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

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


πŸ“’ Author : Mike Weinberg
πŸ“’ Publisher : AMACOM
πŸ“’ Release Date : 2015-10-21
πŸ“’ Pages : 224
πŸ“’ ISBN : 9780814436448
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ 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.


πŸ“’ Author : Mike Weinberg
πŸ“’ Publisher : AMACOM
πŸ“’ Release Date : 2012-09-04
πŸ“’ Pages : 240
πŸ“’ ISBN : 9780814431788
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ 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.


πŸ“’ Author : Mike Weinberg
πŸ“’ Publisher : HarperCollins Leadership
πŸ“’ Release Date : 2019-06-11
πŸ“’ Pages : 240
πŸ“’ ISBN : 9781595557544
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ 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. Can you handle the truth? Can succeeding in sales be as simple as hooking up the latest CRM tool or perfecting your social media profiles and waiting for qualified leads to automatically show up in your inbox? Are you having trouble believing what the new self-proclaimed β€œexperts” keep posting on LinkedIn and beginning to question their proclamation that everything in sales has changed? Welcome to the world of sales, where the one constant you can bank on is the noise from so-called experts and thought leaders who want to convince you everything has changed and that you need their latest tools, toys, or tricks to stay even or get ahead of the pack. Yet, ironically, it seems that the more of these new miracle solutions you adopt, 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 nonsense, so you can start winning more New Sales. Here’s the truth: Many of these so-called sales experts lack clients, credibility, and a track record of helping sellers achieve breakthrough results. The number of β€œlikes” a sales improvement article receives is often inversely proportional to its accuracy or helpfulness to the typical seller or sales team. What has worked exceedingly well in sales and sales management for the past couple of decades is still the (not so) secret to sales success today, and you can discover these accessible, simple truths and best practices that will drive the results you want in this bold new book. Mike Weinberg, bestselling author of New Sales. Simplified. and Sales Management. Simplified., brings sanity back to the sales effectiveness table by sharing proven strategies that he sees working firsthand across sales teams in a myriad of industries around the globe. Stop looking for the shortcut or secret sales sauce and instead apply Weinberg’s proven, powerful principles to help you master the fundamentals of professional selling and create more new sales opportunities than you ever believed possible.


πŸ“’ Author : Mark HUNTER
πŸ“’ Publisher : AMACOM Div American Mgmt Assn
πŸ“’ Release Date : 2012-02-14
πŸ“’ Pages : 272
πŸ“’ ISBN : 9780814420096
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ Category : Business & Economics

SYNOPSIS : In the high-pressure quest to make a sale, acquire a contract, and beat out other bidders, sales professionals frequently resort to cutting prices, offering discounts, or making other concessions that cut into their operating marginsΓΉshort-term strategies that are destructive to the long-term sustainability of their business. High-Profit Selling helps readers understand that their sales goal shouldn't simply be to sell more, but to sell more at a higher priceΓ and that success comes only to those focused on Γ΄profitable sales.ΓΆ This eye-opening book shows readers how to: Avoid negotiating Γ² Actively listen to customers Γ² Match the benefits of their product or service with the customer's needs and pains Γ² Confidently communicate value Γ² Successfully execute a price increase with existing customers Γ² Ensure prospects are serious and not shopping for price Too many salespeople believe that a sale at any price is better than no sale at all. This powerful guide helps move readers toward a profit-centered approach that will strength en their relationships and increase their bottom line.


πŸ“’ Author : David Masover
πŸ“’ Publisher : Booksurge Publishing
πŸ“’ Release Date : 2010-02-04
πŸ“’ Pages : 208
πŸ“’ ISBN : 1439268959
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ Category : Business & Economics

SYNOPSIS : For salespeople at all levels, a practical guide designed to personalize the sales process, increase efficiency, maximize sales, and create satisfaction for sales staff, management, and clients alike.


πŸ“’ Author : Anthony Iannarino
πŸ“’ Publisher : Penguin
πŸ“’ Release Date : 2016
πŸ“’ Pages : 240
πŸ“’ ISBN : 9780735211674
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ Category : Business & Economics

SYNOPSIS : "Star sales speaker and author of The Sales Blog reveals how all salespeople can attain huge sales success, with strategies backed by extensive research and experience,"--Amazon.com.


πŸ“’ Author : Jill Konrath
πŸ“’ Publisher : Penguin
πŸ“’ Release Date : 2010-05-27
πŸ“’ Pages : 320
πŸ“’ ISBN : 9781101432952
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ Category : Business & Economics

SYNOPSIS : Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.


πŸ“’ Author : Andy Paul
πŸ“’ Publisher : AMACOM
πŸ“’ Release Date : 2014-11-28
πŸ“’ Pages : 240
πŸ“’ ISBN : 9780814434888
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ 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!


πŸ“’ Author : PCC
πŸ“’ Publisher : PCC
πŸ“’ Release Date : 2018-09-24
πŸ“’ Pages :
πŸ“’ ISBN : 9788829515837
πŸ“’ Available Language : English, Spanish, And French
πŸ“’ 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