Understanding Enterprise Sales
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Understanding Enterprise Sales
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Author :
language : en
Publisher: Cybellium
Release Date :
Understanding Enterprise Sales written by and has been published by Cybellium this book supported file pdf, txt, epub, kindle and other format this book has been release on with Business & Economics categories.
Welcome to the forefront of knowledge with Cybellium, your trusted partner in mastering the cutting-edge fields of IT, Artificial Intelligence, Cyber Security, Business, Economics and Science. Designed for professionals, students, and enthusiasts alike, our comprehensive books empower you to stay ahead in a rapidly evolving digital world. * Expert Insights: Our books provide deep, actionable insights that bridge the gap between theory and practical application. * Up-to-Date Content: Stay current with the latest advancements, trends, and best practices in IT, Al, Cybersecurity, Business, Economics and Science. Each guide is regularly updated to reflect the newest developments and challenges. * Comprehensive Coverage: Whether you're a beginner or an advanced learner, Cybellium books cover a wide range of topics, from foundational principles to specialized knowledge, tailored to your level of expertise. Become part of a global network of learners and professionals who trust Cybellium to guide their educational journey. www.cybellium.com
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.
Ai Explains Enterprise Sales
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Author : Alexis Piani
language : en
Publisher: Blue Tensor LLC
Release Date : 2025-05-16
Ai Explains Enterprise Sales written by Alexis Piani and has been published by Blue Tensor LLC this book supported file pdf, txt, epub, kindle and other format this book has been release on 2025-05-16 with Business & Economics categories.
Enterprise sales isn't just about bigger deals; it's an entirely different discipline. Forget the quick wins and transactional exchanges you might find elsewhere. This is a world of high stakes, intricate organizational structures, and sales cycles that can span months, even years. Landing a major account means navigating a labyrinth of stakeholders, understanding deep-seated business problems, and building relationships that endure long after the contract is signed. It's a challenging arena, demanding a level of sophistication and strategic thinking far beyond traditional sales approaches. This book serves as your essential guide to mastering this complex landscape. We'll take you inside the enterprise client's world, revealing how to map the true power structures beyond the official org chart and understand the intricate, often non-linear, decision-making process. You'll discover how to move past pitching features to selling quantifiable strategic value that resonates with diverse stakeholders. Did you know that research indicates the average number of people involved in a B2B buying decision often exceeds ten individuals? We'll show you how to build consensus across that complex buying committee, leverage powerful frameworks like SPIN and MEDDPICC to qualify opportunities rigorously, and manage the inherent risks and lengthy timelines with confidence. Whether you're an aspiring enterprise account executive, a sales leader building a high-performing team, or a professional seeking to understand the nuances of selling high-value solutions to large organizations, this book provides the in-depth knowledge and practical strategies you need. It offers a comprehensive look at the methodologies, processes, and technologies that power success in this demanding field, from initial engagement and deal execution to building enduring, high-value partnerships. By honestly exploring the complexities and providing actionable insights, this book equips you with the understanding and tools necessary to navigate the enterprise labyrinth and achieve consistent, impactful results.
Enterprise Sales Exam Essentials
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Author : Cybellium Ltd
language : en
Publisher: Cybellium
Release Date : 2024-10-26
Enterprise Sales Exam Essentials written by Cybellium Ltd and has been published by Cybellium this book supported file pdf, txt, epub, kindle and other format this book has been release on 2024-10-26 with categories.
Designed for professionals, students, and enthusiasts alike, our comprehensive books empower you to stay ahead in a rapidly evolving digital world. * Expert Insights: Our books provide deep, actionable insights that bridge the gap between theory and practical application. * Up-to-Date Content: Stay current with the latest advancements, trends, and best practices in IT, Al, Cybersecurity, Business, Economics and Science. Each guide is regularly updated to reflect the newest developments and challenges. * Comprehensive Coverage: Whether you're a beginner or an advanced learner, Cybellium books cover a wide range of topics, from foundational principles to specialized knowledge, tailored to your level of expertise. Become part of a global network of learners and professionals who trust Cybellium to guide their educational journey. www.cybellium.com
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.
Understanding Enterprise
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Author : Simon Bridge
language : en
Publisher: Bloomsbury Publishing
Release Date : 2017-10-17
Understanding Enterprise written by Simon Bridge and has been published by Bloomsbury Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017-10-17 with Business & Economics categories.
