Selling The Cloud A Playbook For Success In Cloud Software And Enterprise Sales
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Selling The Cloud A Playbook For Success In Cloud Software And Enterprise Sales
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Author : Mark Petruzzi
language : en
Publisher:
Release Date : 2023-02-07
Selling The Cloud A Playbook For Success In Cloud Software And Enterprise Sales written by Mark Petruzzi and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-02-07 with Business & Economics categories.
Selling the Cloud: A Playbook for Success in Cloud Software and Enterprise Sales, captures lessons learned from 25+ year veterans of enterprise-level software sales. The book brims with advice from technology sales titans from companies like Salesforce, Oracle, Cisco, Microsoft, IBM, Zoom, SAP, and DocuSign. Each chapter highlights key characteristics that help modern salespeople thrive, including: empathy, authenticity, creativity, and resilience in sales. The fusion of enterprise software product sales, services sales, and executive leadership expertise in this book delivers a unique distillation of proven strategies to grow your career in sales and into executive business leadership. Its insight is a solid reference for anyone involved in growth at a B2B company.
Behind The Cloud
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Author : Marc Benioff
language : en
Publisher: John Wiley & Sons
Release Date : 2009-10-19
Behind The Cloud written by Marc Benioff 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 2009-10-19 with Business & Economics categories.
How did salesforce.com grow from a start up in a rented apartment into the world's fastest growing software company in less than a decade? For the first time, Marc Benioff, the visionary founder, chairman and CEO of salesforce.com, tells how he and his team created and used new business, technology, and philanthropic models tailored to this time of extraordinary change. Showing how salesforce.com not only survived the dotcom implosion of 2001, but went on to define itself as the leader of the cloud computing revolution and spark a $46-billion dollar industry, Benioff's story will help business leaders and entrepreneurs stand out, innovate better, and grow faster in any economic climate. In Behind the Cloud, Benioff shares the strategies that have inspired employees, turned customers into evangelists, leveraged an ecosystem of partners, and allowed innovation to flourish.
Selling The Cloud
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Author : Mark Petruzzi
language : en
Publisher:
Release Date : 2021-01-17
Selling The Cloud written by Mark Petruzzi and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-01-17 with categories.
Mark Petruzzi, an innovator in enterprise and cloud software product and services sales, channel/alliances strategy, and M&A deal advisory, and Paul Melchiorre, a vanguard leader in enterprise software product sales, pioneered the innovative strategies that have made enterprise-level cloud software sales a holy grail of B2B selling. In Selling the Cloud, the pair share the key methods they developed, refined, and applied for the past twenty-five years to become enterprise cloud software sales leaders. These concepts are designed for enterprise cloud software sales leaders and reps, but they are a solid reference for anyone involved in any type of B2B sales. Mark and Paul both came from modest means, attended college as first-generation college graduates, and went on to forge unique paths in software sales leadership. Over 25 years later, the two have been on every side of enterprise software sales and have learned the fundamental principles that set top performers apart. In Selling the Cloud, Mark and Paul share practical lessons and key characteristics needed to succeed in the sales climate of tomorrow: passion, velocity, grit, empathy, authenticity, creativity, resilience, trust, strategic thinking, and technology leverage. Throughout the book you will hear not only from Mark and Paul, but also from well-known titans of software sales from companies like Salesforce, Oracle, Cisco, Microsoft, IBM, Zoom, SAP, and DocuSign. The book brims with strategies individuals and organizations can apply to boost sales performance, help customers succeed, and grow careers and businesses. The fusion of enterprise software service sales, product sales, and executive leadership expertise in this book delivers a unique distillation of proven strategies to thrive in not only software sales but in sales at large. Former #1 Amazon New Release in Sales and Sales Management.
Product Led Growth
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Author : Bush Wes
language : en
Publisher:
Release Date : 2019-05
Product Led Growth written by Bush Wes and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-05 with Business & Economics categories.
"Product-Led Growth is about helping your customers experience the ongoing value your product provides. It is a critical step in successful product design and this book shows you how it's done." - Nir Eyal, Wall Street Journal Bestselling Author of "Hooked"
The Revenue Acceleration Playbook
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Author : Brent Keltner
language : en
Publisher:
Release Date : 2022
The Revenue Acceleration Playbook written by Brent Keltner and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022 with Electronic books categories.
