The Expansion Sale Four Must Win Conversations To Keep And Grow Your Customers
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The Expansion Sale Four Must Win Conversations To Keep And Grow Your Customers
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Author : Erik Peterson
language : en
Publisher: McGraw Hill Professional
Release Date : 2020-02-11
The Expansion Sale Four Must Win Conversations To Keep And Grow Your Customers written by Erik Peterson 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 2020-02-11 with Business & Economics categories.
Proven customer engagement approaches for winning in the most important moments driving profitability and growth—customer retention and expansion Industry analysts report that up 70-80% of business growth comes from existing customers. So why are you still investing mainly in attracting new customers? And, leaving renewals and upsells to chance? Or, worse yet, using a one-size-fits-all approach to acquisition as you do for expansions? The Expansion Sale provides everything you need to seize the competitive edge in the customer-success space. Authors Erik Peterson and Tim Riesterer explain how the buying psychology of existing customers differs from that of new customers, and show how to adapt your commercial engagement strategies accordingly. They provide clear, easy-to-apply messaging frameworks for creating and delivering winning conversations in the four must-win commercial moments of customer success: ensuring renewals, communicating price increases, increasing upsells, and apologizing effectively for service failures.
Conversations That Win The Complex Sale Using Power Messaging To Create More Opportunities Differentiate Your Solutions And Close More Deals
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Author : Erik Peterson
language : en
Publisher: McGraw Hill Professional
Release Date : 2011-04-15
Conversations That Win The Complex Sale Using Power Messaging To Create More Opportunities Differentiate Your Solutions And Close More Deals written by Erik Peterson 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 2011-04-15 with Business & Economics categories.
Win more deals with the perfect sales story! “Power Messaging is a foundational element in our global marketing campaigns and sales training programs. We believe the concepts are core to engaging in customer conversations that are focused on their outcomes and what they want to achieve.” —Karen Quintos, CMO and SVP, Dell Inc. “The concepts outlined in this book are critical skills to building a world-class presales organization.” —Ken Hamel, Senior Vice President, Global Solutions and Presales, SAP “Our new messaging, using the approaches presented in this book, is great and is being widely used by our sales team. We’ve never had a year end sales meeting with content that was met with such widespread acceptance and enthusiasm.” —Jerry D. Cline, Senior Vice President, Retail Sales and Marketing, AmerisourceBergen Drug Company “The best salespeople sit across the table and make change easy for their customer by creating a succinct story and vision for what to change, how to change it, and how it will impact customer results. An enterprise focus on sales messaging, using the concepts in this book, is the hidden secret to driving incremental sales productivity and overwhelming customer success!” —Ken Powell, Vice President, Worldwide Sales Enablement, ADP “The Power Messaging techniques in this book are the foundation of how our marketing team creates our sales messages, as well as the process our field sales teams use for delivering that message in a unique and compelling way. At Kronos our results are a reflection of the power of the tool.” —Aron Ain, CEO, Kronos About the Book: In today’s highly competitive world of complex sales, commoditization of your brand is one of the greatest dangers. You must differentiate yourself from the competition—or you will lose out. And the way to do that is through customer engagement. Rather than sell your own corporate story and brand message, you need to tell customers their story—the one in which they are the heroes and they achieve success. Erik Peterson and Tim Riesterer have been developing and honing their Power Messaging sales technique for more than 20 years, and now they reveal all their secrets in Conversations That Win the Complex Sale. Presenting a catalog of facts or playing 20 questions with prospective customers is the surest way to lose the sale. Peterson and Riesterer provide the tools you need to recraft your message into a compelling story that wins more deals. With Conversations That Win the Complex Sale, you’ll learn how to: Differentiate yourself from the competition by finding your “Value Wedge” Avoid parity in your value propositions by creating “Power Positions” Create a message that can literally double the number of deals you close Spike customer attention and create “Wow” in your conversations Prove all your claims without resorting to lists of boring facts and statistics Your competitors are out there telling their own corporate story—a story customers don’t want to hear. Now is the time to seize the moment. This book is the one and only source you need to reframe your sales story and turn the tables on the competition by fully engaging their would-be customers. Conversations That Win the Complex Sale helps you create and deliver messages that customers care about, giving your brand the clear edge in today’s crowded markets.
