Selling Strategically
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Selling Strategically
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Author : Terry Barge
language : en
Publisher: Dagmar Miura
Release Date : 2016-01-10
Selling Strategically written by Terry Barge and has been published by Dagmar Miura this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-01-10 with Business & Economics categories.
In this post-recessionary era, sales professionals in every business-to-business sector must “up their game” significantly in order to create sustainable success for organisations and individuals alike. Selling Strategically: A 21st-Century Playbook provides a proven and practical journey through the pivotal sales “upgrades” necessary to achieve and sustain revenue growth and profitability in a demanding and highly competitive 21st-century business environment. This book provides both the “Why?” and the “How?” of “selling strategically” and tracks why this business-to-business sales methodology plays a key role in delivering sales success for forward-thinking organisations. It introduces the role of the Sales Strategist and delves deeply into the four key attributes that define that role. And to ensure that the book’s key sales principles can be applied immediately, there is a unique, step-by-step Playbook that provides the essential “how to” steps.
The New Strategic Selling
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Author : Robert B. Miller
language : en
Publisher: Hachette UK
Release Date : 2008-11-16
The New Strategic Selling written by Robert B. Miller and has been published by Hachette UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-11-16 with Business & Economics categories.
The Book that Sparked A Selling Revolution In 1985 one book changed sales and marketing forever. Rejecting manipulative tactics and emphasizing "process," Strategic Selling presented the idea of selling as a joint venture and introduced the decade's most influential concept, Win-Win. The response to Win-Win was immediate. And it helped turn the small company that created Strategic Selling, Miller Heiman, into a global leader in sales development with the most prestigious client list and sought-after workshops in the industry. Now Strategic Selling has been updated and revised for a new century of sales success. The New Strategic Selling This new edition of the business classic confronts the rapidly evolving world of business-to-business sales with new real-world examples, new strategies for confronting competition, and a special section featuring the most commonly asked questions from the Miller Heiman workshops. Learn: * How to identify the four real decision makers in every corporate labyrinth * How to prevent sabotage by an internal deal-killer * How to make a senior executive eager to see you * How to avoid closing business that you'll later regret * How to manage a territory to provide steady, not "boom and bust," revenue * How to avoid the single most common error when dealing with the competition.
Strategic Selling
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Author : Robert Bruce Miller
language : en
Publisher: Grand Central Publishing
Release Date : 1985
Strategic Selling written by Robert Bruce Miller and has been published by Grand Central Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 1985 with Selling categories.
Achieving A Strategic Sales Focus
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Author : Kenneth Le Meunier-FitzHugh
language : en
Publisher: Oxford University Press
Release Date : 2016
Achieving A Strategic Sales Focus written by Kenneth Le Meunier-FitzHugh and has been published by Oxford University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016 with Business & Economics categories.
This publication considers how sales organisations are responding to increasing competition, more demanding customers and more complex selling environment, and offers discussions of some of the possible solutions to these challenges.
The New Strategic Selling
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Author : Stephen E. Heiman
language : en
Publisher:
Release Date : 2003
The New Strategic Selling written by Stephen E. Heiman and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2003 with Sales executives categories.
Aligning Strategy And Sales
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Author : Frank V. Cespedes
language : en
Publisher: Harvard Business Press
Release Date : 2014
Aligning Strategy And Sales written by Frank V. Cespedes 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 2014 with Business & Economics categories.
"Most firms face a wide gap between their strategic goals and their sales and other go-to-market efforts. Aligning these activities is - or should be - an important component of competitive advantage for entrepreneurs and established companies. Yet for most, it isn't ... This book is about aligning strategy and go-to-market efforts. It starts by explaining why many sales problems in companies are really strategic alignment issues. It helps managers understand and diagnose both the overt and hidden costs of not aligning strategic goals with sales initiatives, and why getting better at selling typically requires more than a motivational speech, sales force reorganization, new incentives, or a good training seminar. It outlines a process for articulating strategy in ways that people in the field can understand and in ways that help strategy formulators understand the required sales tasks inherent in strategic plans for the enterprise. Given a coherent strategy, the book provides a framework for analyzing and managing the core levers available to firms when they seek to align selling behaviors with sales tasks, and examines each lever. Readers will learn how to synchronize strategy and sales activities across the organization, and get value from improving their firm's performance in the following areas: - How to move from a strategic vision to an integrated selling plan- How to build a sales organization to match strategy- How to create and maintain the optimal infrastructure and processes"--Publisher's description.
Major Account Sales Strategy Pb
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Author : Neil Rackham
language : en
Publisher: McGraw Hill Professional
Release Date : 1989-01-22
Major Account Sales Strategy Pb written by Neil Rackham 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 1989-01-22 with Business & Economics categories.
An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.
New Strategic Selling
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Author : Stephen E. Heiman
language : en
Publisher: Warner Books (NY)
Release Date : 2014-07-02
New Strategic Selling written by Stephen E. Heiman and has been published by Warner Books (NY) this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-07-02 with BUSINESS & ECONOMICS categories.
By eliminating "fickle luck" from the sales process and replacing it with proven, visible, repeatable skills, this book offers a sure-fire method for making the sale every time. This expanded edition features the basic tenets from the first book, plus a valuable array of new features.
Premeditated Selling
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Author : Steve Gielda
language : en
Publisher: Association for Talent Development
Release Date : 2012-09-25
Premeditated Selling written by Steve Gielda and has been published by Association for Talent Development this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-09-25 with Business & Economics categories.
Winning a sale doesn’t happen by accident. Selling requires thoughtful preparation and flawless execution. Because no two sales opportunities are exactly the same, a seller must develop a sales strategy for each opportunity that’s as unique as the opportunity itself. Premeditated Selling: Developing the Right Strategy for Every Opportunity provides a scalable five-step process and tools for managing complex sales. The authors also explore strategic elements that exist in every major sales opportunity and use case studies to show best (and worst) practices in action. The end result is a book that gives readers a solid foundation for developing effective opportunity strategies.
Strategic Selling
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Author : Robert B. Miller
language : en
Publisher: Warner Books (NY)
Release Date : 1988-02-01
Strategic Selling written by Robert B. Miller and has been published by Warner Books (NY) this book supported file pdf, txt, epub, kindle and other format this book has been release on 1988-02-01 with Selling categories.