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The Three Value Conversations How To Create Elevate And Capture Customer Value At Every Stage Of The Long Lead Sale


The Three Value Conversations How To Create Elevate And Capture Customer Value At Every Stage Of The Long Lead Sale
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The Three Value Conversations How To Create Elevate And Capture Customer Value At Every Stage Of The Long Lead Sale


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).



Conversations That Win The Complex Sale Pb


Conversations That Win The Complex Sale Pb
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Author : Erik Peterson
language : en
Publisher: McGraw Hill Professional
Release Date : 2011-04-15

Conversations That Win The Complex Sale Pb 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.



Selling Today Partnering To Create Value Global Edition


Selling Today Partnering To Create Value Global Edition
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Author : Gerald Manning
language : en
Publisher: Pearson Higher Ed
Release Date : 2015-01-23

Selling Today Partnering To Create Value Global Edition written by Gerald Manning and has been published by Pearson Higher Ed this book supported file pdf, txt, epub, kindle and other format this book has been release on 2015-01-23 with Business & Economics categories.


For courses in Sales and Personal Selling. Selling Today: Partnering to Create Value helps students understand the value of developing their personal selling skills by exposing them to a careful integration of personal selling academic theory and real-world applications. And with the largest number of learn by doing materials available in any personal selling text, Manning/Ahearne/Reece offers instructors a variety of teaching tools to strengthen the learning process. As the developed nations of the world transition from a production focus to a sales-and-service focus, this edition prepares students to succeed as members of a new generation of businesspeople. The full text downloaded to your computer With eBooks you can: search for key concepts, words and phrases make highlights and notes as you study share your notes with friends eBooks are downloaded to your computer and accessible either offline through the Bookshelf (available as a free download), available online and also via the iPad and Android apps. Upon purchase, you'll gain instant access to this eBook. Time limit The eBooks products do not have an expiry date. You will continue to access your digital ebook products whilst you have your Bookshelf installed.



Effective Sales Enablement


Effective Sales Enablement
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Author : Pam Didner
language : en
Publisher: Kogan Page Publishers
Release Date : 2018-10-03

Effective Sales Enablement written by Pam Didner 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 2018-10-03 with Business & Economics categories.


Sales enablement is a proven system for increasing revenue and productivity by creating integrated content, training and coaching for the sales function. Written from a marketer's perspective, Effective Sales Enablement goes beyond sales training and development. Pam Didner presents fresh thinking and creative approaches to improve sales enablement strategies, processes and programmes. Using case studies and examples from well-known brands such as Cisco, Oracle and Google, she provides a blueprint for any organization wanting to create a sales enablement function which will, in turn, accelerate revenue growth. Effective Sales Enablement shows you how to: - Understand trends that impact sales professionals and how to take advantage of them - Become a better marketer with creative ideas on how to support sales - Integrate sales elements into select marketing programmes - and vice versa - Assemble a first-class sales enablement team - Leverage technology to better integrate sales and marketing



The 12 Powers Of A Marketing Leader How To Succeed By Building Customer And Company Value


The 12 Powers Of A Marketing Leader How To Succeed By Building Customer And Company Value
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Author : Thomas Barta
language : en
Publisher: McGraw Hill Professional
Release Date : 2016-09-22

The 12 Powers Of A Marketing Leader How To Succeed By Building Customer And Company Value written by Thomas Barta 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 2016-09-22 with Business & Economics categories.


WHAT MAKES AN EFFECTIVE AND SUCCESSFUL MARKETING LEADER? The 12 Powers of a Marketing Leader, by former McKinsey Partner Thomas Barta and senior London Business School professor Patrick Barwise, is the first research-based leadership book for marketers in the 21st century. Based on the largest ever research study of its kind, with detailed data on over 8,600 leaders in more than 170 countries, this game-changing book identifies 12 specific behaviors--or Powers--that drive marketers' business impact and career success. Reading it, you’ll learn how to: • MOBILIZE YOUR BOSS: Make an impact at the highest level and align marketing with the company's priorities. • MOBILIZE YOUR COLLEAGUES: Inspire and motivate your non-marketing colleagues to deliver a great customer experience. • MOBILIZE YOUR TEAM: Build and align a winning marketing team. • MOBILIZE YOURSELF: Focus on goals that will benefit your customers, your company and yourself, by meeting your own needs and ambitions. By zeroing in on the value creation zone ("V-Zone")--the all-important overlap between your company's and customers' needs--you’ll be able to help the business win in the market--and achieve your career goals. Warning: This is not a marketing book. It’s a leadership book for marketers, using the latest research on what works--and what doesn’t--in marketing's digital age. BONUS: Receive full access to an online self-assessment tool and other marketing leadership resources.



The Experience Economy


The Experience Economy
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Author : B. Joseph Pine
language : en
Publisher: Harvard Business Press
Release Date : 1999

The Experience Economy written by B. Joseph Pine and has been published by Harvard Business Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1999 with Business & Economics categories.


