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Guerrilla Marketing’s Greatest Hits—Updated, Adapted, Remastered… The only book to deliver The Best of Guerrilla Marketing—a combination of the latest secrets, strategies, tactics, and tools from more than 35 top-selling Guerrilla Marketing books—updated for a new generation. ”When they write the history of marketing thought, Jay doesn’t get a page… he gets his own chapter.”—Seth Godin, author of Poke the Box “This book is the culmination of Guerrilla Marketing’s huge footprint on the marketing landscape.
Der Erfolg eines Multi-Channel-Systems hängt maßgeblich davon ab, wie gut die Hürden aus Kundensicht und operativer Sicht überwunden werden.
The sales management classic―updated for today’s competitive business environmentAdvanced digital technologies, the breakdown of traditional business barriers, and increased customer empowerment have transformed the sales profession. The future now belongs to salespeople who deeply understand, embrace, and take advantage of these unprecedented changes to enhance their relationships with their customers.What does this mean for you? You absolutely need these people on your team to succeed. And this fully updated edition of How to Hire and Develop Your Next Top Performer will show you how to find them, attract them, and retain them.
Stop Making Sales Call after Sales Call, On Prospects That Are Never Going To Buy From You.Imagine Closing 80-90% Of Your Prospects On Your First Sales Appointment, Without Having To Lower Your Price.One Call Closing Reveals How To Do This.Have you ever had a prospect give you any of these objections?"I want to think about it""I need to talk to my lawyer/brother/spouse before I go ahead with this""I can’t afford it""I can buy it cheaper at (your nasty competitor)""We always sleep on it before we decide"Are you tired of talking to prospects that won’t ever buy, and string you along?Does It make you sick to tell your loved ones "It’s a number’s game, I’ll get the next one"?That all ends now.S
Customer Relationship Management: Concepts and Tools is a breakthrough book that makes transparent the complexities of customer relationship management. The book views customer relationship management as the core business strategy that integrates internal processes and functions, and external networks, to create and deliver value to targeted customers at a profit. Customer relationship management is grounded on high quality customer data and enabled by information technology. The book is a comprehensive and fully developed textbook on customer relationship management .
Use data, technology, and inbound selling to build a remarkable team and accelerate salesThe Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world.
In order to succeed in the new business environment, workers must learn how to influence people over whom they have no direct control. In this book, an experienced organizational consultant shows readers how to build alliances and persuade peers, not just boss them around. He uses case studies and anecdotes from his own practice to illustrate specific tactics that can be used in any work situation.
Introduces a fresh approach to the art of selling – where the buyer’s needs count for more than the seller’s- Introduces the "Buying-Facilitation" technique, based on mutual respect, collaboration, trust, honor, and service- Shows sellers how to find appropriate buyers and weed out inappropriate ones quickly, vastly reducing the sales cycle- Schematic drawings, case studies, and "skill sets" help the reader master the author’s sales approachThe traditional sales model involves convincing and coercing buyers into believing they can’t live without what sellers have to offer.
The World’s Greatest Salesman Reveals the Techniques of His Astounding SuccessThis newest book from sales phenomenon JOE GIRARD–The 13 Essential Rules of Selling–provides all the ammunition you need to succeed in an economy where budgets are being slashed and decision makers are scared to spend.Named the offi cial world’s greatest salesman by Guinness World Records, Girard covers everything from maintaining a positive attitude and staying organized to dressing appropriately, telling the truth, and making clients’ needs and wishes priority one.W
The new way to transform a sales culture with clarity, authenticity, and emotional intelligence.Too often, the sales process is all about fear.Customers are afraid that they will be talked into making a mistake; salespeople dread being unable to close the deal and make their quotas. No one is happy.Mahan Khalsa and Randy Illig offer a better way. Salespeople, they argue, do best when they focus 100 percent on helping clients succeed. When customers are successful, both buyer and seller win. When they aren?t, both lose.
Create compelling whiteboard presentations to engage your customers and win their business Whiteboard Selling offers a step–by–step approach to transforming your message and selling style by using powerful visual stories that inspire and engage customers and prospects. Free your sales force from relying on slides and other static sales tools during the sales process. Whiteboard Selling offers practical guidance and skills to enable marketing and sales teams to quickly adopt visual story telling practices that apply to today′s fast–moving, competitive selling environment.
Any organization’s key accounts are its lifeblood. Key Account Management puts forward a unique yet straightforward planning methodology for identifying, obtaining, retaining and developing key customers. Key account management focuses on the long-term investment of resources – both in terms of product quality and account managers – into a customer that can offer an exceptional return on resources. But which are the key accounts? Are they the ones growing the fastest? The ones who are most financially secure? Or are they the ones who shout the loudest?Now in its sixth edition, Key Account Management takes a long-term, team-selling strategic view of the whole process – from defining the customer, to managing the relationship and achieving key supplier status.
In Your Sales Management Guru’s Guide series sales management expert Ken Thoreson teaches sales leaders the essentials for leading and developing high-performance sales teams.In this book you’ll gain skills and techniques for creating sales compensation plans that will take you r sales team to the next level. This book is literally jammed with hundreds of proven ideas that address every aspect of sales compensation planning. As a bonus you also get professional planning tools including: Compensation Plan Assessment Tool, Senior Account Executive Job, Description and Commission Plan Tool, Compensation Committee Tools, Examples of Compensation Agreements You’ll Learn: The Five Steps to Building High-performance Sales Compensation Plans How to Determine Sales Compensation Metrics How to Choose the Right Sales Compensation Plan for Your Situation How to Incorporate Incentive Plans into Your Compensation Program How to Leverage Sales Compensation to Drive Performance And much more .
Customers today have a simple request of all sellers: "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 every sales professional, sales manager, entrepreneur and CEO the tools to be completely responsive to that customer request. And win more orders in less time.Zero-Time Selling describes the 10 essential sales practices that will enable you to:1.
A "how-to" guide to boosting sales through predictive and prescriptive analyticsData Driven is a uniquely practical guide to increasing sales success, using the power of data analytics. Written by one of the world’s leading authorities on the topic, this book shows you how to transform the corporate sales function by leveraging big data into better decision-making, more informed strategy, and increased effectiveness throughout the organization. Engaging and informative, this book tells the story of a newly hired sales chief under intense pressure to deliver higher performance from her team, and how data analytics becomes the ultimate driver behind the sales function turnaround.
Patrick Henry Hansen’s Power Prospecting draws on some of history’s most compelling moments to teach modern prospecting principles–Aristotle’s banishment from Plato’s Academy, Robert Bruce’s victory at the battle of Bannockburn, mountain man John Colter’s miraculous escape from Blackfeet Indians, and more. Beginning each chapter with a captivating historical event, Power Prospecting both informs and entertains. Build a B2B pipeline, improve teleprospecting and selling skills, increase lead generation, referrals, and executive networking
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