A New Era Of Value Selling
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A New Era Of Value Selling
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Author : Thomas Menthe
language : en
Publisher: tredition
Release Date : 2019-04-10
A New Era Of Value Selling written by Thomas Menthe and has been published by tredition this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-04-10 with Business & Economics categories.
With this book, Thomas Menthe provides new insights into the era of value-selling, which has been the Number 1 method in selling complex products and services. Today, customers are expecting more while paying less and the value of your offer is defined by the customer not by the seller. Data is the new oil - the new digital age allows different ways with technology like machine learning to better analyze customer journeys, get insights, predict behaviors and personalize communication to improve customer retention. Digitalization will change the buying behavior much more towards e-commerce and self-service consultation with the support of sales robots. Value can be created from data, which needs to be structured, analyzed and used for the individual customer engagement. Does this mean the end of the sales representative and solution sales? Value is not based solely on product dimensions, much more emotional value created counts during the decision making process. The new era of value-selling explains, how value can be made tangible by the value quotient and ways to generate rational and emotional ROI for customers through story-telling and relationship benefits. Value is always first on the buyer's mind and the new value-selling concept will dramatically improve your business and show how to respond to the customer of tomorrow. Thomas Menthe (MBA) is a sales expert, experienced seller, recognized speaker and author of many publications about customer value, new ways of selling, selling strategy, leadership and coaching. His best selling book Kundennutzen has sold thousands of copies and others are available in their 4th edition. He served global companies like Bearing Point, Canon, Carlsberg, Cisco Systems, Global Knowledge, KWS, Microsoft, RIM, Xerox and others.
A New Era Of Value Selling
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Author : Thomas Menthe
language : en
Publisher: epubli
Release Date : 2019-04-04
A New Era Of Value Selling written by Thomas Menthe and has been published by epubli this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-04-04 with Business & Economics categories.
With this book, Thomas Menthe provides new insights into the era of value-selling, which has been the Number 1 method in selling complex products and services. Today, customers are expecting more while paying less and the value of your offer is defined by the customer not by the seller. Data is the new oil - the new digital age allows different ways with technology like machine learning to better analyze customer journeys, get insights, predict behaviors and personalize communication to improve customer retention. Digitalization will change the buying behavior much more towards e-commerce and self-service consultation with the support of sales robots. Value can be created from data, which needs to be structured, analyzed and used for the individual customer engagement. Does this mean the end of the sales representative and solution sales? Value is not based solely on product dimensions, much more emotional value created counts during the decision making process. The new era of value-selling explains, how value can be made tangible by the value quotient and ways to generate rational and emotional ROI for customers through story-telling and relationship benefits. Value is always first on the buyer's mind and the new value-selling concept will dramatically improve your business and show how to respond to the customer of tomorrow. Thomas Menthe (MBA) is a sales expert, experienced seller, recognized speaker and author of many publications about customer value, new ways of selling, selling strategy, leadership and coaching. His best selling book Kundennutzen has sold thousands of copies and others are available in their 4th edition. He served global companies like Bearing Point, Canon, Carlsberg, Cisco Systems, Global Knowledge, KWS, Microsoft, RIM, Xerox and others.
New Era Value Investing
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Author : Nancy Tengler
language : en
Publisher: John Wiley & Sons
Release Date : 2003-04-15
New Era Value Investing written by Nancy Tengler and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-04-15 with Business & Economics categories.
A unique guide that combines the best of traditional value theory with an innovative approach to assessing value in low or non-dividend paying stocks In the 1990s, America's focus on productivity and innovation led to huge gains in technology, communication, and healthcare stocks, and contributed to the transformation of the U.S. stock market from a value (dividend-paying orientation) to a growth (nondividend-paying) bias. During this time, forward thinking value managers began to develop analytical tools for valuing nondividend paying stocks. These tools allowed them to evaluate and identify the best investments in both traditional and nontraditional value sectors. At the forefront of this movement was author Nancy Tengler who, along with Noel DeDora, developed "Relative Value Discipline," an approach-which combines two proven methods for valuing growth stocks: Relative Dividend Yield and Relative-to-Price Sales. The combination of these approaches allows individuals to invest across the investment universe regardless of dividend policies. New Era Value Investing introduces the proven method known as Relative Value Discipline by combining the excitement of developing a new investment discipline with the lessons learned through the application of this new methodology in the real world. In addition to providing an insider's look at an investment manager's experience in adopting a new investment approach, this book creates a context for understanding the transformation of the U.S. economy, and offers expert insights beyond those of traditional value theory. Nancy Tengler (San Francisco, CA) is President and Chief Investment Officer of Fremont Investment Advisors. She is coauthor of Relative Dividend Yield: Common Stock Investing for Income and Appreciation (Wiley: 0-471-53652-0). She has appeared on numerous financial radio and television programs, including CNN/fn and is frequently quoted in financial publications such as The Wall Street Journal.