This text seeks to raise the curtain on competitive pricing strategies and asserts that businesses often miss their best opportunity for providing consumers with what they want - an experience. It presents a strategy for companies to script and stage the experiences provided by their products.



Digital And Social Media Marketing


Digital And Social Media Marketing
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Author : Nripendra P. Rana
language : en
Publisher: Springer Nature
Release Date : 2019-11-11

Digital And Social Media Marketing written by Nripendra P. Rana and has been published by Springer Nature this book supported file pdf, txt, epub, kindle and other format this book has been release on 2019-11-11 with Business & Economics categories.


This book examines issues and implications of digital and social media marketing for emerging markets. These markets necessitate substantial adaptations of developed theories and approaches employed in the Western world. The book investigates problems specific to emerging markets, while identifying new theoretical constructs and practical applications of digital marketing. It addresses topics such as electronic word of mouth (eWOM), demographic differences in digital marketing, mobile marketing, search engine advertising, among others. A radical increase in both temporal and geographical reach is empowering consumers to exert influence on brands, products, and services. Information and Communication Technologies (ICTs) and digital media are having a significant impact on the way people communicate and fulfil their socio-economic, emotional and material needs. These technologies are also being harnessed by businesses for various purposes including distribution and selling of goods, retailing of consumer services, customer relationship management, and influencing consumer behaviour by employing digital marketing practices. This book considers this, as it examines the practice and research related to digital and social media marketing.



Sales Enablement


Sales Enablement
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Author : Pam Didner
language : pt-BR
Publisher: Autêntica Business
Release Date : 2025-04-07

Sales Enablement written by Pam Didner and has been published by Autêntica Business this book supported file pdf, txt, epub, kindle and other format this book has been release on 2025-04-07 with Business & Economics categories.


Com uma abordagem abrangente, Sales Enablement: como levar o seu time de vendas a outro patamar com treinamento, conteúdo e coaching, de Pam Didner, apresenta um método estruturado para alinhar marketing e vendas e aumentar eficácia e produtividade em toda a organização. A obra enfatiza estratégias de branding, mensuração de resultados e organização de times de vendas, além de ferramentas tecnológicas para tornar os processos mais ágeis e centrados no cliente. O livro contextualiza a evolução do conceito de sales enablement e ressalta o papel decisivo do marketing nesse ecossistema. Didner mostra como tendências de mercado exigem colaboração entre marketing, vendas e operações, com foco em conteúdo segmentado, treinamento frequente e coaching personalizado. Por meio de estudos de caso, a autora evidencia que o sales enablement vai além da geração de leads ou materiais de apoio, abrangendo gestão de processos, metodologias de vendas e a adoção inteligente de plataformas de CRM, analytics e inteligência artificial. O objetivo central é capacitar vendedores com conhecimento aprofundado, garantindo negociações relevantes e alto valor agregado para o cliente. Didner também explora a criação de programas de marketing como parte fundamental do funil de vendas, ressaltando a necessidade de um "gestor interno" que una demandas de vendas e iniciativas de marketing. Ela ainda distingue sales enablement de sales operations, mostrando como ambas as funções se complementam e evitam retrabalho. Por fim, o livro orienta sobre a formação e reestruturação de equipes de sales enablement, sugerindo habilidades e perfis ideais, além de enfatizar processos mensuráveis e cultura de melhoria contínua. No geral, o livro é um guia completo para empresas de qualquer porte, unindo teoria e prática para manter equipes de vendas alinhadas ao marketing e focadas na satisfação do cliente. Leitura indispensável para gestores de vendas, marketing e pessoas.



Global Value Chains In A Changing World


Global Value Chains In A Changing World
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Author : Deborah Kay Elms
language : en
Publisher:
Release Date : 2013

Global Value Chains In A Changing World written by Deborah Kay Elms and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2013 with Business & Economics categories.


A collection of papers by some of the world's leading specialists on global value chains (GVCs). It examines how GVCs have evolved and the challenges they face in a rapidly changing world. The approach is multi-disciplinary, with contributions from economists, political scientists, supply chain management specialists, practitioners and policy-makers. Co-published with the Fung Global Institute and the Temasek



The Cadence Of Excellence


The Cadence Of Excellence
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Author : Matthew McDarby
language : en
Publisher: Eaton Press
Release Date : 2017-09

The Cadence Of Excellence written by Matthew McDarby and has been published by Eaton Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-09 with categories.


What would it be like if you had greater control over and impact on your sales team's performance? What new opportunities would you be able to capture? What problems would you solve? What degree of personal growth would you experience? What about your people? Sales management can be a lonely and unforgiving job, and the difference between being an excellent leader and being average (or worse) depends largely on the choices you make with your time. Using real-life examples from his extensive experience as a sales leader and coach, Matt McDarby walks you through tasks that can improve your skills as a sales manager and tasks that can help you improve your team's performance. The Cadence of Excellence will show you how to make better decisions about where to spend your time and effort. And it will help you identify changes you can make today that will have a huge impact on you and those you lead now and in the future