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Crushing Quota Proven Sales Coaching Tactics For Breakthrough Performance
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Book Synopsis Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance by : Michelle Vazzana
Download or read book Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance written by Michelle Vazzana and published by McGraw Hill Professional. This book was released on 2018-10-26 with total page 297 pages. Available in PDF, EPUB and Kindle. Book excerpt: Make sales coaching a daily priority for top-of-game staff performanceThose who do it right prove time and time again that sales coaching works. If you’re one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands. Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job. It all comes down to three critical points that the vast majority of sales managers today are missing:•Provide clear direction for sellers on how to get to quota—for all sales roles•Ensure effective execution by coaching the right things, in the right measure, executed the right way •Assess seller performance and make timely course correctionsIt’s all about helping your people make the best use of their time and effort. That’s what coaches do. When a salesperson is skilled at making important decisions about which priorities to pursue and which ones to ignore to—results follow. It’s that simple. Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry.
Book Synopsis Scrum for Sales by : Michael J. Scherm
Download or read book Scrum for Sales written by Michael J. Scherm and published by Springer Nature. This book was released on 2021-10-30 with total page 269 pages. Available in PDF, EPUB and Kindle. Book excerpt: Many companies want to make their sales agile. Some of them have tried to set up agile sales organizations, but such top-down approaches and big-bang rollouts seldom seem to work. This book shows how the elements of the leading agile framework “Scrum” should be applied to install agility in the salesforce, improve sales performance, and resolve typical performance issues in sales organizations. It contains concrete guidelines, real-world examples, and useful tools to create the necessary change step by step and built to last.
Book Synopsis Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by : Jason Jordan
Download or read book Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance written by Jason Jordan and published by McGraw Hill Professional. This book was released on 2011-10-14 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
Download or read book Sales Insanity written by Jason Jordan and published by . This book was released on 2017 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: Thousands of books have been written about the right things to do in sales. Sales Insanity is the EXACT OPPOSITE of those books. Rather than extolling the virtues of good behavior, Sales Insanity helps you avoid the disastrous outcomes of bad sales behavior. It reveals the things you should NEVER do under any circumstance, because these actions always cause you to lose sales. So what are these deadly Worst Practices in sales? What unintentionally insane things do you do every day that cost you money? Jason Jordan has the answers, because he's witnessed the sales Worst Practices first-hand. With keen insight and excellent storytelling, Jason shares 20 entertaining stories that prove a point: While it's good to know what to do, it's even better to know what not to do. Read this book, laugh out loud, end your bad behaviors, and sell more! Note that this book is unlike Jason's best-selling book Cracking the Sales Management Code. Sales Insanity is meant to be both education and FUN! The tone is lighthearted, and the chapters short and digestible. Of course, with insights and learnings along the way.
Book Synopsis The Sales Agility Code: Deploy Situational Fluency to Win More Sales by : Michelle Vazzana
Download or read book The Sales Agility Code: Deploy Situational Fluency to Win More Sales written by Michelle Vazzana and published by McGraw Hill Professional. This book was released on 2023-05-02 with total page 314 pages. Available in PDF, EPUB and Kindle. Book excerpt: Develop the mental agility and razor-sharp decision making of today’s most successful salespeople The world of sales has become less predictable and more competitive in recent years. Buying decisions are more complex, differentiation between suppliers is difficult to discern, and high-quality information is readily available. The salespeople who excel are agile―choosing a path based on the buying situations they face and continually re-assessing those choices. In The Sales Agility Code, leaders at industry-leading sales training and development firm VantagePoint Performance help you learn and replicate what the highest-performing salespeople do to succeed in an unpredictable and ever-changing market. This groundbreaking, research-driven guide teaches you how to: Shift to a buyer-focus perspective and assess customer situations from multiple perspectives Make sense of buyers’ situations by considering and weighing all available data and your own insights Choose a sales approach that aligns with the customer situation with your prioritized sales objective Execute a variety of sales tactics that will move the sales opportunity forward Make in-the-moment adjustments as the buyer’s situation evolves With The Sales Agility Code, you have everything you need to understand the buyer, the buying situation, and the buyer’s needs so you can consciously choose the best approach for each stage in each deal―which will invariably result in more sales.
