Uncommon High-Ticket Sales Strategies That Work

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Author :
Publisher : Library and Archives Canada
ISBN 13 : 9781738751006
Total Pages : 0 pages
Book Rating : 4.7/5 (51 download)

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Book Synopsis Uncommon High-Ticket Sales Strategies That Work by : Nelson Abelha

Download or read book Uncommon High-Ticket Sales Strategies That Work written by Nelson Abelha and published by Library and Archives Canada. This book was released on 2022-10-22 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: This is the last high-ticket sales book you'll ever need. A bold claim, given the thousands of sales books littering the shelves. So why this one? Well, you won't be misguided by sales industry's "big lie", that selling high-ticket for massive commissions requires smoke and mirrors, a little hocus pocus, and a lot of mental manipulation. You'll get straight-talking, uncommon yet effective high-ticket sales strategies to build your confidence and double your income. Ideal for anyone in careers with a sales commission component or any business selling professional services or selling anything in big dollar value for that matter. No need for any experience or magic tricks. Just the tips and strategies in this book and a little lunacy to try out the techniques. You'll also get the nitty-gritty on: - An almost unknown way to command a high-ticket sales meeting without barely speaking a word - How to "sucker punch" the competition by simply answering the phone - How to use the ancient secrets of thoroughbred horses to eliminate distractions - Shocking confessions of an office Don Juan to convince co-workers to perform - Why you cannot always believe the President of your company - The pure magic of the number 69 Nelly's time-tested advice has worked for countless sales professionals to earn more than six figures. It even worked for a team of misfit newbies in the middle of a global pandemic. Now it's your turn.

How to Sell Anything to Anybody

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Author :
Publisher : Simon and Schuster
ISBN 13 : 0743273966
Total Pages : 196 pages
Book Rating : 4.7/5 (432 download)

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Book Synopsis How to Sell Anything to Anybody by : Joe Girard

Download or read book How to Sell Anything to Anybody written by Joe Girard and published by Simon and Schuster. This book was released on 2006-02-07 with total page 196 pages. Available in PDF, EPUB and Kindle. Book excerpt: Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.

Sales: High Ticket Sales Domination

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Author :
Publisher :
ISBN 13 : 9781530038008
Total Pages : 56 pages
Book Rating : 4.0/5 (38 download)

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Book Synopsis Sales: High Ticket Sales Domination by : Michael Gladon

Download or read book Sales: High Ticket Sales Domination written by Michael Gladon and published by . This book was released on 2016-02-13 with total page 56 pages. Available in PDF, EPUB and Kindle. Book excerpt: A book written for small business owners who are ready to charge High-Ticket (3k+) for their programs and services, and dominate their competition. The market is flooding with competitors, the CPA "Cost Per Acquisition" is going up and more and more small business owners struggle and go out of business within their FIRST year! This book is created to help you position yourself as the "exclusive authority" in your field and crush your competition.This is not a book promising you "the good life", a "7 figure coaching business", the 4 hour work week, make six figures within 5 months or any variety of such. However, if you TAKE ACTION... You'll find yourself closing 3K clients, 10K clients and filling your 3K+ VIP Days/retreats with ease...You're about to learn my clear, PROVEN, STEP-BY-STEP Blueprint, which teaches you EXACTLY how to build a successful high-ticket business around YOUR values and life... NOT the other way around, while you create your High-Ticket programs and move away from low-ticket products and 'money-for-hours' work... FAST.And not only do I want to show you how to design your High-Ticket Sales Domination Funnel for attracting targeted leads on autopilot and filling your free sessions with Pre-Sold prospects who are ready to invest, but also how to actually increase your client enrollment ratio by 25-50% and maximizing your profits in the aftersale.Whether you're a newbie or an experienced coach, consultant, trainer, entrepreneur or small business owner you'll discover tips and strategies on Dynamic Response Marketing to generate a consistent flow of leads, utilize a Multi-Touch point short term lead nurturing process that prequalifies and preframes your leads to apply for your strategy sessions and dominate your weak competitors who just do THE SAME THING and copy each other.Here Is A Preview: SMASH your limiting beliefs that are holding you back and SHIFT into the High-Ticket Mindset How to move away from low-ticket and focus on providing MASSIVE VALUE and getting paid for MASSIVE RESULTS! Where to find your High-Paying clients (Trust me they are there!) Grow your email list and generate 30 - 100s of targeted Leads per day How to Design your Irrisistable (RESULTS-BASED) High-Ticket Programs (and Get in Demand!) A proven Step-by-step blueprint to build your own High-Ticket Sales Domination funnel The EXACT system to close 80% or more of those PRE-SOLD prospects into your PREMIUM programs And most importantly... to have the freedom of choice to only work with clients... you love to work with. and more! Download your copy today! Shht Secret: The Optimum Clients you want are out there, they need your help and will pay premium for it! Download your copy today!My promise to you: if you're willing to put in the work and implement the blueprint and strategies provided in this book, you will be able to grow and scale your coaching, training or consulting business to and beyond 6 and 7 figures. However, results are based on the amount of hustle and grind you're willing to put in so let's roll! Tags: High-Ticket Sales, Coaching & Consulting, Booked, High Paying Clients, Marketing, Small Business

