Selling Change
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Selling Change
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Author : Brett Clay
language : en
Publisher: Greenleaf Book Group
Release Date : 2009-12-31
Selling Change written by Brett Clay and has been published by Greenleaf Book Group this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-12-31 with Business & Economics categories.
In an era of globalization and Internet commoditization, salespeople are in danger of becoming irrelevant.In this Darwinian environment, the traditional approach of selling solutions to problems no longer creates profitable differentiation. To survive, salespeople must become agents of change and help customers achieve their goals rather than simply solve their problems. This new, change-centric approach is the next evolution in selling, enabling companies to develop deeper, more profitable customer relationships and to be more agile and adaptive to changing conditions.With twenty years of experience, most recently with Microsoft, Brett Clay has developed a complete toolset for change-centric salespeople, including 101 secrets for growing sales and delivering high value to customers. Readers will understand the five disciplines of change leadership and the secrets of change psychology that will turn them into vital assets for their customers and help them achieve explosive sales growth.
Selling Change
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Author : Robert E Smith
language : en
Publisher: Xlibris Corporation
Release Date : 2018-05-11
Selling Change written by Robert E Smith and has been published by Xlibris Corporation this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-05-11 with Business & Economics categories.
A global auto manufacturer rapidly flattens its leadership team to achieve unprecedented success. A retailer on the ropes financially manages to turn a profit in less than a year. A fast-casual restaurant has multiple cross-country cases of sick patrons, but sales bounce back a year later. How did they do it? By effectively selling the need for change to the people and teams in their organizations. As an agile change leader, you will own multiple disruptive, strategic, and operational challenges on your watch. Will you be able to sell your team on the need for change? Will you be able to generate the levels of buy-in and commitment required to transform your organization across multiple, often misaligned, stakeholder groups? In Selling Change, change leader and former management consultant, Robert E. Smith, PhD, provides a practical and sustainable playbook to tackle one of the most difficult challenges facing leaders today: generating commitment and buy-in to organizational change. Selling Change shows how leaders can prepare for and transition through operational shifts by generating highly engaged commitment to change. The principles of effective commitment and buy-in are distilled into the 2IsC Model (impact, influence, and consistency) that lays out a practical and road-tested process for crafting commitment-focused change communications. Smith outlines approaches leaders must embrace to overcome emotional, behavioral, and mental resistance to change by addressing the questions, Why change?, Why now?, Why you?, and Why your change? Without clear answers to these questions, organizational transformation efforts flounder. Effective change leaders have transformed organizations in a variety of sectors, including healthcare, manufacturing, retail, and technology, redistributing billions of dollars of value. Building on leading research, lessons learned, and proven frameworks, this book gives change leaders everything they need to lead their teams through the journey of creating the next version of their organizations, allowing them to create the future rather than being disrupted by change resistance.
Changing The Game
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Author : Larry Wilson
language : en
Publisher: Simon and Schuster
Release Date : 1988-11-15
Changing The Game written by Larry Wilson 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 1988-11-15 with Business & Economics categories.
Wilson demonstrated how adversarial, confrontational sales tactics no longer work in today's business environment. His sales philosophy is based on a cooperative, creative synergy between salesperson and client.
Selling Change
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Author : Robert E. Smith
language : en
Publisher: Xlibris Corporation
Release Date : 2018-06-16
Selling Change written by Robert E. Smith and has been published by Xlibris Corporation this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-06-16 with Business & Economics categories.
A global auto manufacturer rapidly flattens its leadership team to achieve unprecedented success. A retailer on the ropes financially manages to turn a profit in less than a year. A fast, casual restaurant has multiple cross-country cases of sick patrons, but sales bounce back a year later. How did they do it? By effectively selling the need for change to the people and teams in their organizations. As an agile change leader, you will own multiple disruptive, strategic, and operational challenges on your watch. Will you be able to sell your team on the need for change? Will you be able to generate the levels of buy-in and commitment required to transform your organization across multiple often misaligned stakeholder groups? In Selling Change, change leader and former management consultant Robert E. Smith, PhD, provides a practical and sustainable playbook to tackle one of the most difficult challenges facing leaders today: generating commitment and buy-in to organizational change. Selling Change shows how leaders can prepare for and transition through operational shifts by generating highly engaged commitment to change. The principles of effective commitment and buy-in are distilled into the 2IsC model (impact, influence, and consistency) that lays out a practical and road-tested process for crafting commitment-focused change communications. Smith outlines approaches leaders must embrace to overcome emotional, behavioral, and mental resistance to change by addressing the following questions: Why change? Why now? Why you? Why your change? Without clear answers to these questions, organizational transformation efforts flounder. Effective change leaders have transformed organizations in a variety of sectors including health care, manufacturing, retail, and technology, redistributing billions of dollars of value. Building on leading research, lessons learned, and proven frameworks, this book gives change leaders everything they need to lead their teams through the journey of creating the next version of their organizations, allowing them to create the future rather than being disrupted by change resistance.