Download or read book Inside the Box written by Drew Boyd and published by Simon and Schuster. This book was released on 2013-06-11 with total page 8 pages. Available in PDF, EPUB and Kindle. Book excerpt: “The ‘inside-the-box approach’ can reveal key opportunities for innovation that are hiding in plain sight” (Daniel H. Pink, author of Drive). The traditional attitude toward creativity in the American business world is to “think outside the box”—to brainstorm without restraint in hopes of coming up with a breakthrough idea, often in moments of crisis. Sometimes it works, but it’s a problem-specific solution that does nothing to engender creative thinking more generally. Inside the Box demonstrates Systematic Inventive Thinking (SIT), which systemizes creativity as part of the corporate culture. This counterintuitive and powerfully effective approach to creativity requires thinking inside the box, working in one’s familiar world to create new ideas independent of specific problems. SIT’s techniques and principles have instilled creative thinking into such companies as Procter & Gamble, Johnson & Johnson, and other industry leaders. Inside the Box shows how corporations have successfully used SIT in business settings as diverse as medicine, technology, new product development, and food packaging. Dozens of books discuss how to make creative thinking part of a corporate culture, but none takes the innovative and unconventional approach of Inside the Box. With “inside the box” thinking, companies of any size can become sufficiently creative to solve problems even before they develop and to innovate on an ongoing basis. It’s a system that works! “Boyd and Goldenberg explain the basic building blocks for creativity and by doing so help all of us better express our potential” (Dan Ariely, author of Predictably Irrational).
Download or read book The 5AM Club written by Robin Sharma and published by HarperCollins. This book was released on 2018-12-04 with total page 356 pages. Available in PDF, EPUB and Kindle. Book excerpt: Legendary leadership and elite performance expert Robin Sharma introduced The 5am Club concept over twenty years ago, based on a revolutionary morning routine that has helped his clients maximize their productivity, activate their best health and bulletproof their serenity in this age of overwhelming complexity. Now, in this life-changing book, handcrafted by the author over a rigorous four-year period, you will discover the early-rising habit that has helped so many accomplish epic results while upgrading their happiness, helpfulness and feelings of aliveness. Through an enchanting—and often amusing—story about two struggling strangers who meet an eccentric tycoon who becomes their secret mentor, The 5am Club will walk you through: How great geniuses, business titans and the world’s wisest people start their mornings to produce astonishing achievements A little-known formula you can use instantly to wake up early feeling inspired, focused and flooded with a fiery drive to get the most out of each day A step-by-step method to protect the quietest hours of daybreak so you have time for exercise, self-renewal and personal growth A neuroscience-based practice proven to help make it easy to rise while most people are sleeping, giving you precious time for yourself to think, express your creativity and begin the day peacefully instead of being rushed “Insider-only” tactics to defend your gifts, talents and dreams against digital distraction and trivial diversions so you enjoy fortune, influence and a magnificent impact on the world Part manifesto for mastery, part playbook for genius-grade productivity and part companion for a life lived beautifully, The 5am Club is a work that will transform your life. Forever.
Download or read book Alcoholics Anonymous written by Bill W. and published by Penguin. This book was released on 2014-09-04 with total page 418 pages. Available in PDF, EPUB and Kindle. Book excerpt: A 75th anniversary e-book version of the most important and practical self-help book ever written, Alcoholics Anonymous. Here is a special deluxe edition of a book that has changed millions of lives and launched the modern recovery movement: Alcoholics Anonymous. This edition not only reproduces the original 1939 text of Alcoholics Anonymous, but as a special bonus features the complete 1941 Saturday Evening Post article “Alcoholics Anonymous” by journalist Jack Alexander, which, at the time, did as much as the book itself to introduce millions of seekers to AA’s program. Alcoholics Anonymous has touched and transformed myriad lives, and finally appears in a volume that honors its posterity and impact.
