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The Six Pillars Of Sales Excellence

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The Six Pillars Of Sales Excellence

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Author : Robert J Ciranna
language : en
Publisher: Independently Published
Release Date : 2024-06-07

The Six Pillars Of Sales Excellence written by Robert J Ciranna and has been published by Independently Published this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-06-07 with Business & Economics categories.

World-Class Sales Organizations outperform all others in profit and market share growth by applying Sales Excellence. The Miller Heiman Group estimates less than 5% of sales organizations fall into this exclusive group. WCSOs consistently exceed sales goals by focusing on the continuous improvement of the many sales processes and proficiencies crucial to achieving exceptional results. Less adept sales organizations narrowly and sporadically focus their sales training exclusively on the selling process at the customer interface, which is only the tip of the iceberg. WCSOs focus their training on improving the other essential internal processes and proficiencies, or in other words, the 90% of the iceberg that lies below the surface. This book delves into the essential internal processes and proficiencies within The Six Pillars of Sales Excellence: Planning, People, Processes, Self-Assessment, Improvement, and Profit. Unlike traditional sales books which focus on theory, this book goes beyond theory and is an actionable playbook to help you achieve exceptional results. It provides sales organizations or individuals a concise, step-by-step guide to easily implement WCSO's best-in-class practices enabling them to consistently exceed their sales goals and reap the benefits. Robert Ciranna has spent 35 years studying Sales Excellence/Sales Effectiveness. He has held various global sales leadership roles at Fortune 500 companies including Sherwin-Williams, Akzo Nobel, Parker, and Henkel, along with engineering roles at Ford Motor Co. He holds degrees from the University of Michigan and Miami of Ohio. In addition, he has executive development training in Sales Excellence from the Stephen M. Ross School of Business at the University of Michigan and the Eli Broad College of Business at Michigan State University. Sales Excellence can sometimes also be referred to as Sales Effectiveness or Sales Enablement.

The Critical Pillars Of Sales Excellence How To Prospect Sell And Win Customers

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Author : Ferdinand M. Ibezim
language : en
Publisher:
Release Date : 2019-08-21

The Critical Pillars Of Sales Excellence How To Prospect Sell And Win Customers written by Ferdinand M. Ibezim and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-08-21 with Business & Economics categories.

Selling Rests On Seven Critical Pillars: Pillar One: Develop your competence by acquiring sufficient knowledge about your products and services, understand your target market, have sufficient information about your competitors, and master your marketing and sales strategy.Pillar Two: Identify, target and gain access to those who need and want your products and services; will derive value from your products and services; and who have the capacity and authority to acquire them. Make sufficient contacts, secure enough referrals and introductions.Pillar Three: Make presentations to the prospects by communicating the features, benefits, value proposition and competitive advantages of your products and services. This pillar also involves dealing with the objections and concerns of prospects.Pillar Four: Follow up and reinforce your value proposition; until you win the customer.Pillar Six: Manage the customers, deepen the relationship, achieve customer loyalty and cross sell to existing customers.Pillar Seven: Make customers your advocates, and use them to secure new contacts and businesses.Are you a new or an experienced business development professional? This book offers you practical tips and techniques to help you find those who need what you have and have what you need. The book is loaded with easy to apply tools, processes and systematic steps to plan your sales activities, make sales presentations, negotiate with different buyer types, deal with objections, manage your sales efforts, win and retain customers. This practical and easy to read book identifies all that you need to know, the skills to develop and the right sales attitude to excel in today's highly competitive market space.

Customer Experience Excellence

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Author : Tim Knight
language : en
Publisher: Kogan Page Publishers
Release Date : 2021-08-03

Customer Experience Excellence written by Tim Knight and has been published by Kogan Page Publishers this book supported file pdf, txt, epub, kindle and other format this book has been release on 2021-08-03 with Business & Economics categories.

Discover how the world's best brands create outstanding customer experience, engaged teams and market-beating growth with this practical guide, providing a model that will help any organization deliver effective and seamless customer engagement. Customer experience (CX) has been a phrase in business lexicon for over 30 years. Seen by many as the last battleground, where winners will gain competitive advantage and increased market share, there is not a company in the world that is not in some way focused on the quality of the experience they deliver. However, for many businesses, CX is neither a strategic discipline, consistently applied, nor is it a well-trodden path. It's not easy to deliver exceptional customer experience, again and again, and it becomes difficult to have a CX strategy that provides tangible and measurable results. Customer Experience Excellence provides a route map to CX success. Drawing on a vast body of research collated and curated by the global consulting group KPMG, this book shows how the world's most elite organizations have made excellence a habit, by creating authentic, human connections at scale. Whether dealing with external consumers or internal colleagues, learn how to become an enlightened and agile business and 'think customer' at every single touch point.

Excellence In Sales

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Author : Holger Dannenberg
language : en
Publisher: Springer Science & Business Media
Release Date : 2010-11-02

Excellence In Sales written by Holger Dannenberg and has been published by Springer Science & Business Media this book supported file pdf, txt, epub, kindle and other format this book has been release on 2010-11-02 with Business & Economics categories.

"Excellence in Sales" is an integrated management approach for professional sales organisations. The authors collected best and worst practices in sales and customer management. The concept for true excellence in sales is relying on a set of levers which are explained in a systematic manner. Readers get the chance to compare their solutions with the worldwide top performers. Illustrations and numerous recommendations for implementation show how to improve the overall performance of companies.

The Grid For Sales Excellence

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Author : Robert Rogers Blake
language : en
Publisher: McGraw-Hill Companies
Release Date : 1970

The Grid For Sales Excellence written by Robert Rogers Blake and has been published by McGraw-Hill Companies this book supported file pdf, txt, epub, kindle and other format this book has been release on 1970 with Business & Economics categories.

Achieve Sales Excellence

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Author : Howard Stevens
language : en
Publisher: Simon and Schuster
Release Date : 2006-11-29

Achieve Sales Excellence written by Howard Stevens and has been published by Simon and Schuster this book supported file pdf, txt, epub, kindle and other format this book has been release on 2006-11-29 with Business & Economics categories.

Increase your business’s sales with these seven essential practices salespeople and organizations must embrace to thrive in today’s competitive marketplace. Companies today are struggling to find the one thing that matters in today’s competitive marketplace. Price? Quality? Innovative product features? While all of the above factors certainly influence a customer’s buying decision, none of them is the most influential factor. What is? The employee who has the most power to make or break your company’s bottom line and influence its customers—the salesperson. Achieve Sales Excellence examines the paradigm of business-to- business sales. This book is based on the results of a fourteen-year study, which asked business customers—the key constituent group of professional salespeople—to define the qualities of world-class salespeople and organizations. It offers unmatched insights into sales performance issues and the practices sales professionals and organizations must embrace to become world-class sales forces.

The Sales Excellence Pocketbook

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Author : Patrick Forsyth
language : en
Publisher:
Release Date : 2008

The Sales Excellence Pocketbook written by Patrick Forsyth and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008 with Selling categories.

This pocketbook contains key techniques that aim to help maximize the effectiveness of sales meetings. It explains how to make the right initial impression, how to discover customer needs, how to present the best possible case scenario and how to close sucessfully.