The Challenger Customer
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Author : Brent Adamson
language : en
Publisher: Penguin
Release Date : 2015-09-08
The Challenger Customer written by Brent Adamson and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-09-08 with Business & Economics categories.
Four years ago, the bestselling authors of The Challenger Sale overturned decades of conventional wisdom with a bold new approach to sales. Now their latest research reveals something even more surprising: Being a Challenger seller isn’t enough. Your success or failure also depends on who you challenge. Picture your ideal customer: friendly, eager to meet, ready to coach you through the sale and champion your products and services across the organization. It turns out that’s the last person you need. Most marketing and sales teams go after low-hanging fruit: buyers who are eager and have clearly articulated needs. That’s simply human nature; it’s much easier to build a relationship with someone who always makes time for you, engages with your content, and listens attentively. But according to brand-new CEB research—based on data from thousands of B2B marketers, sellers, and buyers around the world—the highest-performing teams focus their time on potential customers who are far more skeptical, far less interested in meeting, and ultimately agnostic as to who wins the deal. How could this be? The authors of The Challenger Customer reveal that high-performing B2B teams grasp something that their average-performing peers don’t: Now that big, complex deals increasingly require consensus among a wide range of players across the organization, the limiting factor is rarely the salesperson’s inability to get an individual stakeholder to agree to a solution. More often it’s that the stakeholders inside the company can’t even agree with one another about what the problem is. It turns out only a very specific type of customer stakeholder has the credibility, persuasive skill, and will to effectively challenge his or her colleagues to pursue anything more ambitious than the status quo. These customers get deals to the finish line far more often than friendlier stakeholders who seem so receptive at first. In other words, Challenger sellers do best when they target Challenger customers. The Challenger Customer unveils research-based tools that will help you distinguish the "Talkers" from the "Mobilizers" in any organization. It also provides a blueprint for finding them, engaging them with disruptive insight, and equipping them to effectively challenge their own organization.
The Three Value Conversations How To Create Elevate And Capture Customer Value At Every Stage Of The Long Lead Sale
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Author : Erik Peterson
language : en
Publisher: McGraw Hill Professional
Release Date : 2015-06-05
The Three Value Conversations How To Create Elevate And Capture Customer Value At Every Stage Of The Long Lead Sale written by Erik Peterson 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 2015-06-05 with Business & Economics categories.
The three conversations B2B sale pros must have with customers to control every step of long lead buying cycle The Three Value Conversations provides the tools and methods you need to differentiate you and your solution from the competition, elevate value to the right decision maker, and maximize all sales opportunities across the entire long lead buying cycle. Based on extensive research, the authors’ program enables salespeople to articulate value in three essential conversations with the customer: the Differentiation Conversation (creating value), the Justification Conversation (elevating the value to the right level of decision maker), and the Maximization Conversation (capturing that value and maximizing the size of your opportunities).
Silver Bullet Selling
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Author : G.A. Bartick
language : en
Publisher: John Wiley & Sons
Release Date : 2008-10-27
Silver Bullet Selling written by G.A. Bartick 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 2008-10-27 with Business & Economics categories.
Based on ten years of extensive research and interviews with thousands of top sales performers in a variety of industries, Silver Bullet Selling reveals the secrets all great sales professionals have in common. It's not what you say that determines your success in sales; it?s how you execute the sales process to create a unique buying experience for customers. This book shows you how to apply the silver bullet selling method to launch your sales through the roof. Read it, and fire away at the competition.