Book Synopsis The Art of Being Human by : Michael Wesch
Download or read book The Art of Being Human written by Michael Wesch and published by Createspace Independent Publishing Platform. This book was released on 2018-08-07 with total page 370 pages. Available in PDF, EPUB and Kindle. Book excerpt: Anthropology is the study of all humans in all times in all places. But it is so much more than that. "Anthropology requires strength, valor, and courage," Nancy Scheper-Hughes noted. "Pierre Bourdieu called anthropology a combat sport, an extreme sport as well as a tough and rigorous discipline. ... It teaches students not to be afraid of getting one's hands dirty, to get down in the dirt, and to commit yourself, body and mind. Susan Sontag called anthropology a "heroic" profession." What is the payoff for this heroic journey? You will find ideas that can carry you across rivers of doubt and over mountains of fear to find the the light and life of places forgotten. Real anthropology cannot be contained in a book. You have to go out and feel the world's jagged edges, wipe its dust from your brow, and at times, leave your blood in its soil. In this unique book, Dr. Michael Wesch shares many of his own adventures of being an anthropologist and what the science of human beings can tell us about the art of being human. This special first draft edition is a loose framework for more and more complete future chapters and writings. It serves as a companion to anth101.com, a free and open resource for instructors of cultural anthropology. This 2018 text is a revision of the "first draft edition" from 2017 and includes 7 new chapters.
Book Synopsis A Year with Swollen Appendices by : Brian Eno
Download or read book A Year with Swollen Appendices written by Brian Eno and published by Faber & Faber. This book was released on 2020-11-17 with total page 382 pages. Available in PDF, EPUB and Kindle. Book excerpt: The diary and essays of Brian Eno republished twenty-five years on with a new introduction by the artist in a beautiful hardback edition.'One of the seminal books about music . . . an invaluable insight into the mind and working practices of one of the industry's undeniable geniuses.'GUARDIANAt the end of 1994, Brian Eno resolved to keep a diary. His plans to go to the cinema, theatre and galleries fell quickly to the wayside. What he did do - and write - however, was astonishing: ruminations on his collaborative work with David Bowie, U2, James and Jah Wobble, interspersed with correspondence and essays dating back to 1978. These 'appendices' covered topics from the generative and ambient music Eno pioneered to what he believed the role of an artist and their art to be, alongside adroit commentary on quotidian tribulations and happenings around the world.This beautiful 25th-anniversary hardcover edition has been redesigned in the same size as the diary that eventually became this book. It features two ribbons, pink paper delineating the appendices (matching the original edition) and a two-tone paper-over-board cover, which pays homage to the original design.An intimate insight into one of the most influential creative artists of our time, A Year with Swollen Appendices is an essential classic.
Book Synopsis Trading Psychology 2.0 by : Brett N. Steenbarger
Download or read book Trading Psychology 2.0 written by Brett N. Steenbarger and published by John Wiley & Sons. This book was released on 2015-08-31 with total page 448 pages. Available in PDF, EPUB and Kindle. Book excerpt: Practical trading psychology insight that can be put to work today Trading Psychology 2.0 is a comprehensive guide to applying the science of psychology to the art of trading. Veteran trading psychologist and bestselling author Brett Steenbarger offers critical advice and proven techniques to help interested traders better understand the markets, with practical takeaways that can be implemented immediately. Academic research is presented in an accessible, understandable, engaging way that makes it relevant for practical traders, and examples, illustrations, and case studies bring the ideas and techniques to life. Interactive features keep readers engaged and involved, including a blog offering ever-expanding content, and a Twitter feed for quick tips. Contributions from market bloggers, authors, and experts bring fresh perspectives to the topic, and Steenbarger draws upon his own experience in psychology and statistical modeling as an active trader to offer insight into the practical aspect of trading psychology. Trading psychology is one of the few topics that are equally relevant to day traders and active investors, market makers and portfolio managers, and traders in different markets around the globe. Many firms hire trading coaches, but this book provides a coach in print, accessible 24/7 no matter what the market is doing. Understand the research at the core of trading psychology Examine the ways in which psychology is applied in real-world trading Implement practical tips immediately to see first-hand results Gain the perspective and insight of veteran traders who apply these techniques daily While markets may differ in scale, scope, and activity, humans remain human, with all the inherent behavioral tendencies. Studying the market from the human perspective gives traders insight into how human behavior drives market behavior. Trading Psychology 2.0 gives traders an edge, with expert guidance and practical advice.
