📒 Author : Mike Weinberg
📒 Publisher : AMACOM Div American Mgmt Assn
📒 Release Date : 2012-09-04
📒 Pages : 220
📒 ISBN : 9780814431771
📒 Available Language : English, Spanish, And French
📒 Category : Business & Economics

SYNOPSIS : Shares examples and anecdotes and offers a framework to successfully develop new business.


📒 Author : Mike Weinberg
📒 Publisher : AMACOM
📒 Release Date : 2012-09-04
📒 Pages : 240
📒 ISBN : 9780814431788
📒 Available Language : English, Spanish, And French
📒 Category : Business & Economics

SYNOPSIS : Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable list of genuine prospects * Draft a compelling, customer-focused "sales story" * Perfect the proactive telephone call to get face-to-face with more prospects * Use email, voicemail, and social media to your advantage * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.


📒 Author : PCC
📒 Publisher : PCC
📒 Release Date : 2018-09-24
📒 Pages :
📒 ISBN : 9788829515837
📒 Available Language : English, Spanish, And French
📒 Category : Business & Economics

SYNOPSIS : Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable list of genuine prospects * Draft a compelling, customer-focused "sales story" * Perfect the proactive telephone call to get face-to-face with more prospects * Use email, voicemail, and social media to your advantage * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan


📒 Author : Mike Weinberg
📒 Publisher : AMACOM
📒 Release Date : 2015-10-21
📒 Pages : 224
📒 ISBN : 9780814436448
📒 Available Language : English, Spanish, And French
📒 Category : Business & Economics

SYNOPSIS : Why do sales organizations fall short? Every day, expert consultants like Mike Weinberg are called on by companies large and small to find the answer-and it's one that may surprise you. Typically, the issue lies not with the sales team-but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers. The good news: with the right guidance, results can be transformed. Blending blunt, practical advice with funny stories from the field, this book helps you: Implement a simple framework for sales leadership * Foster a healthy, high-performance sales culture * Conduct productive meetings * Create a killer compensation plan * Put the right people in the right roles * Coach for success * Retain top producers and remediate underperformers * Point salespeople at the proper targets * Sharpen your sales story * Regain control of your calendar * And more Long on solutions and short on platitudes, Sales Management. Simplified. delivers the tools you need to succeed.


📒 Author : Andy Paul
📒 Publisher : AMACOM
📒 Release Date : 2014-11-28
📒 Pages : 240
📒 ISBN : 9780814434888
📒 Available Language : English, Spanish, And French
📒 Category : Business & Economics

SYNOPSIS : Selected by HubSpot as one of Top 20 Sales Books of All Time Salespeople today face a fast-paced and increasingly crowded marketplace where meaningful product differentiation has all but disappeared. To compete successfully, sellers must set themselves apart in the eyes of buyers. Amp Up Your Sales shows anyone how to become the trusted sales professional who consistently wins new business. Customers are overloaded with information, overwhelmed by options, and short on time-so the salesperson who is always responsive and completely focused on value, is the one who will stand out from the crowd and get the sale. Combining leading-edge research with field experience, the book shows readers how to: Maximize the value of their selling * Accelerate responsiveness to build trust and credibility * Earn valuable selling time with customers * Shape the buyer's vision * Integrate persuasive stories into their sales process * Build lasting relationships through follow-up and customer service Insightful and practical, the book arms salespeople with a powerful set of strategies they can use to spur buyers to say yes!


📒 Author : Colleen Francis
📒 Publisher : AMACOM
📒 Release Date : 2014-08-13
📒 Pages : 288
📒 ISBN : 9780814433775
📒 Available Language : English, Spanish, And French
📒 Category : Business & Economics

SYNOPSIS : Do your company's sales results lurch between highs and lows--with the end of each quarter reduced to a mad scramble to meet quota? For many sales organizations, the pattern is commonplace and unshakeable. Nonstop Sales Boom explains how to break this unhealthy cycle and achieve strong, steady results--every quarter, from every member of the team. The secret is to broaden the focus from merely closing deals to actively nurturing the four critical stages of client engagement: Attraction: Fill the funnel with lucrative prospects Participation: Turn them into customers faster Growth: Invest in valued clients Leverage: Turn customers into referral generators When companies concentrate on only one or two of these areas, their results become erratic. With the field-tested strategies in Nonstop Sales Boom, readers will learn how to systematically attract a regular flow of prospects and move them smoothly through the pipeline. Packed with enlightening examples of sales disasters and standouts, this practical guide brings balance to the selling process, reliability to revenues, and booming sales all year long.


