Always Be Qualifying
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Always Be Qualifying
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Author : Darius Lahoutifard
language : en
Publisher: 01consulting
Release Date : 2023-10-21
Always Be Qualifying written by Darius Lahoutifard and has been published by 01consulting this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-10-21 with Business & Economics categories.
In the past few years, companies large and small have called on me to get help with their non-performing sales team. The described symptoms are different from one company to another. Some need more revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people needed in the sales force, hitting the bottom line hard. All these symptoms are related to the same illness: inability to qualify. Since most sales teams put in place organizations including SDR (Sales Development Representatives) or BDR (Business Development Representatives) who qualify leads for Account Managers, there is a wrong unstated assumption, widely spread, that once a lead is qualified, the inside sales or field sales will have to work on them until they are won or lost. Ongoing qualification is often the issue. Qualification is not a binary step of the sales process. Qualification is a mindset and a habit to apply throughout the sales process, from the first call to closing. This book covers both the Why and the How of sales qualification. I was an early sales leader at PTC where the MEDDIC methodology took shape. I am also the founder of MEDDIC Academy, the first platform to bring the qualification methodology online. This book describes the M.E.D.D.I.C. and the MEDDPICC® sales methodology in depth. This is not a book of theories, research, or academic concepts but pure execution techniques with practical recipes. At a high level, MEDDIC is a checklist that helps sales professionals reveal the gaps in an opportunity and execute correctly to fill those gaps and close the deal or drop it early. This book is an excellent complement to the training and workshops we deliver online and in-person globally.
Always Be Qualifying
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Author : Darius Lahoutifard
language : en
Publisher: 01consulting
Release Date : 2020-06-30
Always Be Qualifying written by Darius Lahoutifard and has been published by 01consulting this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-06-30 with Business & Economics categories.
In the past few years, companies large and small have called on me to get help with their non-performing sales team. The described symptoms are different from one company to another. Some need more revenue. Others complain about unreliable forecasts, with deals slipping constantly from one quarter to another before being lost or even abandoned a few quarters later. Some CEOs notice unproductive sales teams with an unusually high number of non-quota-carrying people needed in the sales force, hitting the bottom line hard. All these symptoms are related to the same illness: inability to qualify. Since most sales teams put in place organizations including SDR (Sales Development Representatives) or BDR (Business Development Representatives) who qualify leads for Account Managers, there is a wrong unstated assumption, widely spread, that once a lead is qualified, the inside sales or field sales will have to work on them until they are won or lost. Ongoing qualification is often the issue. Qualification is not a binary step of the sales process. Qualification is a mindset and a habit to apply throughout the sales process, from the first call to closing. This book covers both the Why and the How of sales qualification. I was an early sales leader at PTC where the MEDDIC methodology took shape. I am also the founder of MEDDIC Academy, the first platform to bring the qualification methodology online. This book describes the M.E.D.D.I.C. and the MEDDPICC® sales methodology in depth. This is not a book of theories, research, or academic concepts but pure execution techniques with practical recipes. At a high level, MEDDIC is a checklist that helps sales professionals reveal the gaps in an opportunity and execute correctly to fill those gaps and close the deal or drop it early. This book is an excellent complement to the training and workshops we deliver online and in-person globally.
Qualifying Times
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Author : Jaime Schultz
language : en
Publisher: University of Illinois Press
Release Date : 2014-03-15
Qualifying Times written by Jaime Schultz and has been published by University of Illinois Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-03-15 with Social Science categories.
This perceptive, lively study explores U.S. women's sport through historical "points of change": particular products or trends that dramatically influenced both women's participation in sport and cultural responses to women athletes. Beginning with the seemingly innocent ponytail, the subject of the Introduction, scholar Jaime Schultz challenges the reader to look at the historical and sociological significance of now-common items such as sports bras and tampons and ideas such as sex testing and competitive cheerleading. Tennis wear, tampons, and sports bras all facilitated women’s participation in physical culture, while physical educators, the aesthetic fitness movement, and Title IX encouraged women to challenge (or confront) policy, financial, and cultural obstacles. While some of these points of change increased women's physical freedom and sporting participation, they also posed challenges. Tampons encouraged menstrual shame, sex testing (a tool never used with male athletes) perpetuated narrowly-defined cultural norms of femininity, and the late-twentieth-century aesthetic fitness movement fed into an unrealistic beauty ideal. Ultimately, Schultz finds that U.S. women's sport has progressed significantly but ambivalently. Although participation in sports is no longer uncommon for girls and women, Schultz argues that these "points of change" have contributed to a complex matrix of gender differentiation that marks the female athletic body as different than--as less than--the male body, despite the advantages it may confer.