Download or read book Salt Sugar Fat written by Michael Moss and published by Signal. This book was released on 2013-02-26 with total page 461 pages. Available in PDF, EPUB and Kindle. Book excerpt: From a Pulitzer Prize-winning investigative reporter at The New York Times comes the troubling story of the rise of the processed food industry -- and how it used salt, sugar, and fat to addict us. Salt Sugar Fat is a journey into the highly secretive world of the processed food giants, and the story of how they have deployed these three essential ingredients, over the past five decades, to dominate the North American diet. This is an eye-opening book that demonstrates how the makers of these foods have chosen, time and again, to double down on their efforts to increase consumption and profits, gambling that consumers and regulators would never figure them out. With meticulous original reporting, access to confidential files and memos, and numerous sources from deep inside the industry, it shows how these companies have pushed ahead, despite their own misgivings (never aired publicly). Salt Sugar Fat is the story of how we got here, and it will hold the food giants accountable for the social costs that keep climbing even as some of the industry's own say, "Enough already."
Book Synopsis Sales Enablement by : Byron Matthews
Download or read book Sales Enablement written by Byron Matthews and published by John Wiley & Sons. This book was released on 2018-05-01 with total page 263 pages. Available in PDF, EPUB and Kindle. Book excerpt: Put buyer experience and selling resources front-and-center to boost revenue Sales Enablement is the essential guide to boosting revenue through smarter selling. A thorough, practical introduction to sales enablement best practices, this book provides step-by-step approaches for implementation alongside expert advice. In clarifying the sales enablement space and defining its practices, this invaluable guidance covers training, content, and coaching using a holistic approach that ensures optimal implementation with measureable results. Case studies show how enablement is used effectively in real-world companies, and highlight the essential steps leaders must take to achieve their desired sales results. Smarter buyers require smarter selling, and organizations who have implemented enablement programs attain revenue goals at a rate more than eight percent higher than those that do not. This book provides a 101 guide to sales enablement for any sales professional wanting to enhance sales and boost revenue in an era of consumer choice. Understand sales enablement and what it can do for your company Implement enablement using techniques that ensure sustainable, measureable performance impact Adopt proven best practices through step-by-step advice from experts Examine case studies that illustrate successful implementation and the impact of sales enablement on revenue Consumers are smarter, more connected, and more educated than ever before. Traditional sales strategies are falling by the wayside, becoming increasingly less effective amidst the current economic landscape. Companies who thrive in this sort of climate know how to speak to the customer in their own terms, and sales enablement keeps the customer front-and-center by providing sales people with the resources buyers want. Sales Enablement provides a scalable, sales-boosting framework with proven results.
Book Synopsis The Origin and Evolution of New Businesses by : Amar Bhide
Download or read book The Origin and Evolution of New Businesses written by Amar Bhide and published by Oxford University Press. This book was released on 2000 with total page 434 pages. Available in PDF, EPUB and Kindle. Book excerpt: In a field dominated by anecdote and folklore, this landmark study integrates more than ten years of intensive research and modern theories of business and economics. The result is a comprehensive framework for understanding entrepreneurship that provides new and penetrating insights. This clearly and concisely written book is essential for anyone who wants to start a business, for the entrepreneur or executive who wants to grow a company, and for the scholar who wants to understand this crucial economic activity.
