The Sales Leader S Problem Solver
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The Sales Leader S Problem Solver
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Author : Suzanne Paling
language : en
Publisher: Red Wheel/Weiser
Release Date : 2016-11-21
The Sales Leader S Problem Solver written by Suzanne Paling and has been published by Red Wheel/Weiser this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-11-21 with Business & Economics categories.
This is the book every sales manager wishes they had—before they accepted the job. The advice within acts as a 24/7 coach for beleaguered sales leaders dealing with perplexing dilemmas. Sales leaders (managers, directors, and vice presidents) advocate for and often succeed in getting sales training for their reps, but when they request sales management training for themselves, the answer is often no. This lack of formal instruction lowers their chances of success. Drawn from the author’s experiences as a sales manager, sales management consultant, and coach, The Sales Leader’s Problem Solver offers guidance on solving common but difficult issues with the salesperson who: Sells inconsistently. Cheats on sales contests. Doesn’t enter data in the CRM. Calls only on the largest or easiest clients. Won’t prospect for new business. By providing a consistent format to follow, Suzanne Paling will help any sales leader level-headedly deal with any challenge by: Clarifying the issue. Creating a plan. Presenting a solution to executives. Discussing the issue with the rep(s) in question.The Sales Leader’s Problem Solver is a powerful tool that will help new and experienced sales managers lead their teams and develop their reputations as fair, effective, no-nonsense problem solvers.
The Sales Leaders Problem Solver
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Author :
language : en
Publisher:
Release Date : 2018
The Sales Leaders Problem Solver written by and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018 with Sales force management categories.
Sales Leadership
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Author : Keith Rosen
language : en
Publisher: John Wiley & Sons
Release Date : 2018-09-12
Sales Leadership written by Keith Rosen 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 2018-09-12 with Business & Economics categories.
"Coaching is the universal language of learning, development, and change." Imagine a workplace without fear, stress, or worry. Instead, you're acknowledged as a valued, contributing team player who doesn't sacrifice priorities, values, happiness, or your life for your job. Sound ludicrous? Consider this is a reality in many thriving organizations. Most leadership books don't apply to sales leadership. Sales leaders are uniquely and indispensably special and need to be coached in a way that's aligned with their role, core competencies, and individuality to achieve their personal goals and company objectives. What if you can successfully coach anyone in 15, 5, or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach." Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do others' work, create dependency, and nourish the seed of mediocrity. Great business leaders shift from doing people's jobs to developing them by learning the language of leadership coaching. In its powerful simplicity, Sales Leadership delivers a chronological path to develop a thriving coaching culture and coaching leaders who develop top performing teams and sales champions. Using Keith's intuitive LEADS Coaching FrameworkTM, the coaching talk tracks for critical conversations, and his Enrollment strategy to create loyal, unified teams, you will inspire immediate change. Now, coaching is easily woven into your daily conversations and rhythm of business so that it becomes a natural, healthy habit. In his award-winning book, Coaching Salespeople Into Sales Champions, Keith was the first Master Certified Coach to share his personal coaching playbook that is now the standard for coaching excellence. Ten years later, and one million miles traveled, he reveals the evolution of sales leadership and coaching mastery through his experiences working with Fortune 5000 companies and small businesses worldwide. In the first book ever titled Sales Leadership, you'll master the ability to: Ask more questions, give less advice, and build trust and accountability to rely on people to do their job. Reduce your workload and save 20 hours a week on unproductive and wasteful activities. Shatter the toxic myths around coaching to eliminate generational gaps and departmental silos. Achieve business objectives, boost sales faster, and retain more customers. Create buy-in around strategic change and improve daily performance metrics. Assess company readiness and ensure implementation of a successful and sustainable coaching initiative and create a healthy, happy workplace. "People create the mindset, mindset shapes behavior, behavior defines culture, and ultimately, culture determines success. That's why the primary business objective is: To Make Your People More Valuable."
Building A Successful Selling Organization
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Author : Art Wilson
language : en
Publisher: iUniverse
Release Date : 2005-08
Building A Successful Selling Organization written by Art Wilson and has been published by iUniverse this book supported file pdf, txt, epub, kindle and other format this book has been release on 2005-08 with Business & Economics categories.
