Rethinking Sales
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Rethinking Sales
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Author : Marco Giunta
language : en
Publisher: Rethinking Sales
Release Date : 2010-08-17
Rethinking Sales written by Marco Giunta and has been published by Rethinking Sales this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-08-17 with Business & Economics categories.
Building Sales One Relationship At A Time It's no surprise that the world of sale today is more challenging than ever. How, then, can you become that salesperson who stands out among the rest? How can you break through the sales stereotypes and improve client relationships? Salespeople all over the world all have one thing in common - the desire to make money. But also, they want to feel respected and confident in the work that they do. Rethinking Sales opens a new door into the sales arena, and encourages you to understand on a deeper level the entire sales process - from how to make that first impression, to keeping your clients coming back for more. It works for anyone at any stage in their career, and shows how each step of the "sales process" is important in reaching your goal, and ultimately, making the most money that you can. check out RethinkingSales.com and Marcogiunta.com
Rethinking Sales Management
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Author : Beth Rogers
language : en
Publisher: John Wiley & Sons
Release Date : 2011-02-15
Rethinking Sales Management written by Beth Rogers 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 2011-02-15 with Business & Economics categories.
Until recently, sales managers received no specific training for their jobs. However, selling has become more complex with the emergence of regulations and more sophisticated customers. Sales managers need to inspire and achieve sales results by managing teams of professionals and other resources. To do so, they need guidance on dealing with issues that arise in these broader aspects of their role. This concise guide for sales managers is based on a well-known sales management technique called the ‘customer portfolio matrix’. Beth Rogers weaves her version of this throughout, enabling sales managers to see their strategy from the customer’s point of view. Doing so will allow them to set realistic objectives, design new strategies that add real customer value, avoid wasting time on price-oriented customers and deploy resources for maximum results.
Rethinking The Sales Force Redefining Selling To Create And Capture Customer Value
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Author : John DeVincentis
language : en
Publisher: McGraw Hill Professional
Release Date : 1999-02-05
Rethinking The Sales Force Redefining Selling To Create And Capture Customer Value written by John DeVincentis 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 1999-02-05 with Business & Economics categories.
In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.
Get Sales Focused
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Author : Adele Crane
language : en
Publisher: Adele Crane
Release Date : 2006-03-01
Get Sales Focused written by Adele Crane and has been published by Adele Crane this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-03-01 with Business & Economics categories.
The New York Times best selling author Ellen Tanner Marsh says 'You will never need to read a book on this subject again'. An endless number of books have been written on mastering sales techniques and improving a company's bottom line. While many of them contain helpful tips and ideas, few of them delve beyond the how-to's of managing the sales process, and fewer still venture into the inner workings of corporate culture, where the secrets of success-and often failure-lie. In Get Sales Focused: Rethinking and Revolutionising Sales Forces and Sales Results, experienced author, consultant and sales developer Adele Crane sets the bar high for improving sales, embracing change and mastering the business skills necessary for success in the 21st century.'
Moving From Models To Mindsets
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Author : John Reid
language : en
Publisher:
Release Date : 2018
Moving From Models To Mindsets written by John Reid and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018 with Sales force management categories.
Get Sales Focused
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Author : Adele Crane
language : en
Publisher: Sales Focus International Pty Limited
Release Date : 2010
Get Sales Focused written by Adele Crane and has been published by Sales Focus International Pty Limited this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010 with Management categories.
This latest 2010 edition is revised to include new research and international case studies. Since its first publication in 2001, this book has become renowned as the directors handbook for those small to mid-sized companies demanding immediate results for stagnating, distressed or businesses suffering a plateau in sales performance. It provides a catalyst for future prosperity. This is the challenge faced by businesses across the nation and in their overseas offices, particularly post the global financial crisis. The proven methodology within Get Sales Focused has assisted companies achieve sustainable and profitable increases in sales results of well over 42% for client companies in just 90-120 days. These methods are focused on immediate turn-arounds in sales performance. The success of an organization is linked directly to the income it can produce. This outcome hinges on the ability of the Managing Director/President/CEOs to demand performance from sales management through all economic climates. Adele Crane is a renowned sales developer working with an international client base with the trademark of producing major growth in 90-120 days. As Managing Director of Sales Focus International, she has experience in a broad range of industries and organizations in several countries. Drawing on over twenty years experience as a sales and business person and consulting to in excess of five hundred companies internationally, you will benefit from reading a candid and genuine approach to many of the business issues today. Get Sales Focused is presented in a concise format for easy reading and includes anecdotes of real business scenarios, some of which you will relate to and others which you will definitely want to avoid. If you want to change the results your company and sales team produce, then Get Sales Focused is a must read.