49 Marketing Secrets (That Work) to Grow Sales

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Author :
Publisher : Morgan James Publishing
ISBN 13 : 1614482373
Total Pages : 308 pages
Book Rating : 4.6/5 (144 download)

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Book Synopsis 49 Marketing Secrets (That Work) to Grow Sales by : Ron Finklestein

Download or read book 49 Marketing Secrets (That Work) to Grow Sales written by Ron Finklestein and published by Morgan James Publishing. This book was released on 2012-01-01 with total page 308 pages. Available in PDF, EPUB and Kindle. Book excerpt: 49 Marketing Secrets is a book that was conceived to fill the void on marketing books that is tailored to the small business owner. Many of the problems I have solved with my clients are marketing problems: they don't understand marketing, they don't know who to trust, they don't know what to do. The objective of the book is to provide an inexpensive and safe place for mall business owners to turn to receive trusted advice from people who have been there. The book was written by marketing experts and business owner and it describes what they implemented to grow their business. We can all become great marketers. In this book you will discover: 9 Winning Marketing Strategy 8 Branding and Corporate Image Strategies 6 Media Strategies 3 Networking strategies 9 Technology-Based Marketing Strategies 6 Event Strategies 8 Sales Strategies.

How to Advertise on Facebook

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Author :
Publisher : Independently Published
ISBN 13 :
Total Pages : 194 pages
Book Rating : 4.6/5 (156 download)

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Book Synopsis How to Advertise on Facebook by : Jim Norton

Download or read book How to Advertise on Facebook written by Jim Norton and published by Independently Published. This book was released on 2020-02-19 with total page 194 pages. Available in PDF, EPUB and Kindle. Book excerpt: Do you want to generate High Ticket sales? Do you think that the strategy you followed till now wasn't effective? Then keep reading and start to grow your online business right now..... Digital marketing and the growth of new types of customers have made several ways of earning revenue online possible. Another such route is through Facebook Ads, a major forum for anyone who wants to work with ads and affiliate programs. Unlike many people think, however, it takes planning and know-how to work with the internet. So, read more about Ads on Facebook. Facebook ads took the advertisement world by storm. The social media itself has revolutionized absolutely the way people once looked at social networking. However, many experts are still uncertain as to whether or not to jump a good move into the Facebook ads bandwagon especially for high ticket sales. What is the decision, then? Are Facebook ads worth exploring or should companies be sticking to what they already have? In this great book of how to advertise on Facebook, you will learn: Why you should advertise on Facebook The Revolution of Facebook The Key Performance Indicators How to Effectively Design your Ads Facebook's Powerful Targeting The art of campaign, pricing and scheduling Facebook Ads Finances How to Generate High Ticket Sales Landing Pages Considerations And so much more................... You are just a step away from leveraging Facebook to generate the sales you desire. Just scroll up and locate the BUY NOW icon to get started.

The Challenger Sale

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Author :
Publisher : Penguin
ISBN 13 : 1101545895
Total Pages : 240 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 240 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.

How to Cultivate a Millionaire Mindset: Unique Strategies for Long-Term Wealth

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Author :
Publisher : Inkwell Press
ISBN 13 :
Total Pages : 78 pages
Book Rating : 4./5 ( download)

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Book Synopsis How to Cultivate a Millionaire Mindset: Unique Strategies for Long-Term Wealth by : Ranjot Singh Chahal