The New Era Of The Booming 1920s And Its Aftermath
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Author : George A. Schade Jr.
language : en
Publisher: Outskirts Press
Release Date : 2019-08-23
The New Era Of The Booming 1920s And Its Aftermath written by George A. Schade Jr. and has been published by Outskirts Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-08-23 with Biography & Autobiography categories.
George Schade is a meticulous researcher. Throughout this book, Schade brings Richard Schabacker to life and immerses you in the exciting financial events of the 1920s and 1930s. You will gain useful knowledge from Schabacker’s astute observations on markets. George Schade won the Charles H. Dow Award for “outstanding research,” and here you will see why. –ROBERT R. PRECHTER, JR., Elliott Wave International The history of technical analysis is vanishing. With each passing a bit of the library burns down. There are a few who are fighting the fires. Chief among them is George Schade, a consummate researcher, whose biography of Richard Schabacker snatches this pioneer’s story from the onslaught of entropy. If you care about the history of technical analysis, and I think every trader and investor should, this work is a must read. –JOHN A. BOLLINGER, President, Bollinger Capital Management, Inc. One can only wonder what Richard Schabacker, Princeton graduate, writer, author, distinguished finance editor of Forbes Magazine, teacher, devoted husband and father, might have accomplished had he not died at the young age of 36. Schabacker’s many accomplishments included developing the first stock market “index” and a groundbreaking course in technical analysis. Little has been known about this quiet Wall Street figure that lived through the Roaring 20’s, the Crash of 1929 and the Depression. This is a meticulously researched and lovingly detailed book about a brilliant and complicated man who was “an ardent believer in the efficacy of charts” who felt “no individual can trade intelligently without them.” –GAIL M. DUDACK, Managing Director Dudack Research Group, a division of Wellington Shields & Co. LLC. George Schade masterfully tells the unknown story of a market genius. Schabacker comes alive in the pages of this thoroughly researched book. Readers feel the excitement of the market in that long ago era and the market action animates the tale of a life well lived but cut tragically short. This book belongs on the bookshelf of anyone interested in the stock market or anyone seeking an understanding of human nature and how success can hide personal problems until it's too late. –MICHAEL J. CARR, Senior Editor, Banyan Hill Publishing Although Richard Schabacker’s life was short-lived, he was a giant in the field of technical analysis, contributing so much to the subject and has left all of us so enriched as a result. His passion and devotion is captured in this very revealing book. His concepts are indelible: market psychology, stages of price/business cycles, sentiment and the combination of value investing with technical timing – they have empowered us. –RALPH J. ACAMPORA, Director of Technical Research for Altaira, Ltd.
Xva Desks A New Era For Risk Management
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Author : I. Ruiz
language : en
Publisher: Springer
Release Date : 2015-04-27
Xva Desks A New Era For Risk Management written by I. Ruiz and has been published by Springer this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-04-27 with Business & Economics categories.
Written by a practitioner with years working in CVA, FVA and DVA this is a thorough, practical guide to a topic at the very core of the derivatives industry. It takes readers through all aspects of counterparty credit risk management and the business cycle of CVA, DVA and FVA, focusing on risk management, pricing considerations and implementation.
The Power Of Value Selling
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Author : Julie Thomas
language : en
Publisher: John Wiley & Sons
Release Date : 2023-09-20
The Power Of Value Selling written by Julie Thomas and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-09-20 with Business & Economics categories.
Build strong connections to accelerate sales results In The Power of Value Selling: The Gold Standard to Drive Revenue and Create Customers for Life, sought-after trainer and sales leader Julie Thomas delivers an exciting new take on buyer-centric selling to modern buyers. In the book, you’ll learn value-based selling techniques to become a trusted business advisor who instills confidence in buying decisions despite unpredictable business environments. This actionable guide to improved business conversations—ones that build trust and human-to-human connections—enables you to focus the sales conversation on value, instead of price, and identify business issues that create urgency to unlock new sales opportunities. You’ll also find: Strategies for selling to the C-suite, closing more business, expanding your sales footprint, managing global accounts and generating consistent renewal sales Methods for building credibility and rapport with your buyers along with proven sales prospecting strategies to win time on their increasingly packed calendars Ways to motivate buyers to take action and improve sales forecast accuracy through a repeatable opportunity qualification framework Actions for aligning your revenue engine and enabling all of your customer-facing teams to improve the customer experience. An indispensable guide for seasoned revenue professionals and B2B sales leaders seeking to boost their real-world performance, deepen customer relationships and improve customer experience, The Power of Value Selling will also benefit early-career salespeople looking for practical sales strategies that work in competitive markets.
Selling Transformed
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Author : Philip Squire
language : en
Publisher: Kogan Page Publishers
Release Date : 2020-12-03
Selling Transformed written by Philip Squire and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-12-03 with Business & Economics categories.
