Competitive Selling The Guidebook To Resilient Virtual Selling
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Competitive Selling The Guidebook To Resilient Virtual Selling
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Author : Stacia Skinner
language : en
Publisher:
Release Date : 2021-07-28
Competitive Selling The Guidebook To Resilient Virtual Selling written by Stacia Skinner and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-07-28 with categories.
We are in a new evolution of sales-one that requires new skills, a different mindset, and ongoing adaptability. Resilient virtual selling is what you need to stay one step ahead of this evolution and all others to come. In this book, you will learn the benefits of virtual selling and how to add it to your sales process, the recipe for successful sales communication, how to effectively reach and engage your prospects and customers, and much more! What we cover in this book is not just theory; it's based on practice and over 5,000 sales professionals who have tried, tested, and seen results with our virtual sales approach. Selling isn't easy. It's a constant evolution. You need to be ready to evolve and handle whatever is thrown your way. It's up to you to shift your thinking and go beyond your comfort zone. Are you up for the challenge?
Virtual Selling
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Author : Jeb Blount
language : en
Publisher: John Wiley & Sons
Release Date : 2020-06-23
Virtual Selling written by Jeb Blount 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 2020-06-23 with Business & Economics categories.
And just like that, everything changed . . . A global pandemic. Panic. Social distancing. Working from home. In a heartbeat, we went from happy hours to virtual happy hours. From conferences to virtual conferences. From selling to virtual selling. To remain competitive, sales and business professionals were required to shift the way they engaged prospects and customers. Overnight, virtual selling became the new normal. Now, it is here to stay. Virtual selling can be challenging. It's more difficult to make human to human connections. It's natural to feel intimidated by technology and digital tools. Few of us haven't felt the wave of insecurity the instant a video camera is pointed in our direction. Yet, virtual selling is powerful because it allows you to engage more prospects and customers, in less time, at a lower cost, while reducing the sales cycle. Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles. Jeb Blount, one of the most celebrated sales trainers of our generation, teaches you: How to leverage human psychology to gain more influence on video calls The seven technical elements of impactful video sales calls The five human elements of highly effective video sales calls How to overcome your fear of the camera and always be video ready How to deliver engaging and impactful virtual demos and presentations Powerful video messaging strategies for engaging hard to reach stakeholders The Four-Step Video Prospecting Framework The Five-Step Telephone Prospecting Framework The LDA Method for handling telephone prospecting objections Advanced email prospecting strategies and frameworks How to leverage text messaging for prospecting and down pipeline communication The law of familiarity and how it takes the friction out of virtual selling The 5C's of Social Selling Why it is imperative to become proficient with reactive and proactive chat Strategies for direct messaging – the "Swiss Army Knife" of virtual selling How to leverage a blended virtual/physical selling approach to close deals faster As you dive into these powerful insights, and with each new chapter, you'll gain greater and greater confidence in your ability to effectively engage prospects and customers through virtual communication channels. And, with this newfound confidence, your success and income will soar. Following in the footsteps of his blockbuster bestsellers People Buy You, Fanatical Prospecting, Sales EQ, Objections, and Inked, Jeb Blount's Virtual Selling puts the same strategies employed by his clients—a who's who of the world's most prestigious organizations—right into your hands.
Competitive Selling
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Author : Stacia Skinner
language : en
Publisher:
Release Date : 2019-04-30
Competitive Selling written by Stacia Skinner and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-04-30 with Business & Economics categories.
Competitive Selling: The Guidebook to Proactive Calling in a Reactive World is about the toughness and edge you need to be successful in the highly competitive world of professional sales. But it doesn't just give you theories . . . it gives you tried and true techniques to follow to be a proactive caller, in very practical terms. If you ever struggle with the actual words to say when you are prospecting, Competitive Selling will give you a solid foundation in the words to say and how to approach the call with confidence. Selling is filled with rejection, but if you expect the "No"s--and even welcome hearing them--you can be the one in control and work on turning around even the toughest potential clients. The louder the environment is for prospects and customers, the more highly skilled you need to be at quickly capturing their attention and following a set roadmap to the close of the sale. Dive into Competitive Selling and become better than the competition at starting high in an organization, following up, leaving an intriguing voicemail message that results in a return call, gaining a critical "next set time," and using email as an effective touch point. Prospecting for new business is not glamorous, but if you have a solid plan and the drive to follow through on your goals, you will be successful. Marisa Pensa and Stacia Skinner will help you attain that success.
