Business outcome selling strategies: how next gen b2b sales organizations accelerate sales productiv ity, operationalize hyper-growth strategies, lock, Dutta, Amit (indian Institute Of Technology, Kanpur) Aeppli, Gabriel (university College London) Chakrabarti, Bikas K. (saha Institute Of Nuclear Phys
Описание: 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.
"Customers today have a simple request of all salespeople: "Just give me the information I need. Now. Don't dress it up, don't overdo it, don't take me to lunch. The time I have to invest in you is limited, and all your extraneous activity just wastes my time." Zero-Time Selling gives you the tools to be completely and absolutely responsive to that customer request."
In today's fast-paced information-driven economy, your customers will acquire approximately 70% of the information they need to make an informed buying decision about your product or service from the Internet before they ever talk to a salesperson. When they finally contact you, it means their need for information is time-sensitive and urgent. The sales team that is the first to respond with the complete answers to the customer's questions dramatically improves their chances to win the order. Zero-Time Selling shows you how to always be first. Zero-Time Selling gives you, the CEO, business owner, entrepreneur and sales manager/professional, 10 simple solutions to breakthrough the usual inertia and internal roadblocks that are unnecessarily impeding your sales efforts. Zero-Time Selling shows anyone engaged in the business of selling the true meaning of responsiveness and demonstrates how to use responsiveness as a key competitive advantage to build trust and create value for the customer, as well as differentiate themselves from their competition. Refreshingly free of the usual conceptual sales jargon, Zero-Time Selling presents an accessible, straightforward path to consistent sales success. It is incredibly easy to learn and compatible with any selling system or sales methods a company currently uses. Based on his more than 30 years of sales, sales management and sales consulting experience across every type of sales channel and sales environment, Andy Paul knows how products are bought and sold. Zero-Time Selling reflects his understanding that in today's hypercompetitive sales environment "how" a company sells its products and services is as important as "what" they sell in creating value for the customer and effectively differentiating their company and offerings. Start Zero-Time Selling today. Sometimes the biggest changes begin with the simplest of steps.
Автор: Upadrista Venkatesh Название: Art of Consultative Selling in it ISBN: 1498707718 ISBN-13(EAN): 9781498707718 Издательство: Taylor&Francis Рейтинг: Цена: 7042.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание:
If IT companies seek to differentiate themselves from the competition, they must turn to consultative selling. Consultative selling is analyzing the needs and challenges of your customers and selling unique services that enable your customers to reduce costs, increase profits, and improve overall business performance. The Art of Consultative Selling in IT provides a practical framework for becoming a successful consultative seller and shows how to use the blue ocean strategy to identify opportunities in areas where there is no competition.
The first section discusses the advantages of consultative selling and explores the concepts of blue oceans. In blue oceans, demand is created rather than fought over. Competition is irrelevant because the rules of the game are waiting to be established. The author explains how you can use consultative selling techniques to create your own blue oceans of unknown market space, where opportunities for growth are both rapid and profitable.
In the second section, the author defines the consultative selling framework (CSF). This framework is based on proven processes, best practices, and real-time case studies to make consultative selling a reality. It provides clear guidelines for understanding your customer's current landscape and challenges, owning its priorities, and helping it to achieve its short-term and long-term goals. The author explains how to use CSF to generate innovative ideas and present them to your customer through profit improvement or efficiency improvement proposals.
The book concludes with examples of several innovative business improvement ideas that you can present to your customers, including Agile project management, master data management (MDM), application portfolio rationalization, and business process management (BPM). The author discusses the benefits of each methodology and lists the trigger points to think about when deciding whether the methodology can add value to a particular customer.
