The Sales Strategist
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The Sales Strategist
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Author : Peter Holland
language : en
Publisher:
Release Date : 2017-05-22
The Sales Strategist written by Peter Holland and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-05-22 with categories.
The Sales Strategist reveals why many strategies fail to be implemented successfully, and the faulty assumptions senior management make when attempting to develop top sales performance. The challenges and pitfalls to avoid and the steps you need to take now to dramatically transform your organisation, your team and your results. Too often great sales people get the promotion to manager with disastrous results for everyone concerned. Often, due to a fundamental misunderstanding that sales and sales management are two very different skills. This is a complex role that requires investment and development but one that too often is neglected. I believe globally there are hundreds of thousands of high-potential sales managers who despite being highly motivated to succeed are nevertheless struggling to survive. They are ready and willing to do the right thing. What they lack is help and advice on what to do. Smart companies and management are recognising this fact and investing in developing their sales managers, a key element in maximising top sales performance. The goal of this book is to provoke sales leaders to re-examine old logic and common wisdom about how top sales performance is developed and achieved. And to ask the tough questions...
Sales Growth
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Author : McKinsey & Company Inc.
language : en
Publisher: John Wiley & Sons
Release Date : 2016-04-08
Sales Growth written by McKinsey & Company Inc. 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 2016-04-08 with Business & Economics categories.
The challenges facing today's sales executives and their organizations continue to grow, but so do the expectations that they will find ways to overcome them and drive consistent sales growth. There are no simple solutions to this situation, but in this thoroughly updated Second Edition of Sales Growth, experts from McKinsey & Company build on their practical blueprint for achieving this goal and explore what world-class sales executives are doing right now to find growth and capture it—as well as how they are creating the capabilities to keep growing in the future. Based on discussions with more than 200 of today's most successful global sales leaders from a wide array of organizations and industries, Sales Growth puts the experiences of these professionals in perspective and offers real-life examples of how they've overcome the challenges encountered in the quest for growth. The book, broken down into five overarching strategies for successful sales growth, shares valuable lessons on everything from how to beat the competition by looking forward, to turning deep insights into simple messages for the front line. Page by page, you'll learn how sales executives are digging deeper than ever to find untapped growth, maximizing emerging markets opportunities, and powering growth through digital sales. You'll also discover what it takes to find big growth in big data, develop the right "sales DNA" in your organization, and improve channel performance. Three new chapters look at why presales deserve more attention, how to get the most out of marketing, and how technology and outsourcing could entirely reshape the sales function. Twenty new standalone interviews have been added to those from the first edition, so there are now in-depth insights from sales leaders at Adidas, Alcoa, Allianz, American Express, BMW, Cargill, Caterpillar, Cisco, Coca-Cola Enterprises, Deutsche Bank, EMC, Essent, Google, Grainger, Hewlett Packard Enterprise, Intesa Sanpaolo, Itaú Unibanco, Lattice Engines, Mars, Merck, Nissan, P&G, Pioneer Hi-Bred, Salesforce, Samsung, Schneider Electric, Siemens, SWIFT, UPS, VimpelCom, Vodafone, and Würth. Their stories, as well as numerous case studies, touch on some of the most essential elements of sales, from adapting channels to meet changing customer needs to optimizing sales operations and technology, developing sales talent and capabilities, and effectively leading the way to sales growth. Engaging and informative, this timely book details proven approaches to tangible top-line growth and an improved bottom line. Created specifically for sales executives, it will put you in a better position to drive sales growth in today's competitive market.
Hope Is Not A Strategy
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Author : Rick Page
language : en
Publisher: Nautilus Press (GA)
Release Date : 2002
Hope Is Not A Strategy written by Rick Page and has been published by Nautilus Press (GA) this book supported file pdf, txt, epub, kindle and other format this book has been release on 2002 with Electronic books categories.
Part common sense, part compendium of best-kept secrets from the world's best salespeople, this book presents a simple, six-step process for winning sales opportunities by: Linking solutions to a prospect's business pain - For great value. Qualifying the prospect - For forecasting accuracy. Building competitive preference - By differentiating your solution. Determining the decision-making process - For driving strategy. Selling to power - By finding the key to buyer politics. Communicating the strategic plan - For effective team selling. Page's methodology lets everyone speak the same language for fast, winning results no matter how complex the deal. No matter how many people are involved in the buying decision. No matter how rapidly the competitive landscape shifts.
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.