Start With Why
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Author : Simon Sinek
language : en
Publisher: Penguin UK
Release Date : 2011-10-06
Start With Why written by Simon Sinek and has been published by Penguin UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-10-06 with Business & Economics categories.
THE MILLION-COPY GLOBAL BESTSELLER - BASED ON THE LIFE-CHANGING TED TALK! DISCOVER YOUR PURPOSE WITH ONE SIMPLE QUESTION: WHY? 'One of the most incredible thinkers of our time; someone who has influenced the way I think and act every day' Steven Bartlett, investor, BBC Dragon and host of The Diary of a CEO podcast ***** Why are some people more inventive, pioneering and successful than others? And why are they able to repeat their success again and again? Because it doesn't matter what you do, it matters WHY you do it. Those who have had the greatest influence in the world all think, act, and communicate in the same way - and it's the opposite to most. In Start with Why, Simon Sinek uncovers the fundamental secret of their success. How you lead, inspire, live, it all starts with why. WHAT READERS ARE SAYING: 'It's amazing how a book can change the course of your life, and this book did that.' 'Imagine the Ted Talk expanded to 2 hours long, with more depth, intrigue and examples.' 'What he does brilliantly is demonstrate his own why - to inspire others - throughout.'
It S Always Personal
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Author : Anne Kreamer
language : en
Publisher: Random House
Release Date : 2011-03-29
It S Always Personal written by Anne Kreamer and has been published by Random House this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-03-29 with Business & Economics categories.
An innovative study of gender, emotion, and power, It’s Always Personal is an essential companion for everyone navigating the challenges of the contemporary workplace. How often have we heard “It’s nothing against you, it’s not personal—it’s just business”? But in fact, at work it’s never just business—it’s always personal. In this groundbreaking book, journalist and former corporate executive Anne Kreamer shows us how to get rational about our emotions, and provides the necessary new tools to flourish in an emotionally charged workplace. Combining the latest information on the intricacies of the human brain, candid stories from employees, and the surprising results of two national surveys, It’s Always Personal offers • a step-by-step guide for identifying your emotional type: Spouter, Accepter, Believer, or Solver • Emotion Management Toolkits that outline strategies to cope with specific emotionally challenging situations • vital facts that will help you understand—and handle—the six main emotional flashpoints: anger, fear, anxiety, empathy, joy, and crying • an exploration of how men and women deal with emotions differently “A stimulating read bolstered by snippets of some of the best recent work on emotional intelligence and the science of happiness.”—The Wall Street Journal “So what should be the rules and boundaries for showing how you feel while you work? That’s a question asked and answered in Anne Kreamer’s fascinating book . . . [a] look at an issue that rarely gets discussed.”—The Washington Post “Finally, someone is willing to unpack the morass of anger, anxiety, sadness, and joy that drives the workday. . . . [Kreamer] has hit the ‘It’s about time!’ button.”—Elle “[A] lively, well-researched exploration of emotions on the job.”—Oprah.com “Explores how to be true to your ‘emotional flashpoints—anger, fear, anxiety, empathy, happiness and crying’—without sabotaging your career.”—The New York Times Book Review
Meddicc
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Author : Andy Whyte
language : en
Publisher: Meddicc Limited
Release Date : 2020-11-25
Meddicc written by Andy Whyte and has been published by Meddicc Limited this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-11-25 with Business & Economics categories.