Rethinking The Sales Cycle How Superior Sellers Embrace The Buying Cycle To Achieve A Sustainable And Competitive Advantage
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Author : Tim Young
language : en
Publisher: McGraw Hill Professional
Release Date : 2009-12-25
Rethinking The Sales Cycle How Superior Sellers Embrace The Buying Cycle To Achieve A Sustainable And Competitive Advantage written by Tim Young 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 2009-12-25 with Business & Economics categories.
Align your selling methods with their buying habits for a win-win relationship! “The digital age has dramatically changed the selling profession. John Holland and Tim Young will bring you up to date on their new rules for a customer-centric approach.” —Al Ries, bestselling coauthor, War in the Boardroom Since its founding in 2002, CustomerCentric Selling, one of the world’s leading sales training firms, has dramatically changed how selling is viewed—from simply promoting a product to empowering customers to achieve goals or solve problems through the use of offerings. Today, buyers don’t want salespeople telling them what they want or need; they’ve already gone online and informed themselves—which makes the job of selling more difficult than ever. So how do you reestablish the relevance you previously took for granted? How, in the world of Web 2.0, can you develop long-term relationships with customers and maintain your competitive advantage? You must stop focusing squarely on the selling cycle—and pay closer attention to the buying cycle. In other words, learn how customers want to buy and align your selling techniques accordingly. In Rethinking the Sales Cycle, two leaders from CustomerCentric Selling provide the latest research into the buying cycle. They present a step-by-step model that helps you seize market share and hold it by understanding the five stages of the buying cycle. Learn how to: Interpret buying behavior at different stages Assess your competitive position based upon buyer behavior Read the impetus behind a buyer objection Merge your selling process with a buyer’s buying process Take a committee through a buying cycle to maximize the chance of consensus at the end When it comes to the buying cycle, today’s customers want control. You can give it to them when you have a selling strategy aligned with their behavior. It’s the best and perhaps only way to succeed in today’s ultra-competitive world. Rethinking the Sales Cycle gives you unprecedented insight into the mindset, emotions, and behaviors of buyers. Armed with this information, you will find the solutions you need to lead your organization to new heights of success.
Rethinking The Sales Force
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Author : Rackham
language : en
Publisher:
Release Date : 2004-09-01
Rethinking The Sales Force written by Rackham and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2004-09-01 with categories.
Virtual Selling
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Author : Thomas M. Siebel
language : en
Publisher: Simon and Schuster
Release Date : 2002-01-15
Virtual Selling written by Thomas M. Siebel and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002-01-15 with Business & Economics categories.
Known in Silicon Valley as "a salesman's salesman", Thomas Siebel has created Siebel Systems to produce customer-specific brochures and presentations--and even products--on demand. This book demonstrate how Siebel Systems centers on enlarging the role of the sales rep to sales project coordinator. Illustrations.
Surviving In The New Retail Marketplace
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Author : Douglas D. Kelly
language : en
Publisher: Balboa Press
Release Date : 2019-07-23
Surviving In The New Retail Marketplace written by Douglas D. Kelly and has been published by Balboa Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-07-23 with Business & Economics categories.
The retail marketplace has undergone mind-boggling change in the way it functions. Retail businesses are experiencing the biggest shift in their business paradigm in more than 60 years. Online shopping presently accounts for about 70% of all retail sales. Prospects and customers to have more choices than before. The retail marketplace is now consumer oriented. So a new kind of consumer has emerged with a very different way of making buying decisions. Perceptions of companies and their products held by consumers are the only things that matter. Increased sales are only achieved if you understand your prospects’ and customers’ perceptions of both your product and your company. Marketers must realize that these new consumers want to feel engaged with your business on an emotional level. They are not interested in one-off transactions with conventional retailers. Astute marketers create relationships with their customers because human nature tells us that people desire relationships not just transactions. Many things may change, but people will always seek relationships and do business with people and companies they like. This book is about why they like certain businesses and not others. It’s about people as consumers. I can almost guarantee that after reading this book you’ll never see the world the same way again.