The Equation Of Sales
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The Equation Of Sales
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Author : Tim Gibbons
language : en
Publisher: ShieldCrest Publishing
Release Date : 2021-05-24
The Equation Of Sales written by Tim Gibbons and has been published by ShieldCrest Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-05-24 with Business & Economics categories.
A practical guide to selling technology The Equation of Sales is the distillation of more than 20 years of sales experience into practical tools for people selling technology. Trust x Needs x Value = Successful Selling Trust, needs and value are the three things that a sales person must establish with any buyer, whether they are selling shoes or aeroplanes. People buy from people that they trust; people buy something that they need and they buy something that they perceive as valuable. If the sales person cannot establish all three, generally in that order, then they will struggle to sell. This book will help you to understand how to establish that trust, how to identify those needs and how to demonstrate value to your customer. As a result, you will make more sales and make more commission! The book is mainly aimed at people starting their careers in technology sales. It provides the basic tools to decide which customers to try to sell to, how to find out what they might need and how to persuade them that your solution is the most effective one. For people who have been working in sales for a number of years, the book provides great tips and hints and refreshes your knowledge about these things. It is not the only sales book you will ever need but it should be the first sales book that you need. It provides the foundation for further training and development. To help with that, it includes a workbook featuring an example product and sales person plus worksheets for you to complete so that you can immediately apply what you have read to your own product.
The Sales Value Equation
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Author : Archie Kelly
language : en
Publisher: Palmetto Publishing Group
Release Date : 2019-05-03
The Sales Value Equation written by Archie Kelly and has been published by Palmetto Publishing Group this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-05-03 with categories.
The Cap Equation
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Author : Joe Buzzello
language : en
Publisher:
Release Date : 2015-02-16
The Cap Equation written by Joe Buzzello and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-02-16 with categories.
The Human Sales Factor
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Author : Lance Tyson
language : en
Publisher: Morgan James Publishing
Release Date : 2022-02-08
The Human Sales Factor written by Lance Tyson and has been published by Morgan James Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2022-02-08 with Business & Economics categories.
There’s a science to getting others to buy from you—a secret only the best salespeople, business leaders, entrepreneurs, and thought leaders in the world know: selling, at its core, isn’t really about moving a product or service. It’s about moving people. Having spent nearly three decades meticulously examining the skillsets required for connecting with others—through the training and coaching of thousands of sales leaders and their teams for some of the biggest brands in the world—bestselling author Lance Tyson has mastered the powers of persuasion and influence, while decoding the intricacies of why people buy from others. Whether you’re a seasoned professional or an entrepreneur trying to pitch the next great idea—or maybe you just want to get better at getting what you want—The Human Sales Factor: The Human-to-Human Equation for Connecting, Persuading, and Closing the Deal is for you. This book is a peek under the hood of Lance’s proven, predictable, scalable process. It’s designed for sales leaders and their teams, yet is still approachable and applicable for the person who just wants to open doors and increase the chances of getting anything they want or need. Connecting and persuading are no longer soft skills. They are fundamental skills that can help you attract investors, sell products, build brands, inspire teams, and trigger movements. Despite all the processes, lingo, methodologies, and corporate rhetoric, sales—no matter the industry—has never truly been B2B or B2C. It always has and always will be done Human-to-Human.
The Sales Acceleration Formula
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Author : Mark Roberge
language : en
Publisher: John Wiley & Sons
Release Date : 2015-02-24
The Sales Acceleration Formula written by Mark Roberge 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 2015-02-24 with Business & Economics categories.
Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.
A Simultaneous Equation Regression Study Of The Sales Effects Of Advertising
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Author : Jack Allen Bell
language : en
Publisher:
Release Date : 1972
A Simultaneous Equation Regression Study Of The Sales Effects Of Advertising written by Jack Allen Bell and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1972 with Advertising categories.
Sales Funnel Mastery
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Author : Fredrick Martins
language : en
Publisher: Independently Published
Release Date : 2021-03-19
Sales Funnel Mastery written by Fredrick Martins and has been published by Independently Published this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-03-19 with categories.
Personal Selling Strategies For Consultants And Professionals
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Author : Richard K. Carlson
language : en
Publisher: Wiley
Release Date : 1993-08-26
Personal Selling Strategies For Consultants And Professionals written by Richard K. Carlson and has been published by Wiley this book supported file pdf, txt, epub, kindle and other format this book has been release on 1993-08-26 with Business & Economics categories.
A unique presentation of tactics and techniques for selling consulting services to prospective clients. Offers a two-track approach: responding to a prospective client's request for proposal and identifying opportunities to sell to prospective clients. Explores three key issues critical to selling process activities—the ``Perfect'' Sales Equation, client relationships and hierarchy of sales communication media. Packed with models and strategies.
Spin Selling
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Author : Neil Rackham
language : en
Publisher: Routledge
Release Date : 2020-04-28
Spin Selling written by Neil Rackham and has been published by Routledge 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.
Simultaneous Equation Regression Analysis Of Sales And Advertising
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Author : Frank Myron Bass
language : en
Publisher:
Release Date : 1968
Simultaneous Equation Regression Analysis Of Sales And Advertising written by Frank Myron Bass and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1968 with Advertising categories.