt: The groundbreaking system scientifically proven to increase your performance and launch you to unprecedented levels of success. Today, in sales, business, and life, you need every advantage you can get. In Sell More with Science, David Hoffeld, the world’s leading expert on applying science to selling, shares his revolutionary three-part system to experience surefire success at home, at work, and out in the world. Here, Hoffeld utilizes research studies from social psychology, neuroscience, and behavioral economics to reveal actionable insights you can use to grow your sales, achieve more, and stay ahead of the competition. You’ll discover: • two evidence-based mindsets that will help you earn more sales • seven strategies that will boost your chances of reaching any goal • powerful principles that will enhance your ability to guide potential clients into positive buying decisions • ways to win day-to-day interactions—in business and beyond • how to reframe any idea or situation • what it means to sell with integrity • a science-backed formula you can follow to create positive career change • and much more Filled with practical insights and exercises, Sell More with Science is a game-changing guide for anyone who wants to take their influence, sales, or career to new heights.

Courageous Training (EasyRead Large Bold Edition)

Author :
Publisher : ReadHowYouWant.com
ISBN 13 : 1442970642
Total Pages : 334 pages
Book Rating : 4.4/5 (429 download)

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Book Synopsis Courageous Training (EasyRead Large Bold Edition) by :

Download or read book Courageous Training (EasyRead Large Bold Edition) written by and published by ReadHowYouWant.com. This book was released on with total page 334 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Subject Guide to Books in Print

Author :
Publisher :
ISBN 13 :
Total Pages : 3310 pages
Book Rating : 4.3/5 (91 download)

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Book Synopsis Subject Guide to Books in Print by :

Download or read book Subject Guide to Books in Print written by and published by . This book was released on 1997 with total page 3310 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Printers'Ink Monthly

Author :
Publisher :
ISBN 13 :
Total Pages : 946 pages
Book Rating : 4./5 ( download)

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Book Synopsis Printers'Ink Monthly by :

Download or read book Printers'Ink Monthly written by and published by . This book was released on 1926 with total page 946 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Internal Coaching

Author : Katharine St John-Brooks
Publisher : Routledge
ISBN 13 : 0429915063
Total Pages : 264 pages
Book Rating : 4.4/5 (299 download)

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Book Synopsis Internal Coaching by : Katharine St John-Brooks

Download or read book Internal Coaching written by Katharine St John-Brooks and published by Routledge. This book was released on 2018-05-01 with total page 264 pages. Available in PDF, EPUB and Kindle. Book excerpt: Internal Coaching: The Inside Story provides a window into the world of internal coaching: the challenges and rewards for the coaches themselves and the ways in which organisations can ensure that they can get best value for money from their investment in them.Internal coaching is booming. A recent survey showed that nearly four fifths of large organisations in the UK believe that internal coaching (that is coaching delivered by one employee to another in a different chain of command) will grow over the next three years. Yet there has been surprisingly little written about the unique nature of the internal coaching role. Drawing on the stories of hundreds of internal coaches, coach sponsors, lead coaches, supervisors of internal coaches and coach trainers, Internal Coaching: The Inside Story gives internal coaches a voice. It makes available to hard-pressed HR directors, talent managers, and learning and development professionals the fruits of very practical research into what is working in organisations and how they might maximise the value for money they get from their investment in internal coaches.

Leading for Growth

Author : Raymond P. Davis
Publisher : John Wiley & Sons
ISBN 13 : 1118047230
Total Pages : 246 pages
Book Rating : 4.1/5 (18 download)

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Book Synopsis Leading for Growth by : Raymond P. Davis

Download or read book Leading for Growth written by Raymond P. Davis and published by John Wiley & Sons. This book was released on 2011-01-06 with total page 246 pages. Available in PDF, EPUB and Kindle. Book excerpt: How any business leader can create an atmosphere of competitiveness for exceptional growth When Ray Davis took over the local 40-person South Umpqua Bank in 1994, many people in the industry poked fun at his insistence that employees answer the phone with a cheery "World's Greatest Bank." Eleven years, $7 billion in assets, and 128 branches (or " bank stores" in Umpqua lingo) later, the moniker seems quite apt. Other banks scratched their heads when Davis sent his tellers to Ritz-Carlton to learn customer service and were intrigued when he hired a cutting-edge design firm to completely re-think retail layout. Now, with a top design award under their belt, a name change (there never was a North Umpqua bank), and a completely new definition of the banking business, Umpqua has become the darling of the entrepreneurial press and a growth powerhouse. The New York Times calls Umpqua "Starbucks with tellers." Ray Davis (Portland, OR), named by U.S. Banker as one of the 25 most influential people in the financial industry in 2005, is President and CEO of Umpqua Holdings Corporation. Alan Shrader (Moraga, CA) is an experienced writer and editor of business books.