Download or read book How to Cultivate a Millionaire Mindset: Unique Strategies for Long-Term Wealth written by Ranjot Singh Chahal and published by Inkwell Press. This book was released on 2024-07-09 with total page 78 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a world where financial security has mostly remained an illusion, "How to Cultivate a Millionaire Mindset: Unique Strategies for Long-Term Wealth" is your beacon of hope and roadmap to prosperity. This is much more than just a book on how to think, act, and live like a millionaire—it is a roadmap for personal improvement. Become a millionaire by learning smart financial goals setting, aligning one's situation, dreams, and aspirations from life. Learn to step into these habits that financially successful people can master, along with actionable insights one can adapt into everyday life. From saving and budgeting strategies to intelligent investing for the long haul, every chapter is loaded with practical advice to help in wealth accumulation and sustainability. Explore business—starting and growing your own venture—and innovative ways to increase your income. Learn how to manage debt and expenses as a way of making sure that your financial foundation is sound and secure. More than that, the book focuses on building multiple streams of income and shows exactly how to do it in order to diversify your earnings and maximize your financial stability. Meanwhile, "How to Cultivate a Millionaire Mindset" teaches you how to protect your wealth by insurance and estate planning. By learning the key elements of those important areas, you shall protect your assets and ensure a bright future for you and your loved ones. The book is not simply about how to make money but how to build a stable, fulfilling financial life. Be it that you're just beginning your path or looking to really get control over how you build your wealth; with these tools and knowledge, you will be able to hit that long-term, time-bound goal. Embrace the millionaire mindset and be prepared to transform your overall financial destiny with these one-of-a-kind strategies prescribed therein as you read.

The Ultimate Guide to B2B Sales Prospecting

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Author :
Publisher :
ISBN 13 : 9781925648355
Total Pages : 192 pages
Book Rating : 4.6/5 (483 download)

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Book Synopsis The Ultimate Guide to B2B Sales Prospecting by : Richard Forrest

Download or read book The Ultimate Guide to B2B Sales Prospecting written by Richard Forrest and published by . This book was released on 2017-08-24 with total page 192 pages. Available in PDF, EPUB and Kindle. Book excerpt: The Digital Age has brought with it a host of marketing and sales tools. When these tools were still new, they were remarkably successful, but today, e-marketing campaigns are no longer generating the cut-through they once enjoyed.

Beyond Commissions

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Publisher : RWG Publishing
ISBN 13 : 3987629967
Total Pages : 71 pages
Book Rating : 4.9/5 (876 download)

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Book Synopsis Beyond Commissions by : B. Vincent

Download or read book Beyond Commissions written by B. Vincent and published by RWG Publishing. This book was released on 2023-04-06 with total page 71 pages. Available in PDF, EPUB and Kindle. Book excerpt: Beyond Commissions: Maximizing Affiliate Profits with Creative Bonus Strategies is a comprehensive guide to increasing earnings and driving sales in the competitive world of affiliate marketing. This book provides an in-depth exploration of the psychology of bonuses, how to develop bonus strategies that work for your audience, and how to leverage bonuses to increase affiliate sales. With real-world case studies and practical tips and tricks, this book provides valuable insights into the most effective bonus strategies, including niche-specific bonus ideas, creating unique bonus strategies for high-ticket affiliate programs, and creating bonus campaigns for seasonal sales and events. Additionally, this book addresses important ethical considerations, including staying within marketing guidelines and avoiding false advertising. Readers will learn how to build trust and credibility with their audience, leverage social proof, and measure the success of their bonus strategies. Whether you're a seasoned affiliate marketer or new to the industry, Beyond Commissions is an essential resource for taking your earnings to the next level and achieving long-term success in the affiliate marketing industry.

The One Minute Sales Person

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Author :
Publisher : Harper Collins
ISBN 13 : 0060514922
Total Pages : 122 pages
Book Rating : 4.0/5 (65 download)

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Book Synopsis The One Minute Sales Person by : Spencer Johnson

Download or read book The One Minute Sales Person written by Spencer Johnson and published by Harper Collins. This book was released on 2002-10-01 with total page 122 pages. Available in PDF, EPUB and Kindle. Book excerpt: In this newly released edition of one of his classic books, The One Minute Sales Person, Spencer Johnson, the author of the number one New York Times bestseller Who Moved My Cheese?, shows you how to sell your ideas, products, or services successfully! This is the book that has proved to be a must-have for the millions of people who were looking for the quickest way to improve their selling skills. In these changing times, Spencer Johnson, coauthor of The One Minute Manager®, shows you how the phenomenal One Minute® methods can bring real and lasting sales success with the least amount of time and effort. You will learn how to enjoy your job and your life more as you discover the effective secrets of "self-management," the integrity of "selling on purpose," and the liberating "wonderful paradox" of helping others get what they want so you can get what you need. The One Minute Sales Person is a clear, easy and invaluable guide that works for both you and the people you sell to, for your financial prosperity and personal well-being. In short, it is a classic Spencer Johnson bestseller that can help you enjoy more success with less stress.

