Hope Is Not A Strategy The 6 Keys To Winning The Complex Sale The 6 Keys To Winning The Complex Sale
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Hope Is Not A Strategy The 6 Keys To Winning The Complex Sale
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Author : Rick Page
language : en
Publisher: McGraw Hill Professional
Release Date : 2003-04-14
Hope Is Not A Strategy The 6 Keys To Winning The Complex Sale written by Rick Page and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-04-14 with Business & Economics categories.
"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process
Hope Is Not A Strategy The 6 Keys To Winning The Complex Sale The 6 Keys To Winning The Complex Sale
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Author : Rick Page
language : en
Publisher: McGraw Hill Professional
Release Date : 2003-03-24
Hope Is Not A Strategy The 6 Keys To Winning The Complex Sale The 6 Keys To Winning The Complex Sale written by Rick Page and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003-03-24 with Business & Economics categories.
"No longer is being 'a good closer' the basis of sustainable success. Instead intakes the kind of strategic thinking Rick Page outlines inHope Is Not a Strategy."--Geoffrey Moore, author of Crossing the Chasm and Inside the Tornado Master of the complex sale, Rick Page is the author of the bestselling book, Hope Is Not a Strategy, and one of the most sought-after sales consultants and trainers in the world. He has taught his breakthrough selling strategies to thousands of people in 150 companies across 50 countries--an amazing platform that has helped his message spread like wildfire. This paperback edition of Page's runaway sales bestseller schools readers in Page's simple, six-step process for making the sale--no matter how complex the deal or how many people are involved in the buying decision. Integrating the winning selling strategies used by the world's top salespeople, Page shows readers how to: Identify and sell to a prospect's business "pain" Qualify a prospect Build competitive preference Define a prospect's decision-making process
Hope Is Not A Strategy
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Author :
language : en
Publisher:
Release Date : 2017
Hope Is Not A Strategy written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017 with categories.
The Wisdom Of The Bullfrog
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Author : Admiral William H. McRaven
language : en
Publisher: Hachette UK
Release Date : 2023-04-04
The Wisdom Of The Bullfrog written by Admiral William H. McRaven and has been published by Hachette UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-04-04 with Self-Help categories.
THE INSTANT #1 New York Times BESTSELLER From the acclaimed, bestselling author of Make Your Bed—a short, inspirational book of advice and leadership lessons that Admiral McRaven collected over his four decades as a Navy SEAL. The title “Bullfrog” is given to the Navy SEAL who has served the longest on active duty. Admiral McRaven was honored to receive this honor in 2011 when he took charge of the United States Special Operations Command. When McRaven retired in 2014, he had 37 years as a Navy SEAL under his belt, leading men and women at every level of the special operations community. In the ensuing four years, he served as Chancellor to the entire University of Texas System, with its 230,000 students and 100,000 faculty and health care workers. During those four decades, Admiral McRaven dealt with every conceivable leadership challenge, from commanding combat operations—including the capture of Saddam Hussein, the rescue of Captain Phillips, and the raid for Osama bin Laden. THE WISDOM OF THE BULLFROG draws on these and countless other experiences from Admiral McRaven’s incredible life, including crisis situations, management debates, organizational transitions, and ethical dilemmas, to provide readers with the most important leadership lessons he has learned over the course of his forty years of service. Each chapter provides a Make Your Bed-like parable, rich with insights like those featured in his bestselling memoir, Sea Stories, about the specific leadership traits required to be at the top of your game, including: Who Dares, Wins Run to the Sound of the Guns No Plan Survives First Contact with the Enemy THE WISDOM OF THE BULLFROG is Admiral McRaven’s clear-eyed treatise on the leadership qualities that separate the good from the truly great.
Negotiation Made Simple
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Author : John Lowry
language : en
Publisher: HarperCollins Leadership
Release Date : 2023-10-31
Negotiation Made Simple written by John Lowry and has been published by HarperCollins Leadership this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-10-31 with Business & Economics categories.
Negotiators might be born, but great negotiators are made. This book offers a useful and comprehensive approach to negotiation that can springboard a career or a company, one deal at a time. Business and organizational leaders spend well over half of their professional time engaged in this process. It is the way they do deals, lead employees, and manage relationships. Most leaders learn to negotiate on the job through a long process of trial and error. In today’s competitive marketplace, there is no time for experimentation, nor room to make mistakes. The good news is by mastering negotiation, the next level of success is actually closer than it appears. The actionable advice and practical guidance offered in this book give a roadmap for every type of negotiation. Through case studies, illustrations, exercises, and personal stories, Lowry shows how to: Make strategic decisions – move from doing what is comfortable to doing what is most strategic. Manage the process – carefully balance the urge to compete with the need to collaborate. Deliver the deal – fine-tune the negotiation process to achieve the desired outcome. This book makes it easy to join the ranks of leaders who have experienced unprecedented success by making negotiation simple.