Learn how to develop the values proven to boost sales performance, to ensure customers choose you over the competition in today's crowded marketplace. For years, sales people have struggled with cliched views of how they sell, while at the same time customers have become more sophisticated and discerning, stopping off at different or unconventional places in the sales funnel. The result is that the technique of sales people controlling the sales conversation and learning how to influence the customer no longer works. Selling Transformed introduces the new world of selling, and addresses the reasons why sales people are so poorly perceived. Selling Transformed provides fresh, tangible ideas on how to develop better sales practices. Focusing as much on the customers as on the sellers, it explains key theories of selling effectively and introduces four proven strategies that are based on the values customers look for in sales people: authenticity, client-centricity, proactive creativity and being tactfully audacious. Explaining what customers look for in sales people, and advising on how to develop and deliver these values, this is a new type of sales manual guaranteed to improve sales performance.
The New Era Of Salesmanship
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Author : Thomas A. Freese
language : en
Publisher: Qbs Publishing
Release Date : 2005-01-01
The New Era Of Salesmanship written by Thomas A. Freese and has been published by Qbs Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-01-01 with Selling categories.
Value Capture Selling
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Author : Jean-Claude Larreche
language : en
Publisher: John Wiley & Sons
Release Date : 2023-10-31
Value Capture Selling written by Jean-Claude Larreche and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-10-31 with Business & Economics categories.
“The sales book of the decade” —Selling Power magazine Value Capture Selling is the first book to directly address one of the most destructive shortcomings in sales organizations today. Author JC Larreche’s approach is so innovative that Selling Power magazine named it “The sales book of the decade.” For years, sales professionals have focused on creating value for their customers—the first phase in selling. However, in today’s fast-moving world of business, that is just not enough. Under increased financial pressure, businesses today are being pushed to move to an emphasis on the second phase of selling: the capture of corporate value. However, as all-too-many business leaders are finding out to their great dismay, sales professionals have not been trained in the techniques for the capture of corporate value, and they are at the mercy of very well-trained and tough professional buyers. Value Capture Selling is the first book to address this gap. It is specifically designed to provide sales professionals—both veteran and new alike—with a complete roadmap for making the transition from value selling to value-capture selling, including: Why the creation of corporate value—short, medium, and long term—is essential for the firm and its internal and external partners How to master the key drivers of corporate value: profitability, market share, and customer satisfaction How to prepare for value capture How to frame strategies and tactics for value capture How to close deals for higher corporate value capture Value-capture selling is the current challenge for corporations and sales professionals everywhere—making the transition from a revenue objective to a focus on corporate value. This requires a fundamental shift from a strong belief that bigger is better to a new creed that richer is better. It is what JC Larreche, professor emeritus at INSEAD and an expert on sustainable value creation, calls the 3rd Sales Transformation. In a future marked by escalating financial pressures, the significance of value capture will only grow, and in Value Capture Selling, JC Larreche provides sales professionals everywhere with the tools they need to become masters at this new art! Praise for Value Capture Selling: "Most sales forces focus only on revenue, not value capture. Larreche’s book can help you make the necessary transition. If you are in Sales, read it because the data revolution is increasing scrutiny from Finance and others in your firm about how selling efforts build or destroy enterprise value. And if you are a C-Suite executive, read it carefully, because selling affects core elements of value creation." ―Frank Cespedes, Harvard Business School, author of Aligning Strategy and Sales and Sales Management That Works "Value Capture Selling is a very compelling and complete work that illustrates well the challenges of the transition from product value to corporate value—both for the customer and for the supplier. JC Larreche lays out a powerful framework for any sales professional anywhere to win in this new world of selling!" ―Laurent Beraza, Director - UK, Germany, France - Microsoft Solutions Support Sales "Value Capture Selling gives us the powerful insights required to capture more value for our company while keeping the customer at the center—right where they belong." ―Anna Campagna, Sr. Director Global Sales, HEINEKEN
Selling Is Dead
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Author : Marc Miller
language : en
Publisher: John Wiley & Sons
Release Date : 2012-06-29
Selling Is Dead written by Marc Miller and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-06-29 with Business & Economics categories.
A manifesto for reinventing the sales function Selling Is Dead argues that selling teams and growth-motivated organizations must change to remain competitive. It presents a new selling framework based on research that indicates that buyer behavior can be modeled and that large sales and small sales are fundamentally different. This new framework provides salespeople with a practical structure for giving buyers significantly more value for their dollar-value well beyond the products and services being sold. Rather than focusing on one selling model, regardless of the type of sale, this book offers four different types of large sales and presents specific strategies for succeeding at each. Many sales organizations are systematically mismanaging their selling opportunities and failing to optimize their markets. Through effective selling models, illustrative case studies and examples, and real-world anecdotes, Selling Is Dead brings strategy and efficiency to sales-and shows every sales-based business how to reap the rewards.