Handbook Of Research On Information Management For Effective Logistics And Supply Chains
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Author : Jamil, George Leal
language : en
Publisher: IGI Global
Release Date : 2016-09-23
Handbook Of Research On Information Management For Effective Logistics And Supply Chains written by Jamil, George Leal and has been published by IGI Global this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-09-23 with Business & Economics categories.
Evaluating the role of logistics and supply chain management skills or applications is necessary for the success of any organization or business. As market competition becomes more aggressive, it is crucial to evaluate ways in which a business can maintain a strategic edge over competitors. The Handbook of Research on Information Management for Effective Logistics and Supply Chains highlights strategies, tools, and skills necessary for supply management within organizations and companies. Featuring best practices and empirical research within the field, this handbook is a critical reference source for scholars, practitioners, researchers, information systems and telecommunication specialists, and managers.
The Challenger Customer
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Author : Brent Adamson
language : en
Publisher: Penguin
Release Date : 2015-09-08
The Challenger Customer written by Brent Adamson and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-09-08 with Business & Economics categories.
Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
The Remote Work Handbook
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Author : Mari Anne Snow
language : en
Publisher: CRC Press
Release Date : 2022-09-13
The Remote Work Handbook written by Mari Anne Snow and has been published by CRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-09-13 with Business & Economics categories.
The Remote Work Handbook: The Definitive Guide for Operationalizing Remote Work as a Competitive Business Strategy is for readers seeking to leverage the business benefits of a flexible, remote workforce. It is a practical guide for building and implementing remote work at any size organization. C-suite executives, operation leaders, business owners, or entrepreneurs who recognize the workplace is changing can use it to re-tool their operations for a strategic business advantage. Mari Anne Snow, the author, is a recognized remote work expert with over 20 years of experience leading remote teams and has re-written the rules of leadership to unlock the potential in remote and distributed teams. In this book, she shares all her secrets. The book explores the untapped potential of remote teams and lays out the business case for adopting a new, flexible workplace model to build organizational resilience and a competitive edge. It takes the reader through the step-by-step process of constructing a remote work operating model, staging an implementation, then institutionalizing and sustaining the change. It includes down-to-earth professional and personal stories that alert the reader to the top priorities and operational realities they will face as they craft their own implementation plan for operationalizing remote work at their company.
Handbook Of Research On Driving Socioeconomic Development With Big Data
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Author : Sun, Zhaohao
language : en
Publisher: IGI Global
Release Date : 2023-02-24
Handbook Of Research On Driving Socioeconomic Development With Big Data written by Sun, Zhaohao and has been published by IGI Global this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-02-24 with Business & Economics categories.
Socioeconomic development has drawn increasing attention in academia, industries, and governments. The relationship between big data and its technologies and socioeconomic development has drawn certain attention in academia. Socioeconomic development depends not only on big data, but also on big data technologies. However, the relationship between big data and socioeconomic development is not adequately covered in current research. The Handbook of Research on Driving Socioeconomic Development With Big Data provides an original and innovative understanding of and insight into how the proposed theories, technologies, and methodologies of big data can improve socioeconomic development and sustainable development in terms of business and services, healthcare, the internet of everything, sharing economy, and more. Covering topics such as corporate social responsibility, management applications, and process mining, this major reference work is an excellent resource for data scientists, business leaders and executives, IT professionals, government officials, economists, sociologists, librarians, students, researchers, and academicians.
The Fourth Industrial Revolution
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Author : Klaus Schwab
language : en
Publisher: Penguin UK
Release Date : 2017-01-03
The Fourth Industrial Revolution written by Klaus Schwab and has been published by Penguin UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-01-03 with Business & Economics categories.