Inbound Selling
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Author : Brian Signorelli
language : en
Publisher:
Release Date : 2018
Inbound Selling written by Brian Signorelli and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018 with Customer relations categories.
Selling Social Change Without Selling Out
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Author : Andy Robinson
language : en
Publisher: John Wiley & Sons
Release Date : 2007-06-15
Selling Social Change Without Selling Out written by Andy Robinson 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 2007-06-15 with Business & Economics categories.
In Selling Social Change (Without Selling Out) expert fundraising trainer and consultant Andy Robinson shows nonprofit professionals how to initiate and sustain successful earned income ventures that provide financial security and advance an organization's mission. Step by step, this invaluable resource shows how to organize a team, select a venture, draft a business plan, find start-up funding, and successfully market goods and services. Robinson includes critical information on the tax implications of earned income and the pros and cons of corporate partnerships. The book also addresses when to consider outsourcing, collaborating with competitors, and raising additional funds to expand the business.
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.
Selling Vision The X Xy Y Formula For Driving Results By Selling Change
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Author : Lou Schachter
language : en
Publisher: McGraw Hill Professional
Release Date : 2016-03-11
Selling Vision The X Xy Y Formula For Driving Results By Selling Change written by Lou Schachter 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 2016-03-11 with Business & Economics categories.
A groundbreaking approach to selling in a world demanding change Leaders, sales managers and professionals have found themselves stuck at a crossroads between the past and the future of selling, and they need a roadmap to help them embrace the challenges they face at such a critical juncture. Selling Vision is a step-by-step guide to creating and selling change. By implementing new change management strategies into their unique X→XY→Y selling methodology, the authors: · Propose a new logic for thinking about and executing major sales transformations · Examine these transformations from the customer’s perspective and how their changing buying patterns suggest a particular way of focusing selling activities · Consider the perspective of salespeople and what they can do to sell change to their customers · Look at how sales leaders and managers can change the way their organizations sell products or services · Highlight the pivotal moments that determine the success of major change initiatives Based on their unique X→XY→Y selling methodology, Schachter and Cheatham provide a proven sales strategy to help any sales leader, manager, or professional. For sales leaders, their approach provides a path for transforming the sales organization. For sales managers, it describes how to inspire change in the behavior of salespeople. And for salespeople, it offers a new way of selling that will have a dramatic impact on their performance. For any business executive, Selling Vision provides a faster path to driving change. This book provides immediate actions you can take and experiments you can conduct to find the right direction for future sales efforts at any level of an organization. How you respond to changing sales dynamics will determine your company’s success, that of your customers, and, to a great extent, your own personal career goals and future.
The Ultimate Sales Revolution
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Author : Steve Lishansky
language : en
Publisher: Advantage Media Group
Release Date : 2015-07-21
The Ultimate Sales Revolution written by Steve Lishansky and has been published by Advantage Media Group this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-07-21 with Business & Economics categories.
ACHIEVE the HIGHEST LEVEL of PROFESSIONAL RELATIONSHIP - BECOMING an INDISPENSABLE PARTNER in YOUR CLIENT'S SUCCESS Are you looking for the keys to far more successful sales relationships, and client conversations that don't require manipulation, probing, and closing - yet which produce profoundly more powerful impact and results? The Ultimate Sales Revolution clarifies how to reach the highest level of professional relationship - being an Indispensable Partner in your client's success. You attain this exalted level of trust, respect, and differentiation from your competition by ensuring that every client request and activity delivers meaningful results, builds the strongest and most sustainable client relationship, avoids the 3 Sources of Miscommunication, and delivers massive value and impact. Each of the principles in this book transforms your ability to win business, get paid for your value (not your time, effort, or activity), and earn the access, recognition, respect, and rewards reserved for the most successful sales people and privileged professional services providers. Inside are the keys that promise to significantly advance your professional enjoyment, impact, and most importantly... your results.
Social Selling
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Author : Timothy Hughes
language : en
Publisher: Kogan Page Publishers
Release Date : 2016-07-03
Social Selling written by Timothy Hughes 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 2016-07-03 with Business & Economics categories.
Adopt a clear strategy for social selling, including how to build authority online, gain influence in target communities and engage with decision-makers and changemakers to 'hack' the buying process, with the bestselling book from industry thought-leader Tim Hughes. As the digital landscape continues to change buying habits at both B2B and B2C level, it has become increasingly difficult to reach customers early enough in their decision-making process through traditional sales methods. Developing relationships with decision-makers through social networks has become an increasingly critical skill - enabling sales professionals to engage early on and 'hack' the buying process. Social Selling provides a practical, step-by-step blueprint for harnessing these specific and proven techniques including: -How to use networks purposefully to build social trust and create a high-quality community -How to develop real influence and authority in your subject area and connect with change-makers -How to scale the social selling strategy across an organization including maturity and investment models, risk and governance, and technology platforms Written by Tim Hughes, a thought-leader and renowned practitioner in social selling, and Matt Reynolds, one of the UK's leading technology sociologists, this book is essential reading for sales professionals, digital sales directors and SMEs who want to embrace the power of social selling in their organization.