The 1-Page Marketing Plan

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Author :
Publisher : Page Two
ISBN 13 : 1989603688
Total Pages : 0 pages
Book Rating : 4.9/5 (896 download)

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Book Synopsis The 1-Page Marketing Plan by : Allan Dib

Download or read book The 1-Page Marketing Plan written by Allan Dib and published by Page Two. This book was released on 2021-01-25 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: WARNING: Do Not Read This Book If You Hate Money To build a successful business, you need to stop doing random acts of marketing and start following a reliable plan for rapid business growth. Traditionally, creating a marketing plan has been a difficult and time-consuming process, which is why it often doesn't get done. In The 1-Page Marketing Plan, serial entrepreneur and rebellious marketer Allan Dib reveals a marketing implementation breakthrough that makes creating a marketing plan simple and fast. It's literally a single page, divided up into nine squares. With it, you'll be able to map out your own sophisticated marketing plan and go from zero to marketing hero. Whether you're just starting out or are an experienced entrepreneur, The 1-Page Marketing Plan is the easiest and fastest way to create a marketing plan that will propel your business growth. In this groundbreaking new book you'll discover: - How to get new customers, clients or patients and how to make more profit from existing ones. - Why "big business" style marketing could kill your business and strategies that actually work for small and medium-sized businesses. - How to close sales without being pushy, needy, or obnoxious while turning the tables and having prospects begging you to take their money. - A simple step-by-step process for creating your own personalized marketing plan that is literally one page. Simply follow along and fill in each of the nine squares that make up your own 1-Page Marketing Plan. - How to annihilate competitors and make yourself the only logical choice. - How to get amazing results on a small budget using the secrets of direct response marketing. - How to charge high prices for your products and services and have customers actually thank you for it.

Fit for Growth

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Author :
Publisher : John Wiley & Sons
ISBN 13 : 1119268532
Total Pages : 296 pages
Book Rating : 4.1/5 (192 download)

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Book Synopsis Fit for Growth by : Vinay Couto

Download or read book Fit for Growth written by Vinay Couto and published by John Wiley & Sons. This book was released on 2017-01-10 with total page 296 pages. Available in PDF, EPUB and Kindle. Book excerpt: A practical approach to business transformation Fit for Growth* is a unique approach to business transformation that explicitly connects growth strategy with cost management and organization restructuring. Drawing on 70-plus years of strategy consulting experience and in-depth research, the experts at PwC’s Strategy& lay out a winning framework that helps CEOs and senior executives transform their organizations for sustainable, profitable growth. This approach gives structure to strategy while promoting lasting change. Examples from Strategy&’s hundreds of clients illustrate successful transformation on the ground, and illuminate how senior and middle managers are able to take ownership and even thrive during difficult periods of transition. Throughout the Fit for Growth process, the focus is on maintaining consistent high-value performance while enabling fundamental change. Strategy& has helped major clients around the globe achieve significant and sustained results with its research-backed approach to restructuring and cost reduction. This book provides practical guidance for leveraging that expertise to make the choices that allow companies to: Achieve growth while reducing costs Manage transformation and transition productively Create lasting competitive advantage Deliver reliable, high-value performance Sustainable success is founded on efficiency and high performance. Companies are always looking to do more with less, but their efforts often work against them in the long run. Total business transformation requires total buy-in, and it entails a series of decisions that must not be made lightly. The Fit for Growth approach provides a clear strategy and practical framework for growth-oriented change, with expert guidance on getting it right. *Fit for Growth is a registered service mark of PwC Strategy& Inc. in the United States

Product-Led Growth

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Author :
Publisher :
ISBN 13 : 9781777119317
Total Pages : 276 pages
Book Rating : 4.1/5 (193 download)

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Book Synopsis Product-Led Growth by : Bush Wes

Download or read book Product-Led Growth written by Bush Wes and published by . This book was released on 2019-05 with total page 276 pages. Available in PDF, EPUB and Kindle. Book excerpt: "Product-Led Growth is about helping your customers experience the ongoing value your product provides. It is a critical step in successful product design and this book shows you how it's done." - Nir Eyal, Wall Street Journal Bestselling Author of "Hooked"

Uncommon Service

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Publisher : Harvard Business Press
ISBN 13 : 1422133311
Total Pages : 262 pages
Book Rating : 4.4/5 (221 download)

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Book Synopsis Uncommon Service by : Frances X. Frei

Download or read book Uncommon Service written by Frances X. Frei and published by Harvard Business Press. This book was released on 2012 with total page 262 pages. Available in PDF, EPUB and Kindle. Book excerpt: Offers an organizational design model for service organizations, covering such topics as funding mechanisms, employee management systems, and customer management systems.