📒 Author : Mark Donnolo
📒 Publisher : AMACOM
📒 Release Date : 2014-02-20
📒 Pages : 288
📒 ISBN : 9780814433485
📒 Available Language : English, Spanish, And French
📒 Category : Business & Economics

SYNOPSIS : When it comes to strategies, salespeople usually veer toward one of two extremes: operating analytically...or by the seat of their pants. In this groundbreaking book on sales creativity, readers will learn how to integrate the right-brain aptitude for innovation with the left-brain affinity for logic and process. The result is a fresh, dynamic approach that addresses customers' needs while expanding the salesperson's entire way of thinking. Packed with real-life examples and powerful principles, The Innovative Sale reveals how to: * Define the sales challenge * Question assumptions and look for ways to reframe the problem * Mine unrelated situations for fresh solutions * Get comfortable with feeling lost as you explore new directions * Break some rules and learn to "grow with the flow" The Innovative Sale draws on the work of pioneering geniuses in design, architecture, and the arts to help salespeople develop a predictable creative process. With the tools and tips of this game-changing book in hand, they'll unleash their own unique powers of intuition and innovation, and land more sales than ever before-in ways they never imagined possible.


📒 Author : Mike Weinberg
📒 Publisher :
📒 Release Date : 2019-06-11
📒 Pages : 240
📒 ISBN : 1595557229
📒 Available Language : English, Spanish, And French
📒 Category : Business & Economics

SYNOPSIS : A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want. Welcome to the world of sales. From the first days to late career, the one constant you can bank on is the roaring noise from so-called experts who want to convince you that everything has changed and that you need their latest tools, toys, tricks, or complex processes to stay even or get ahead of the pack. Ironically, it seems that the more of these new miracle solutions you adopt, the more confused you become and the harder it is to get results. In Sales Truth, Mike Weinberg offers a blunt wake-up call to salespeople and sales leaders on how to get past the noise and focus on getting new sales. Here's the truth: Most of these so-called experts have no idea whether what they're pushing works or if it will help your situation. The number of "likes" a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to the typical seller or sales team. The good news is that proven, simple truths and simple frameworks for sales and sales management will drive the results you want, and you can learn all about them in this groundbreaking book. The bestselling author of New Sales. Simplified. and Sales Management. Simplified., Mike Weinberg brings sanity back to the sales effectiveness table.


📒 Author : Warren Brussee
📒 Publisher : McGraw Hill Professional
📒 Release Date : 2012-07-17
📒 Pages : 272
📒 ISBN : 9780071797535
📒 Available Language : English, Spanish, And French
📒 Category : Business & Economics

SYNOPSIS : A PLAIN ENGLISH GUIDE TO SOLVING REAL-WORLD PROBLEMS WITH SIX SIGMA Six Sigma is one of the most effective strategies for improving processes, creating better products, and boosting customer satisfaction, but business leaders often balk at its reputation for being too complex. Don't fall into that trap. Six Sigma is simple to understand and implement--if you have Statistics for Six Sigma Made Easy! Warren Brussee has helped businesses save millions of dollars with Six Sigma, and he explains how you can achieve similar results in this step-by-step guide. He presents a thorough overview of the Six Sigma methodology and techniques for successful implementation, as well as a clear explanation of DMAIC--the problem-solving method used by Six Sigma Greenbelts. Statistics for Six Sigma Made Easy! provides: A simplified form of the most common Six Sigma tools All the basic Six Sigma formulas and tables Dozens of Six Sigma statistical problem-solving case studies A matrix for finding the right statistical tool to meet your needs Basic Greenbelt training in one concise reference Best of all, no background in statistics is required--you can start improving quality and initiating costsaving improvements right away. Statistics for Six Sigma Made Easy! is the only reference you need to facilitate real-world application of Six Sigma tools.


📒 Author : Paul Smith
📒 Publisher : Amacom
📒 Release Date : 2016-08-24
📒 Pages : 304
📒 ISBN : 0814437117
📒 Available Language : English, Spanish, And French
📒 Category : Business & Economics

SYNOPSIS : "Storytelling expert Paul Smith helps salespeople add this potent tool to their toolkit, and get dramatically better results. Based on interviews with sales and procurement professionals at more than 50 top companies, including Microsoft, Costco, Xerox, Abercrombie & Fitch, and Hewlett Packard, Sell with a Story explains how stories work, when to use a story to move the sales process along, which ones to always have handy, and how to turn real-life experiences into stories that resonate"--