Now in its fifth edition, Understanding Enterprise has established itself as one of the most widely respected guides to the discipline, providing a refreshingly perceptive approach to understanding and applying theory. It offers a critical introduction to enterprise in its broadest context, with particular emphasis on its application to entrepreneurs and small business. Divided into three parts, the course examines traditional approaches, new perspectives on the subject, and the success-or otherwise-of government policy. Written by leading experts with a combined wealth of research, teaching and consulting experience, this textbook will be an essential companion for undergraduate and postgraduate students of enterprise and small business. Policy makers and practitioners will also benefit from this comprehensive guide. New to this Edition: - Extensively revised to take into account the latest thinking and research, with updated content and examples throughout - Updated coverage of the impact and failings of comparative government policies - Enhanced pedagogical features to engage students and enliven their learning experience Accompanying online resources for this title can be found at bloomsburyonlineresources.com/understanding-enterprise. These resources are designed to support teaching and learning when using this textbook and are available at no extra cost.
The Challenger Sale
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Author : Matthew Dixon
language : en
Publisher: Penguin UK
Release Date : 2012-10-01
The Challenger Sale written by Matthew Dixon and has been published by Penguin UK this book supported file pdf, txt, epub, kindle and other format this book has been release on 2012-10-01 with Business & Economics categories.
THE INTERNATIONAL BESTSELLER: OVER HALF A MILLION COPIES SOLD Matthew Dixon and Brent Adamson share the secret to sales success: don't just build relationships with customers. Challenge them! What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships - and you'd be wrong. Matthew Dixon, Brent Adamson, and their colleagues at CEB have studied the performance of thousands of sales reps worldwide. Their conclusion? The best salespeople don't just build relationships with customers. They challenge them. Any sales rep, once equipped with the tools in this book, can drive higher levels of customer loyalty and, ultimately, greater growth. And this book will help them get there. ______________ 'If you wish to become a better sales person, buy and read this book and when you have finished buy The Challenger Customer and read that!' Amazon Reader Review 'I have been in enterprise software sales for 6 years and can relate to so many scenarios described in the book. I have already noticed significant results and improvements' Amazon Reader Review
Snap Selling
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Author : Jill Konrath
language : en
Publisher: Penguin
Release Date : 2010-05-27
Snap 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 2010-05-27 with Business & Economics categories.
Selling is tougher than ever before. Potential customers are under extreme pressure to do more with less money, less time, and fewer resources, and they're wary of anyone who tries to get them to buy or change anything. Under such extreme conditions, yesterday's sales strategies no longer work. No matter how great your offering, you face the daunting task of making yourself appear credible, relevant, and valuable. Now, internationally recognized sales strategist Jill Konrath shows how to overcome these obstacles to get more appointments, speed up decisions, and win sales with these short-fused, frazzled customers. Drawing on her years of selling experience, as well as the stories of other successful sellers, she offers four SNAP Rules: -Keep it Simple: When you make things easy and clear for your customers, they'll change from the status quo. -Be iNvaluable: You have to stand out by being the person your customers can't live without. -Always Align: To be relevant, make sure you're in synch with your customers' objectives, issues, and needs. -Raise Priorities: To maintain momentum, keep the most important decisions at the forefront of their mind. SNAP Selling is an easy-to-read, easy-to-use guide for any seller in today's increasingly frenzied environment.
Understanding Peoplesoft 8
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Author : Lynn Anderson
language : en
Publisher: John Wiley & Sons
Release Date : 2006-02-20
Understanding Peoplesoft 8 written by Lynn Anderson 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 2006-02-20 with Computers categories.
Make Your First Step into ERP a Success with PeopleSoft 8 Implementing and supporting any ERP system means an enormous investment of money, time, and personnel, and PeopleSoft is no exception. Understanding PeopleSoft 8 is the resource you need to make sure your investment pays off. Inside, ERP and PeopleSoft experts teach you how to prepare your organization for the changes ERP brings, to lead it through the PeopleSoft implementation process, and keep it on track with world-class support and an eye to the future. Coverage includes: The history and nature of ERP systems Advantages and special capabilities of PeopleSoft applications Building a business case for purchasing PeopleSoft Setting goals for the implementation Measuring and ensuring your return on investment Resources required for a successful implementation The ERP implementation—structure and process Technical architecture of the PeopleSoft applications Components, features, and functions of the PeopleSoft application Key implementation success factors Supporting users after the product is implemented The future of ERP systems and PeopleSoft
Harnessing The Power Of Failure
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Author : John Steven Newman
language : en
Publisher: Emerald Group Publishing
Release Date : 2018-09-13
Harnessing The Power Of Failure written by John Steven Newman and has been published by Emerald Group Publishing this book supported file pdf, txt, epub, kindle and other format this book has been release on 2018-09-13 with Business & Economics categories.
In this book the authors employ the SFCS approach to explore a vast array of failure events in multiple sectors of transportation, industry, aerospace, construction, and critical infrastructure.