Автор: Popovic Kevin Название: Satellite Marketing ISBN: 1482256142 ISBN-13(EAN): 9781482256147 Издательство: Taylor&Francis Рейтинг: Цена: 5205.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание:
Satellite marketing uses multiple social media sites as a series of marketing sub-stations or "satellites." Each satellite is a stand-alone marketing effort, which means that if and when your prospects are engaged, they are being introduced to your brand, your product and services, and your community of users. Prospects presented with a call to action through satellite marketing are more likely to act because they are actively engaged with your message. Identifying opportunities for social media within integrated marketing communications, Satellite Marketing outlines a proven process to help you create an actionable strategic plan based on measurable goals. It provides business owners, CEOs, CMOs, and sales people with a comprehensive strategy for leveraging new media and integrating it with conventional marketing tactics. Traditional marketing is still important, and the context of social media will make traditional tactics more effective. Dispelling many of the myths surrounding social media, this book will help you:
Develop an effective social media strategy to boost sales and brand awareness
Identify and target relevant markets
Create, deploy, and maintain effective satellites
Measure the success of your satellite marketing campaigns
The book explains why successful marketing has evolved from product-centric to customer-centric. It presents valuable lessons learned from established communications channels that apply to social media. It also details a step-by-step process to help you identify measurable goals, better understand your audience, create a strategy, select the appropriate social media, build engagement, develop a communications plan, and monitor performance. This book is written by Kevin Popovic, the Founder of Ideahaus(R). Mr. Popovic is a speaker, educator, and was recently named a Top 20 Digital Marketing Strategist for 2015 by the Online Marketing Institute.
Автор: Monaghan, Paul Monaghan, Philip Название: Lobbying for good ISBN: 1910174122 ISBN-13(EAN): 9781910174128 Издательство: Taylor&Francis Рейтинг: Цена: 5205.00 р. Наличие на складе: Есть у поставщика Поставка под заказ.
Описание: The business case for Sustainability or Corporate Responsibility will never be strong enough to support an isolated business in its competition against the unscrupulous. The progressive vanguard reaches a point where it can advance no further without rendering itself uncompetitive. That is, unless advocacy and public policy intervention change the rules and shift the bar for the allowable lowest common denominator. With the base reset, so is the bar of aspiration. New rules enable new behaviors, with players competing on a fairer, more sustainable footing. This groundbreaking book, Lobbying for Good, describes how far-sighted businesses are rebooting the game, throwing off cultural inhibitions and sticking their head above the parapet to advocate progressive legislative change. The authors describe a strategic opportunity to get on board the next wave of CSR - the most radical and impactful yet -- and explain how finely-tuned and well-delivered lobbying for good can be an extremely cost-effective brand-enhancement tool. Against a backdrop of general mistrust in business lobbying, learn how leaders are making it work and lobbying for good.
Описание: Many people have written numerous books on the topic of "patience". However, Segun Idahor is inspirationally blessed with great in-depth pastoral skills and insight to make an indelible difference to the extensive resources of the subject matter in his debut landmark exposition A Little Patience Will Not Hurt You. Lack of patience, the plain old "human error" and fast paced society (better known as microwaved generation) have damaged many relationships or virtues. Told in a language we can all understand, Segun`s book explores such profound questions like `What is patience?` and `How old is too old?` It also explains with a profound inspiring revelation that `God Is the Best Coach`. Armed with nothing but his ingenuity, his pastoral skills and unending sense of humor that proves to be his greatest source of strength, Segun presents his book as a heartwarming, sometimes hilarious, and sometimes heartbreaking collection of Biblical references and life transforming stories which illustrate that the more we see, the more we learn about ourselves as human beings... Segun embarks on a dogged quest to highlight these resourceful contributions about the importance of "patience" in human endeavors. It is loaded with encouragement, wisdom, prayers, and the Word of God to empower you on life`s journey of practical living with patience. Discover and comprehend how his resourcefulness makes the indelible difference. Educative at every chapter and intensely interesting at every turn...right up to its life-transforming conclusion.
Описание: Honor and accountability are linked together as a formula for great leadership, and a healthy mindset of accountability can inspire every team and organization to achieve a higher level of performance. The key is engaging with courage, commitment, and caring concern as opposed to motivation by fear, intimidation, and self-preservation.
Описание: Riding the Whale explains why companies behave the way they do in the middle of your sales process and what you can do about it. In this volume, we share experiences and reflect on what it is like to ride the whale to successful completion of the hunt. Every chapter includes Reflection and Action exercises to complete with your team.