Spin Selling
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Author : Neil Rackham
language : en
Publisher: Taylor & Francis
Release Date : 2020-04-28
Spin Selling written by Neil Rackham and has been published by Taylor & Francis this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-04-28 with Business & Economics categories.
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Hacking Sales
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Author : Max Altschuler
language : en
Publisher: John Wiley & Sons
Release Date : 2016-05-16
Hacking Sales written by Max Altschuler 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 2016-05-16 with Business & Economics categories.
Stay ahead of the sales evolution with a more efficient approach to everything Hacking Sales helps you transform your sales process using the next generation of tools, tactics and strategies. Author Max Altschuler has dedicated his business to helping companies build modern, efficient, high tech sales processes that generate more revenue while using fewer resources. In this book, he shows you the most effective changes you can make, starting today, to evolve your sales and continually raise the bar. You’ll walk through the entire sales process from start to finish, learning critical hacks every step of the way. Find and capture your lowest-hanging fruit at the top of the funnel, build massive lead lists using ICP and TAM, utilize multiple prospecting strategies, perfect your follow-ups, nurture leads, outsource where advantageous, and much more. Build, refine, and enhance your pipeline over time, close deals faster, and use the right tools for the job—this book is your roadmap to fast and efficient revenue growth. Without a reliable process, you’re disjointed, disorganized, and ultimately, underperforming. Whether you’re building a sales process from scratch or looking to become your company’s rock star, this book shows you how to make it happen. Identify your Ideal Customer and your Total Addressable Market Build massive lead lists and properly target your campaigns Learn effective hacks for messaging and social media outreach Overcome customer objections before they happen The economy is evolving, the customer is evolving, and sales itself is evolving. Forty percent of the Fortune 500 from the year 2000 were absent from the Fortune 500 in the year 2015, precisely because they failed to evolve. Today’s sales environment is very much a “keep up or get left behind” paradigm, but you need to do better to excel. Hacking Sales shows you how to get ahead of everyone else with focused effort and the most effective approach to modern sales.
The Customer Success Economy
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Author : Nick Mehta
language : en
Publisher: John Wiley & Sons
Release Date : 2020-04-10
The Customer Success Economy written by Nick Mehta 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 2020-04-10 with Business & Economics categories.
If leaders aren't integrating their digital offerings into a philosophy of Customer Success, they will be defeated in the next decade, because technical excellence and other traditional competitive advantages are becoming too easy to imitate. The Customer Success Economy offers examples and specifics of how companies can transform. It addresses the pains of transforming organizational charts, leadership roles, responsibilities, and strategies so the whole company works together in total service to the customer. Shows leaders how their digital implementations will make them more Amazon-like Helps you deliver recurring revenue Shows you how to embrace customer retention Demonstrates the importance of "churning" less Get that competitive advantage in the most relevant and important arena today—making and cultivating happy customers.
Strategy That Works
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Author : Paul Leinwand
language : en
Publisher:
Release Date : 2016
Strategy That Works written by Paul Leinwand and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016 with Business & Economics categories.
"In a recent survey of executives, two-thirds of the respondents said they didn't think their organization could execute the company's defined strategy. Why is the strategy-execution gap so pervasive? And what can executives do to close it? In Strategy that Works, Paul Leinwand and Cesare Mainardi share their latest research into how the best companies in the world connect strategy to execution. Having the right capabilities in place is essential; but subsequent research by the authors' firm, Strategy&, shows that capabilities alone don't close the gap between what companies aspire to do and what they can actually accomplish. The authors identify, in all, five fundamental principles for connecting strategy and execution, and show how the best companies in the world use these principles to out-execute and out-compete their opponents. They: - Commit to winning by what they do best, instead of chasing multiple opportunities - Focus on and build only those capabilities, instead of benchmarking against competitors - Prune what doesn't matter to invest more in what does - Leverage the culture they have instead of reengineering it - Shape demand instead of constantly reacting to market changes Based on in-depth interviews inside companies that are known for their flawless execution and for redefining the competition in their industries, this book provides executives with the path for connecting strategy to execution"--