A how-to primer for sales leaders, from the CEO to account team managers, at mid-sized to large companies.
The Unstoppable Sales Team
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Author : Shawn Casemore
language : en
Publisher: CRC Press
Release Date : 2023-08-02
The Unstoppable Sales Team written by Shawn Casemore and has been published by CRC Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2023-08-02 with Business & Economics categories.
Why are companies like Salesforce, Whirlpool, and Cintas repeatedly recognized for their top sales performance? What are they doing that sets them apart from their competition, allowing them to increase sales revenue year over year? It’s not a result of their ability to master online sales funnels or introduce software that automates their sales process. Instead, these companies dominate in their markets because they continually elevate their sales team’s performance to the level of being unstoppable. This book is written for sales executives, sales leaders, and sales managers. If you lead a sales team and want to accelerate their performance without being forced to invest in new technology, hire more employees or completely restructure your existing sales team, then this book is for you. The Unstoppable Sales Team contains the lessons learned, best practices and observations applied through the author’s work with sales teams globally. Building on his popular book The Unstoppable Sales Machine, the author shares the best strategies for building a high-performing sales team that outsells and outperforms their competition.
You Can Always Sell More
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Author : Jim Pancero
language : en
Publisher: John Wiley & Sons
Release Date : 2006-04-20
You Can Always Sell More written by Jim Pancero 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 2006-04-20 with Business & Economics categories.
The sales manager's step-by-step guide to better team performance As an experienced sales manager, how do you improve your team's performance? Which selling skills, developed to their fullest potential, have the greatest impact on revenues and profitability? You Can Always Sell More will guide you through a proven step-by-step system for evaluating, training, and coaching your sales force. It will help you establish a simple and effective evaluation and improvement planning process for even your most successful salespeople. Proven in a wide array of industries, this will also show you how to improve your ability to coach and lead a team of sales professionals. Jim Pancero (Eden Prairie, MN) is the founder of one of the country's most advanced sales and sales management training and consulting firms. He has conducted training sessions for over 200,000 experienced corporate sales-team members, association attendees, and graduate-level university students.
Slice
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Author : Vinit Shah
language : en
Publisher: Panoma Press
Release Date : 2019-06-14
Slice written by Vinit Shah and has been published by Panoma Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-06-14 with Business & Economics categories.
Sales leaders must balance many activities and personalities, develop a strategic vision and culture and encourage their team to grow and improve for long-term success. This fascinating book encourages and teaches aspiring sales managers to understand themselves and their team so they can handle challenging situations and achieve higher levels of success. Find the root cause of interpersonal and performance issues Appreciate your own values and those of your sales team Discover your growth potential to become a better leader
The Qualified Sales Leader
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Author : John McMahon
language : en
Publisher: John McMahon
Release Date : 2021-04-22
The Qualified Sales Leader written by John McMahon and has been published by John McMahon this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-04-22 with Business & Economics categories.
The learnings in The Qualified Sales Leader will help you and your sales team sell more, make more money and grow your career in enterprise sales. Luca Lazzaron-CRO Sprinklr Almost monthly someone asks me, “When are you going to write a book”. When I ask, “Why?”, people tell me, “Because no one has written a sales leadership book with practical, solutions to real life issues in enterprise SaaS sales forces”, Why: 62% of sales reps fail, not because they couldn’t sell but because they were assigned the wrong accounts. Sales leaders don’t align skillsets to account complexity. Sales rep attrition at most SaaS companies is over 20% Sales leaders can’t recruit A players Sales Leaders don’t coach their reps on deal advancement issues Most sales leaders are “glorified scorekeepers” Most sales leader don’t motivate their sales team They’re focused on deals, not rep competency Sales forecasts are inaccurate because most reps game the CRM system. Sales team leaders lack qualification of sales stage exit criteria Many salesforces only win 50% of their proof of concepts They can’t frame a winning POC Criteria 8 of 10 executive buyers say the sales meetings they take are a waste of time. Sales reps lack the ability to sell business value. 42% of reps in enterprise sales say one of the top 3 biggest challenges is to establish urgency. Reps don’t quantify critical business pain to create a buying influence. Reps can’t find high-level business champions, only low-level coaches They can’t find pain above the noise. Many reps find pain but can’t attract a champion They’re selfishly focused on closing a sale instead of earning trust. Most reps say they feel out of control during the sales process. Reps can’t find a champion to help them control the process. 50% of reps say they can’t overcome price objections while companies struggle to increase the average deal size. Most sales reps are vending, not selling. Their reps aren’t immersed in the customer conversation. The reps are “thinking”, not “knowing” the key elements of the customer use case Top sales leaders will find the answers to these issues and more in The Qualified Sales Leader
Leadership
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Author : Peter G. Northouse
language : en
Publisher: SAGE Publications
Release Date : 2018-02-09
Leadership written by Peter G. Northouse and has been published by SAGE Publications this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-02-09 with Business & Economics categories.