High Ticket Closing Secrets by Alex Cooper:How I Close High Paying Clients Without Being Pushy or Sleazy

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Author :
Publisher : BookSummaryGr
ISBN 13 :
Total Pages : 29 pages
Book Rating : 4.2/5 (23 download)

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Book Synopsis High Ticket Closing Secrets by Alex Cooper:How I Close High Paying Clients Without Being Pushy or Sleazy by : alex cooper

Download or read book High Ticket Closing Secrets by Alex Cooper:How I Close High Paying Clients Without Being Pushy or Sleazy written by alex cooper and published by BookSummaryGr. This book was released on 2024-02-16 with total page 29 pages. Available in PDF, EPUB and Kindle. Book excerpt: High Ticket Closing Secrets Join me on a journey through the exhilarating world of high ticket sales, where every interaction holds the potential to transform lives and businesses. My name is Alex, and I'm thrilled to be your guide as we navigate the intricacies of closing high-paying clients without resorting to pushy or sleazy tactics. My passion for high ticket sales was ignited during my early career in sales, where I quickly discovered the allure of closing deals that not only brought substantial financial rewards but also made a significant impact on my clients' lives. Through years of dedication and relentless pursuit of mastery, I honed my skills, refining my approach to align with the values of authenticity, integrity, and empathy. But my journey wasn't without its challenges. I faced countless rejections, grappled with objections, and navigated through the complexities of client relationships. Yet, with each setback came invaluable lessons, shaping me into the seasoned sales professional I am today. High ticket sales, defined as transactions with a minimum value of $1000, represent more than just monetary transactions. They embody trust, commitment, and mutual respect between buyer and seller. In this realm, success isn't measured solely by the number of deals closed but by the depth of relationships cultivated and the value delivered.

Guerrilla Marketing for Social Media: 100+ Weapons to Grow Your Online Influence, Attract Customers, and Drive Profits

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Author :
Publisher : Entrepreneur Press
ISBN 13 : 1599183838
Total Pages : 266 pages
Book Rating : 4.5/5 (991 download)

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Book Synopsis Guerrilla Marketing for Social Media: 100+ Weapons to Grow Your Online Influence, Attract Customers, and Drive Profits by : Jay Conrad Levinson

Download or read book Guerrilla Marketing for Social Media: 100+ Weapons to Grow Your Online Influence, Attract Customers, and Drive Profits written by Jay Conrad Levinson and published by Entrepreneur Press. This book was released on 2010-08-31 with total page 266 pages. Available in PDF, EPUB and Kindle. Book excerpt: Provides more than one hundred practical ideas, action plans, and implementation steps to help businesses identify unconventional social media opportunities to increase online presence, attract customers, and improve profits.

God Save the Queens

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Author :
Publisher : HarperCollins
ISBN 13 : 0062878522
Total Pages : 364 pages
Book Rating : 4.0/5 (628 download)

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Book Synopsis God Save the Queens by : Kathy Iandoli

Download or read book God Save the Queens written by Kathy Iandoli and published by HarperCollins. This book was released on 2019-10-22 with total page 364 pages. Available in PDF, EPUB and Kindle. Book excerpt: An NPR Best Book of the Year "Without God Save the Queens, it is possible that the contributions of dozens of important female hip-hop artists who have sold tens of millions of albums, starred in monumental films, and influenced the direction of the culture would continue to go unrecognized." —AllHipHop.com Can’t Stop Won’t Stop meets Girls to the Front in this essential and long overdue history of hip-hop’s female pioneers and its enduring stars. Every history of hip-hop previously published, from Jeff Chang’s Can’t Stop Won’t Stop to Shea Serrano’s The Rap Yearbook, focuses primarily on men, glaringly omitting a thorough and respectful examination of the presence and contribution of the genre’s female artists. For far too long, women in hip-hop have been relegated to the shadows, viewed as the designated “First Lady” thrown a contract, a pawn in some beef, or even worse. But as Kathy Iandoli makes clear, the reality is very different. Today, hip-hop is dominated by successful women such as Cardi B and Nicki Minaj, yet there are scores of female artists whose influence continues to resonate. God Save the Queens pays tribute to the women of hip-hop—from the early work of Roxanne Shante, to hitmakers like Queen Latifah and Missy Elliot, to the superstars of today. Exploring issues of gender, money, sexuality, violence, body image, feuds, objectification and more, God Save the Queens is an important and monumental work of music journalism that at last gives these influential female artists the respect they have long deserved.