What do the world's most successful enterprise sales teams have in common? They rely on MEDDICC to make their sales process predictable and efficient. MEDDIC with one C was initially created by Dick Dunkel in 1996 when he was at PTC. Since then MEDDIC has evolved to be better known as MEDDICC or MEDDPICC and has proliferated across the world being the go-to choice for elite enterprise sales organizations. If you ever find yourself feeling any of the following symptoms with your deal, you could benefit from MEDDICC: Your buyer doesn't see the value of your solution? (aka they think you are expensive) You are unable to find, articulate and quantify Pain You don't have a Champion or at the very least a Coach helping you navigate and sell You find yourself unable to gain access to people with power and influence You don't know how the customer makes decisions You don't know who is involved in the decision-making process You find yourself surprised by things that come up in the sales process The decision criteria seem to move throughout the process, and you're constantly playing catch up Your Competition is landing strikes against you that you neither see coming nor are able to defend You lose track of where you stand in your deals Whether you are an individual contributor or a sales leader embracing MEDDICC will help you to beat those symptoms and take back control of your deal. Historically, learning MEDDICC has relied upon hands-on training, but now you can learn MEDDICC from an expert who uses it every day. The Book deconstructs MEDDICC into easy to understand and implement steps. Breaking down every letter of the acronym into actionable insights complemented by commentary on how MEDDICC can help sales organizations to revolutionize their sales execution and efficiency. In the words of the original creator of MEDDIC, Dick Dunkel: Whether you are an individual contributor or sales leader, my advice is that you should start to implement MEDDICCinto what you do straight away. Embrace MEDDICC, and you and your team will more clearly understand the WHY to yourprocess, and you'll begin to execute your customer interactions with more purpose and achieve better results.And like so many others before, you will begin to reap the rewards of having a well-qualified pipeline of opportunitieswith clearer paths to success. - Dick Dunkel, MEDDIC Creator.
Let S Get Real Or Let S Not Play
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Author : Mahan Khalsa
language : en
Publisher: Penguin
Release Date : 2008-10-30
Let S Get Real Or Let S Not Play written by Mahan Khalsa and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-10-30 with Business & Economics categories.
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. It's no longer sufficient to get clients to buy; a salesperson must also help the client reduce costs, increase revenues, and improve productivity, quality, and customer satisfaction. This book shares the unique FranklinCovey Sales Performance Group methodology that will help readers: · Start new business from scratch in a way both salespeople and clients can feel good about · Ask hard questions in a soft way · Close the deal by opening minds
A Persistent Soul
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Author : Manoj Patil
language : en
Publisher: Notion Press
Release Date : 2018-09-24
A Persistent Soul written by Manoj Patil and has been published by Notion Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-09-24 with Fiction categories.
‘’In the Western countries, first they are strangers, then they become friends, then they become more than friends, then they become strangers again’’ A Persistent Soul is a story of Sagar and Kimberly who love each other but they understand ‘love’ differently. She is 23, he is 24. She is beautiful and he is an average looking guy. She is British and he is an Indian. They both are students. He is simple, optimistic, enthusiastic and ambitious. She is hard-headed, unyielding, unforgiving and intolerant but both are heartwarming and exhilarating. Accidently they meet, become friends and fall in love. She is a right girl for him and he is a right guy for her but is the 'time' right for both of them? A middle-class Indian boy, who is new to the Western world, does not understand the Western theory of love. He falls in love with a girl and decides to spend the rest of the life with her. Kimberly is an over thinker and wants to take every step slowly. She has secrets which she doesn’t want to tell anyone and he is the one who wants to know everything. The author Manoj Patil takes us through an incredible journey of love and loss with his debut novel 'A Persistent Soul'. The story of the journey of their love is described beautifully provide vivid sketches of beautiful Newcastle town that form the milieu for their romance. Kimberly's complex character and her complicated past, Western life and culture sensitively brought out through the eyes of a middle-class Indian who persists through storms and rough seas to unite with her spirited lover.
Love You Forever
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Author : Robert N. Munsch
language : en
Publisher: Firefly Books
Release Date : 2003
Love You Forever written by Robert N. Munsch and has been published by Firefly Books this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Juvenile Nonfiction categories.
A young woman holds her newborn son And looks at him lovingly. Softly she sings to him: "I'll love you forever I'll like you for always As long as I'm living My baby you'll be." So begins the story that has touched the hearts of millions worldwide. Since publication in l986, Love You Forever has sold more than 15 million copies in paperback and the regular hardcover edition (as well as hundreds of thousands of copies in Spanish and French). Firefly Books is proud to offer this sentimental favorite in a variety of editions and sizes: We offer a trade paper and laminated hardcover edition in a 8" x 8" size. In gift editions we carry: a slipcased edition (8 1/2" x 8 1/4"), with a laminated box and a cloth binding on the book and a 10" x 10" laminated hardcover with jacket. And a Big Book Edition, 16" x 16" with a trade paper binding.
Smart Health Choices
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Author : Les Irwig
language : en
Publisher: Judy Irwig
Release Date : 2008
Smart Health Choices written by Les Irwig and has been published by Judy Irwig this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008 with Health & Fitness categories.
Every day we make decisions about our health - some big and some small. What we eat, how we live and even where we live can affect our health. But how can we be sure that the advice we are given about these important matters is right for us? This book will provide you with the right tools for assessing health advice.