Now with an all-new chapter on Followership! Adopted at more than 1600 institutions in 89 countries and translated into 13 different languages, this market-leading text successfully combines an academically robust account of the major theories and models of leadership with an accessible style and special emphasis on how leadership theory can inform leadership practice. Peter G. Northouse uses a consistent structure for each chapter, allowing students to easily compare and contrast the various theories. Case studies and questionnaires provide students with practical examples and opportunities to deepen their personal understanding of their own leadership style. Leadership: Theory and Practice, Eighth Edition provides readers with a user-friendly account of a wide range of leadership research in a clear, concise, and interesting manner. Free Poster: 6 Emerging Leadership Approaches A Complete Teaching & Learning Package Interactive eBook with Interactive Leadership Assessments Includes access to Interactive Leadership Assessments, SAGE Premium Video, multimedia tools, and much more! Save when you bundle the Interactive eBook with the new edition. Order using bundle ISBN: 978-1-5443-2644-3. Learn more. SAGE Premium Video featuring Peter Northouse Included in the Interactive eBook! SAGE Premium Video tools and resources boost comprehension and bolster analysis. Learn more. SAGE coursepacks FREE! Easily import our quality instructor and student resource content into your school’s learning management system (LMS) and save time. Learn more. SAGE edge FREE online resources for students that make learning easier. See how your students benefit. Bundle with Introduction to Leadership: Concepts and Practice, Fourth Edition and save! Bundle ISBN: 978-1-5443-3017-4
Dealstorming
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Author : Tim Sanders
language : en
Publisher: Penguin
Release Date : 2016-02-23
Dealstorming written by Tim Sanders and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2016-02-23 with Business & Economics categories.
Sales genius is a team sport. As a B2B sales leader, you know that by Murphy’s Law, despite your team's best efforts, some deals will inevitably get stuck or key relationships will go sour. And too often, it's the most important ones—the last thing you need when millions of dollars are on the line. "Dealstorming" is Tim Sanders’s term for a structured, scalable, repeatable process that can break through any sales deadlock. He calls it “a Swiss Army knife for today’s toughest sales challenges.” It fixes the broken parts of the brainstorming process and reinvigorates account management for today's increasingly complicated sales environment. Dealstorming drives sales innovation by combining the wisdom and creativity of everyone who has a stake in the sale. You may think you are applying teamwork to your challenges, but don't be so sure. There's a good chance you're operating inside a sales silo, not building a truly collaborative team across your whole company. The more disciplines you bring into the process, the more unlikely (but effective!) solutions the team can come up with. Sanders explains his seven-step Dealstorming process and shows how it has helped drive results for companies as diverse as Yahoo!, CareerBuilder, Regus, and Condé Nast. You'll learn how to get the right team on board for a new dealstorm, relative to the size of the sales opportunity and its degree of difficulty. The key is adding people from non-sales areas of your company, making them collaborators early in the process. That will help them own the execution and delivery after the deal is done. The book includes real world examples from major companies like Oracle and Skillsoft, along with problem finding exercises, innovation templates, and implementation strategies you can apply to your unique situation. It's based on Sanders' many years as a sales executive and consultant, personally leading dozens of sales collaboration projects. It also features the results of interviews with nearly two hundred B2B sales leaders at companies such as LinkedIn, Altera and Novell. The strategies laid out in Dealstorming have led to a stunning 70% average closing ratio for teams across all major industries, leading to game-changing deals and long-term B2B relationships. Now you can learn how to make dealstorming work for you.