Plan To Win Tweet
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Author : Ron Snyder
language : en
Publisher: Happy About
Release Date : 2011-08-17
Plan To Win Tweet written by Ron Snyder and has been published by Happy About this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-08-17 with Business & Economics categories.
A sound territory/strategic account plan is essential to make the best use of your limited time and resources--especially in business-to-business selling. And, the effective execution of your plan will enable you to produce better results. To help accomplish your goals in this challenging environment, this book explores a broad range of sales strategy topics focused on developing and executing a winning plan, including: Leveraging industry trends in your market segment, geography, and vertical industry segment Growing high leverage customers Penetrating new accounts, such as high-probability target prospects Working with partners to improve results Developing and implementing your action plan Ensuring the right level of management engagement#PLAN to WIN tweet Book01" is designed to help new and experienced sales people and sales managers do a better job of territory planning, strategic account planning, and partner management. Further, the methods outlined will enable readers to dramatically improve their sales effectiveness and results. If you are an account manager, the material in this book will enable you to: Create insightful and achievable territory and target account plans Enhance or improve existing plans Develop and deploy winning strategies to penetrate and retain key accounts Improve your time and territory management for maximum returnIf you are a sales manager, this book will help you: Adopt/adapt proven planning tools into current practices Provide better sales coaching to your sales team on planning techniques Better monitor your sales team's leading indicators, wins and losses to respond quickly, and fine-tune your approach Improve sales and marketing alignment Manage change to enhance your team's sales productivity"#PLAN to WIN tweet Book01" is part of the THiNKaha series whose 112-page books contain 140 well-thought-out quotes (tweets/ahas).
Taking Charge Of Distribution Sales
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Author : Gary T. Moore
language : en
Publisher: Natl Assn Wholesale-Distr
Release Date : 2010
Taking Charge Of Distribution Sales written by Gary T. Moore and has been published by Natl Assn Wholesale-Distr this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010 with categories.
Fundraising The Smart Way Website
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Author : Ellen Bristol
language : en
Publisher: John Wiley & Sons
Release Date : 2014-03-24
Fundraising The Smart Way Website written by Ellen Bristol 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 2014-03-24 with Business & Economics categories.
Strategic planning and tactical fundraising can maximize income and minimize costs Fundraising is the lifeblood of the nonprofit, and, successful or otherwise, determines the organization's ability to provide for the group it serves. Every organization attempts to lower overhead while increasing donations, but this often proves to be impossible within existing frameworks. Effective fundraising - increasing donations while engaging more donors and lowering costs - requires a sound strategy that turns major roadblocks into minor hurdles that are easily overcome. It's not about trying harder, it's about working smarter. Fundraising the SMART Way provides the groundwork for a complete revamp of organizational fundraising systems. Author Ellen Bristol applies twenty years of corporate sales experience and eighteen years in fund development consultation to the problem of inefficient fundraising. Bristol turns her extensive sales expertise toward the perspective of "selling" an organization to potential donors, increasing the donor pool, and lowering the cost of fundraising. The book details the questions every nonprofit should be asking to maximize the effectiveness of fundraising efforts, and encourages systematic strategy development by zeroing in on key factors such as: Organizational goals, strengths, and weaknesses Donor actions and motivations Workload management and results QA Opportunity evaluation and organizational action The book outlines clear, concrete, actionable steps that can be immediately implemented to escalate income growth. Effective fundraising is sustainable, consistent, and on-target. It must exceed current need and expand to fill future need. Fundraising the SMART Way represents a true breakthrough in that it lays a foundation for true systemic overhaul, and can be the catalyst for the growth of any nonprofit.
The Dictionary Of Modern Proverbs
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Author :
language : en
Publisher: Yale University Press
Release Date : 2012-05-22
The Dictionary Of Modern Proverbs written by and has been published by Yale University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-05-22 with Reference categories.
Collects more than 1,400 English-language proverbs that arose in the 20th and 21st centuries, organized alphabetically by key words and including information on date of origin, history and meaning.
Selling Big
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Author : Michael Raquet
language : en
Publisher: Bloomsbury Publishing USA
Release Date : 2010-04-09
Selling Big written by Michael Raquet and has been published by Bloomsbury Publishing USA this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-04-09 with Business & Economics categories.
Showcasing the Client Alignment® process, this book details steps for reorienting a company to expertly align plans and activities to the specific goals and objectives of large clients. The best business results are products of a company's successful utilization of a well-planned system. Developed over the course of 24 years of testing and refining, Selling Big: Growing Your Business within Large Companies details just such an approach to creating and growing business within large companies. The Client Alignment® process is a highly specific, entirely proven method for improving business development skills, an approach that is so clear and succinct anyone seeking to successfully develop business with large companies can benefit. The process is organized around the four stages of business development—lead generation, prospect generation, client generation, and loyal client generation—describing in detail the activities needed at each stage. Specifically, the book explains how to plan time effectively, run account teams, and find business opportunities, as well as how to align with the needs and desires of clients from all perspectives including sales, marketing, service, operations, and senior management. The bottom line? The difference between good and great starts right here.