The Sales Value Equation
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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 Value Equation
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Author : Christopher H. Volk
language : en
Publisher: John Wiley & Sons
Release Date : 2022-05-10
The Value Equation written by Christopher H. Volk 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 2022-05-10 with Business & Economics categories.
Discover one of the surest means to create personal wealth by building a profitable business Every now and then, a business book comes along that offers original insights and a fresh perspective. In The Value Equation: A Business Guide to Creating Wealth for Entrepreneurs and Investors, veteran executive, entrepreneur, and investor Chris Volk delivers an engaging, straightforward explanation about how businesses work and provide wealth for entrepreneurs and investors. The author’s signature approach is centered on his award-winning wealth creation formula in a book designed to simplify complex subjects with math no more complicated than what you learned in middle school. Readers will become acquainted with the characteristics of successful business models, together with insights into how leaders can improve their own models in ways that generate personal and collective wealth. The author’s framework presented in The Value Equation is the foundation upon which most of the largest personal fortunes were built. Chris Volk also provides supplemental materials including interactive Excel spreadsheets, illustrations, and sample corporate financial models on a companion website. There is even a link to an award-winning video series created by Volk that served as his inspiration for the book. Full of illustrative case studies that highlight crucial business and finance concepts The Value Equation includes: Explorations of the true value of using OPM (Other People’s Money) and capital stack variations to build and grow your company. Advice on business assembly, growth, mergers, acquisitions, and corporate reengineering, including discussions of valuation multiples, common risks, and capital options. Guidance on how to valuate business models, delivered with help from a variety of stories and case studies. Uniquely, the author also draws on his own background, including the introduction of three successful companies to the public markets, two of which he was instrumental in founding. The Value Equation is an indispensable addition to the libraries of anyone interested in growing wealth and capital through business, whether as a business leader, entrepreneur or investor.
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 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.
Schaum S Quick Guide To Business Formulas 201 Decision Making Tools For Business Finance And Accounting Students
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Author : Jae K. Shim
language : en
Publisher: McGraw Hill Professional
Release Date : 1997-11-22
Schaum S Quick Guide To Business Formulas 201 Decision Making Tools For Business Finance And Accounting Students written by Jae K. Shim 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 1997-11-22 with Study Aids categories.
For quick and authoritative answers to questions on business and financial formulas and tools, this unique book is unequaled! It not only clearly explains all major business and financial formulas, it shows you how to apply them, step by step. Perfect for college and graduate students in business, finance, marketing, operations, management, and accounting, this comprehensive, portable guide gives you quick access to all major financial and business formulas with explanations you can grasp and use in seconds. You get explanations, examples, and demonstrations of formulas for vertical analysis; net-cost method; sales mix analysis; regression statistics; profit margin; sampling formulas; discount cash flow analysis; weighted averages; cost of capital; earnings per share; inventory turnover; and nearly 200 more. This is the handiest tool available for mastering business formulas!
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.
Quantitative Methods For Business
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Author : John Buglear
language : en
Publisher: Routledge
Release Date : 2007-03-30
Quantitative Methods For Business written by John Buglear and has been published by Routledge this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007-03-30 with Business & Economics categories.
Quantitative Methods for Business: The A-Z of QM will enable readers to: *Appreciate the significance of quantitative methods for businesses and the study of business *Understand and apply a wide range of quantitative techniques *Select appropriate quantitative techniques for data analysis, problem solving and decision making *Interpret and communicate the results of quantitative analysis
The Value Equation
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Author : Christopher H. Volk
language : en
Publisher: John Wiley & Sons
Release Date : 2022-05-03
The Value Equation written by Christopher H. Volk 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 2022-05-03 with Business & Economics categories.
Discover one of the surest means to create personal wealth by building a profitable business Every now and then, a business book comes along that offers original insights and a fresh perspective. In The Value Equation: A Business Guide to Creating Wealth for Entrepreneurs and Investors, veteran executive, entrepreneur, and investor Chris Volk delivers an engaging, straightforward explanation about how businesses work and provide wealth for entrepreneurs and investors. The author’s signature approach is centered on his award-winning wealth creation formula in a book designed to simplify complex subjects with math no more complicated than what you learned in middle school. Readers will become acquainted with the characteristics of successful business models, together with insights into how leaders can improve their own models in ways that generate personal and collective wealth. The author’s framework presented in The Value Equation is the foundation upon which most of the largest personal fortunes were built. Chris Volk also provides supplemental materials including interactive Excel spreadsheets, illustrations, and sample corporate financial models on a companion website. There is even a link to an award-winning video series created by Volk that served as his inspiration for the book. Full of illustrative case studies that highlight crucial business and finance concepts The Value Equation includes: Explorations of the true value of using OPM (Other People’s Money) and capital stack variations to build and grow your company. Advice on business assembly, growth, mergers, acquisitions, and corporate reengineering, including discussions of valuation multiples, common risks, and capital options. Guidance on how to valuate business models, delivered with help from a variety of stories and case studies. Uniquely, the author also draws on his own background, including the introduction of three successful companies to the public markets, two of which he was instrumental in founding. The Value Equation is an indispensable addition to the libraries of anyone interested in growing wealth and capital through business, whether as a business leader, entrepreneur or investor.
Solving The Benefits Puzzle
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Author : Jed Simms
language : en
Publisher: Project-Sponsor
Release Date : 2006
Solving The Benefits Puzzle written by Jed Simms and has been published by Project-Sponsor this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006 with Business & Economics categories.
For years organisations have struggled to effectively track and measure the benefits expected from their projects. Management is frustrated at the continuing lack of benefits measurement.But the situation is worse than just poor measurement. Most projects actually leave many of their potential benefits 'on the table' unidentified. They then, inadvertently, lose, destroy or miss many other benefits. Our research has shown that most projects deliver less than half of their potential value. This loss represents billions of dollars a year in lost or missed benefits! Most of this loss goes unmeasured. Traditional approaches to benefits management just haven't worked. They seem workable on paper but, when put to the test, do not effectively identify, quantify, track and measure benefits both during and after the project.The reasons why benefits management has remained a 'lost cause' for so long are numerous, including lack of attention, desires to avoid accountability, confusion, sloppy language and the bad results of previous half-baked attempts.Solving the Benefits Puzzle spells out the problems and the solution. A solution that has already been adopted in numerous organisations with astounding success. The solution is based on the deceptively simple Benefits EquationTM that focuses attention on the five key elements of benefits management and allows all of them to be tracked and measured.
Testing Macroeconometric Models
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Author : Ray C. Fair
language : en
Publisher: Harvard University Press
Release Date : 1994
Testing Macroeconometric Models written by Ray C. Fair and has been published by Harvard University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1994 with Business & Economics categories.
In this book Ray Fair expounds powerful techniques for estimating and analyzing macroeconometric models. He takes advantage of the remarkable decrease in computational costs that has occurred since the early 1980s by implementing such sophisticated techniques as stochastic simulation. Testing Macroeconometric Models also incorporates the assumption of rational expectations in the estimation, solution, and testing of the models. And it presents the latest versions of Fair's models of the economies of the United States and other countries. After estimating and testing the U.S. model, Fair analyzes its properties, including those relevant to economic policymakers: the optimal monetary policy instrument, the effect of a government spending reduction on the government deficit, whether monetary policy is becoming less effective over time, and the sensitivity of policy effects to the assumption of rational expectations. Ray Fair has conducted research on structural macroeconometric models for more than twenty years. With interest increasing in the area, this book will be an essential reference for macroeconomists.