The founder and executive chairman of the World Economic Forum on how the impending technological revolution will change our lives We are on the brink of the Fourth Industrial Revolution. And this one will be unlike any other in human history. Characterized by new technologies fusing the physical, digital and biological worlds, the Fourth Industrial Revolution will impact all disciplines, economies and industries - and it will do so at an unprecedented rate. World Economic Forum data predicts that by 2025 we will see: commercial use of nanomaterials 200 times stronger than steel and a million times thinner than human hair; the first transplant of a 3D-printed liver; 10% of all cars on US roads being driverless; and much more besides. In The Fourth Industrial Revolution, Schwab outlines the key technologies driving this revolution, discusses the major impacts on governments, businesses, civil society and individuals, and offers bold ideas for what can be done to shape a better future for all.
B2b Sales Top Tips Guidebook
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Author : Jim Irving
language : en
Publisher: eBook Partnership
Release Date : 2021-11-15
B2b Sales Top Tips Guidebook written by Jim Irving and has been published by eBook Partnership this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-11-15 with Business & Economics categories.
"e;In today's hyper-competitive B2B selling environment, it is imperative for salespeople to keep learning, thriving and adapting to the rapid changes around them. This book, from Jim and 26 other specialist contributors delivers true value to your sales efforts. Choose a subject and learn from a real domain specialist. A great concept - absolutely thrilled to be involved."e; Larry Levine - Author of Selling from the Heart This book goes right to the core of B2B sales. Following on from the worldwide success of his first two books, Jim has collaborated with 26 thought leaders and friends to create a unique book. Each contributor adds a single chapter on their experience or expertise, focused on one specific subject. Jim has even included chapters written by those who buy from B2B salespeople, which deliver further great insight."e;My pal Jim has done it again! His first book on B2B Selling won a worldwide award. His second, on B2B leadership, gained critical acclaim. His third book is unique. He delivers more of his great advice on B2B sales. He has then also partnered with 26 others - authors (including me), procurement specialists, coaches and respected friends who each added a chapter, to create something very special. With a grand total of over 740 years experience in these pages, The B2B Sales Top Tips Guidebook will deliver wisdom directly to you!"e; Alison Edgar MBE - Author, Speaker, Entrepreneur"e;The chapters cover a broad range of B2B sales topics, including researching before calling, questioning skills, handling objections, becoming more collaborative, adding value, listening to your customers, leading with integrity, negotiation and many others. There are also chapters on attitude, the psychology of sales and even 'Lazy Pigeons'! These 26 guest chapters are full of advice, experience and wisdom designed to help you succeed. And Jim also adds another 10 chapters, building on the success of his first two books, to further cement and support your learning. "e;In this book, Jim has collaborated with some of the best sales coaches, trainers, mentors, friends and experts to share with you the needed SKILLS + TOOLS + KNOWLEDGE to successfully sell in this new hybrid world. If you are in B2B sales, this book is a must-read!"e; Rick Denley - Your Transformational Growth CoachLook online at the reviews for Jim's first two books - The B2B Selling Guidebook and The B2B Leaders Guidebook. Each has received only 5* reviews and powerful supporting comments from experts, coaches and professional bodies. Imagine having access to world-class skills learning from 27 experienced practitioners. Now imagine what that experience and knowledge could do for you...
What S Your Digital Business Model
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Author : Peter Weill
language : en
Publisher: Harvard Business Press
Release Date : 2018-04-17
What S Your Digital Business Model written by Peter Weill and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-04-17 with Business & Economics categories.
Digital transformation is not about technology--it's about change. In the rapidly changing digital economy, you can't succeed by merely tweaking management practices that led to past success. And yet, while many leaders and managers recognize the threat from digital--and the potential opportunity--they lack a common language and compelling framework to help them assess it and guide them in responding. They don't know how to think about their digital business model. In this concise, practical book, MIT digital research leaders Peter Weill and Stephanie Woerner provide a powerful yet straightforward framework that has been field-tested globally with dozens of senior management teams. Based on years of study at the MIT Center for Information Systems Research (CISR), the authors find that digitization is moving companies' business models on two dimensions: from value chains to digital ecosystems, and from a fuzzy understanding of the needs of end customers to a sharper one. Looking at these dimensions in combination results in four distinct business models, each with different capabilities. The book then sets out six driving questions, in separate chapters, that help managers and executives clarify where they are currently in an increasingly digital business landscape and highlight what's needed to move toward a higher-value digital business model. Filled with straightforward self-assessments, motivating examples, and sharp financial analyses of where profits are made, this smart book will help you tackle the threats, leverage the opportunities, and create winning digital strategies.