Download or read book Machine of Death written by Ryan North and published by Machines of Death LLC. This book was released on 2010 with total page 468 pages. Available in PDF, EPUB and Kindle. Book excerpt: MACHINE OF DEATH tells thirty-four different stories about people who know how they will die. Prepare to have your tears jerked, your spine tingled, your funny bone tickled, your mind blown, your pulse quickened, or your heart warmed. Or better yet, simply prepare to be surprised. Because even when people do have perfect knowledge of the future, there's no telling exactly how things will turn out.
Book Synopsis Owning the Olympics by : Monroe Price
Download or read book Owning the Olympics written by Monroe Price and published by University of Michigan Press. This book was released on 2009-12-10 with total page 426 pages. Available in PDF, EPUB and Kindle. Book excerpt: "A major contribution to the study of global events in times of global media. Owning the Olympics tests the possibilities and limits of the concept of 'media events' by analyzing the mega-event of the information age: the Beijing Olympics. . . . A good read from cover to cover." —Guobin Yang, Associate Professor, Asian/Middle Eastern Cultures & Sociology, Barnard College, Columbia University From the moment they were announced, the Beijing Games were a major media event and the focus of intense scrutiny and speculation. In contrast to earlier such events, however, the Beijing Games are also unfolding in a newly volatile global media environment that is no longer monopolized by broadcast media. The dramatic expansion of media outlets and the growth of mobile communications technology have changed the nature of media events, making it significantly more difficult to regulate them or control their meaning. This volatility is reflected in the multiple, well-publicized controversies characterizing the run-up to Beijing 2008. According to many Western commentators, the People's Republic of China seized the Olympics as an opportunity to reinvent itself as the "New China"---a global leader in economics, technology, and environmental issues, with an improving human-rights record. But China's maneuverings have also been hotly contested by diverse global voices, including prominent human-rights advocates, all seeking to displace the official story of the Games. Bringing together a distinguished group of scholars from Chinese studies, human rights, media studies, law, and other fields, Owning the Olympics reveals how multiple entities---including the Chinese Communist Party itself---seek to influence and control the narratives through which the Beijing Games will be understood. digitalculturebooks is an imprint of the University of Michigan Press and the Scholarly Publishing Office of the University of Michigan Library dedicated to publishing innovative and accessible work exploring new media and their impact on society, culture, and scholarly communication. Visit the website at www.digitalculture.org.
Book Synopsis The Transformation of the World by : Jürgen Osterhammel
Download or read book The Transformation of the World written by Jürgen Osterhammel and published by Princeton University Press. This book was released on 2015-09-15 with total page 1192 pages. Available in PDF, EPUB and Kindle. Book excerpt: A panoramic global history of the nineteenth century A monumental history of the nineteenth century, The Transformation of the World offers a panoramic and multifaceted portrait of a world in transition. Jürgen Osterhammel, an eminent scholar who has been called the Braudel of the nineteenth century, moves beyond conventional Eurocentric and chronological accounts of the era, presenting instead a truly global history of breathtaking scope and towering erudition. He examines the powerful and complex forces that drove global change during the "long nineteenth century," taking readers from New York to New Delhi, from the Latin American revolutions to the Taiping Rebellion, from the perils and promise of Europe's transatlantic labor markets to the hardships endured by nomadic, tribal peoples across the planet. Osterhammel describes a world increasingly networked by the telegraph, the steamship, and the railways. He explores the changing relationship between human beings and nature, looks at the importance of cities, explains the role slavery and its abolition played in the emergence of new nations, challenges the widely held belief that the nineteenth century witnessed the triumph of the nation-state, and much more. This is the highly anticipated English edition of the spectacularly successful and critically acclaimed German book, which is also being translated into Chinese, Polish, Russian, and French. Indispensable for any historian, The Transformation of the World sheds important new light on this momentous epoch, showing how the nineteenth century paved the way for the global catastrophes of the twentieth century, yet how it also gave rise to pacifism, liberalism, the trade union, and a host of other crucial developments.