Selling 1 000 000 Per Year In Hvac Home Comfort And Indoor Air Quality Iaq
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Author : Michael Youngs
language : en
Publisher: iUniverse
Release Date : 2005-03
Selling 1 000 000 Per Year In Hvac Home Comfort And Indoor Air Quality Iaq written by Michael Youngs and has been published by iUniverse this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-03 with Business & Economics categories.
WHAT INDUSTRY PROFESSIONALS SAID ABOUT MICHAEL YOUNGS At HVAC COMFORTECH 2004 "The sun was shining on you today" "You don't get rattled" Sharon Roberts, Roberts & Roberts "You have a sense of humor" "You are charming" "He knows how to sell" "He has a pocket full of sales techniques that work, and he knows how to use them" "This was good" Charlie Greer, HVACPROFITBOOSTERS.COM "You brought it" "I'm on board with you" "That was super" Michael Moore, V.P. International Service Leadership Plus many other positive attributes from Ruth King, HVACChannel.TV, Steve Howard, The ACT Group, Inc. and others...
Technology As A Service Playbook
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Author : Thomas Lah
language : en
Publisher: Point B, Incorporated
Release Date : 2016
Technology As A Service Playbook written by Thomas Lah and has been published by Point B, Incorporated this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016 with Business & Economics categories.
Technology-as-a-Service Playbook defines the tactical and strategic plays technology companies must run to build a profitable subscription business. Whether you are a pure-play cloud company or a traditional technology provider making the pivot to the cloud, this book will help guide your decision-making and execution around the "as-a-service" model to put your company on a path to profitable growth. This cloud-driven journey will affect every part of the organization. How offers are designed, built, marketed, sold, and serviced will all need to change. And these transformations are not limited to OEMs--they will also directly impact the vast network of channel partners. After all, it's not just about building recurring revenue, it's about building PROFITABLE recurring revenue. Technology-as-a-Service Playbook is the road map to the next-generation tech business model.
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 Founder S Dilemmas
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Author : Noam Wasserman
language : en
Publisher: Princeton University Press
Release Date : 2013-04
The Founder S Dilemmas written by Noam Wasserman and has been published by Princeton University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-04 with Business & Economics categories.
The Founder's Dilemmas examines how early decisions by entrepreneurs can make or break a startup and its team. Drawing on a decade of research, including quantitative data on almost ten thousand founders as well as inside stories of founders like Evan Williams of Twitter and Tim Westergren of Pandora, Noam Wasserman reveals the common pitfalls founders face and how to avoid them.
How To Sell When Nobody S Buying
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Author : Dave Lakhani
language : en
Publisher: John Wiley & Sons
Release Date : 2009-06-15
How To Sell When Nobody S Buying written by Dave Lakhani 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 2009-06-15 with Business & Economics categories.
The most effective sales strategies for tough economic times Today's selling environment is tough, and only getting tougher. The old tactics are no longer working, and the current economy is only making selling more difficult. You need sales tactics and strategies that work now and fast . . . even when no one wants to buy-and tactics and strategies that will work even better when they do want to buy. How to Sell When Nobody's Buying is a practical, effective guide to selling even in the toughest of times. This book is packed with new information about creating sales opportunities. Most sales strategies taught today are based on outdated information from ten, twenty, even thirty years ago and they simply don't work today. You'll find the tools and information you need to gain confidence, create powerful alliances, profitable social networks, and drive your profits to unprecedented highs. Whether you sell business-to-business or direct to the consumer, whether you sell real estate or retail, this is the sales guide for you. Features effective, simple strategies for selling in tough economic times Offers free or low-cost prospecting tools that bring in customers by the herd Includes case studies from top salespeople that reveal new ways to bring in customers From sales guru Dave Lakhani, author of Persuasion, Subliminal Persuasion, and The Power of an Hour These days, you need all the help you can get to sell effectively. If you want to increase your sales and drive your business forward-no matter what the economy or your industry does-learn How to Sell When Nobody's Buying.