The main aim of this book is to consider how the sales function informs business strategy. Although there are a number of books available that address how to manage the sales team tactically, this text addresses how sales can help organizations to become more customer oriented. Many organizations are facing escalating costs and a growth in customer power, which makes it necessary to allocate resources more strategically. The sales function can provide critical customer and market knowledge to help inform both innovation and marketing. Sales are responsible for building customer knowledge, networking both internally and externally to help create additional customer value, as well as the more traditional role of managing customer relationships and selling. The text considers how sales organizations are responding to increasing competition, more demanding customers and a more complex selling environment. We identify many of the challenges facing organisations today and offers discussions of some of the possible solutions. This book considers the changing nature of sales and how activities can be aligned within the organization, as well as marketing sensing, creating customer focus and the role of sales leadership. The text will include illustrations (short case studies) provided by a range of successful organizations operating in a number of industries. Sales and senior management play an important role in ensuring that the sales teams' activities are aligned to business strategy and in creating an environment to allow salespeople to be more successful in developing new business opportunities and building long-term profitable business relationships. One of the objectives of this book is to consider how conventional thinking has changed in the last five years and integrate it with examples from sales practice to provide a more complete picture of the role of sales within the modern organization.
Sales Strategy For Business Growth
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Author : Julian Clay
language : en
Publisher: Thorogood Publishing
Release Date : 2013-06
Sales Strategy For Business Growth written by Julian Clay and has been published by Thorogood Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013-06 with Sales management categories.
This book is designed to help business owners construct and implement their sales strategy. Understanding how a sales team operates within a changing environment and having a proactive approach will have a big impact on a company's future success.
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.
Sales Differentiation
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Author : Lee B. Salz
language : en
Publisher: Amacom
Release Date : 2021-12-14
Sales Differentiation written by Lee B. Salz and has been published by Amacom this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-12-14 with categories.
"If we don't drop our price, we will lose the deal." That's the desperate cry sales management executives are accustomed to hearing from their salespeople. While the easy answer is to drop the price, the company sacrifices margin---oftentimes unnecessarily
Elite Sales Strategies
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Author : Anthony Iannarino
language : en
Publisher: John Wiley & Sons
Release Date : 2022-04-11
Elite Sales Strategies written by Anthony Iannarino 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 2022-04-11 with Business & Economics categories.
Accelerate your sales career with this how-to book from an expert in sales In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise. As Iannarino himself notes, this technique speaks to an ethical obligation towards your client, combining ethics and tactics to help place you in a position where your strengths can be fully utilized. This guidebook suggests putting yourself in a “one-up” position, where you, as the salesperson, come to a client in a position of authority and strength, where you yourself are qualified to offer nuanced and helpful advice to companies that have put themselves in a “one-down” position, whether that be by bad decision-making, poor understanding of the marketplace, or bad luck. At its heart, this book suggests you find the advantages that you can provide that will, in turn, help your client become “one-up” themselves in their own field and ensure they achieve the better results they need. In addition, Elite Sales Strategies provides readers with: A step-by-step approach for how to become “one-up” yourself and what you provide to your clients A healthy analysis of what makes a person or a company “one-down” and tips on how to course correct Strategies, tactics, and talk tracks that will provide you with what you need to become “one-up” Terminology and vocabulary so that you can approach your client with tact and decorum while still addressing the weaknesses of their system As a successful international speaker, author, and sales leader, Anthony Iannarino brings a unique set of skills to bear in this book. Iannarino's tried-and-true methodology is an ideal resource for sales professionals in all fields, as well as for executives and managers looking to improve their sales success and position within the business world.
Agile Selling
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Author : Jill Konrath
language : en
Publisher: Penguin
Release Date : 2014-05-29
Agile Selling written by Jill Konrath and has been published by Penguin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-05-29 with Business & Economics categories.
Sales expert Jill Konrath offers powerful strategies for sales proficiency in ever-changing situations. When sales people are promoted, change jobs, or face new business environments, they inevitably need to learn new skills quickly. This rapid change is often overwhelming, and sellers face an intense pressure from their bosses to deliver immediate results. Their livelihoods are totally dependent on their ability to get up to speed quickly. Sales guru Jill Konrath offers both new and experienced salespeople a plan for rapidly absorbing new information and mastering new skills by becoming agile sellers. Readers will learn the mindsets, learning strategies and habits that they can use in crazy-busy times to start strong and stay nimble. From time management tools to personal motivation, creativity, and gamification strategies, Konrath teaches sellers how to get more done in less time, regardless of the environment. To succeed in today's sales world, having go-to systems for rapid information and skill acquisition isn't only useful, but absolutely required. Konrath focuses on the meta-skills that will get sellers to high levels of sales and proficiency - and ultimately mastery - much faster than their usual methods. Readers who loved the no-nonsense advice in SNAP Selling and Selling to Big Companies will find Agile Selling equally valuable.
The Sales Strategist
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Author : Warren Kurzrock
language : en
Publisher: Irwin Professional Pub
Release Date : 1996
The Sales Strategist written by Warren Kurzrock and has been published by Irwin Professional Pub this book supported file pdf, txt, epub, kindle and other format this book has been release on 1996 with Business & Economics categories.
The Sales Strategist is not just about selling, it's about strategy--carefully conceived, long-term strategies that generate results. The book is a hard-hitting, hands-on tool for salespeople in all industries as it examines powerful and effective sales strategies: detailing goals, action steps, resources needed, timetables and contingencies.