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Author: Stephen Foley
Publisher: LULU
ISBN: 1483407780
Category : Business & Economics
Languages : en
Pages : 133
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Book Description
Stephen Foley spent twenty-five years as a vice president of sales for technology enterprises ranging from startups to companies divisions earning more than $150 million. Through experiences during which his teams sold a billion dollars in technology, Foley became a complex sales coach-building, executing, and running plays to drive revenue growth for the companies for which he worked. Now Foley shares his selling methodology-the Psycho-Scientific Sales Process, a simple but powerful process for anyone in the business of selling complex products or expensive solutions to corporations and government entities. Incorporating real-life examples, he discusses nine topics that teach salespeople to become A-players and help them close multi-million dollar, enterprise-wide deals. From setting goals to understanding prospecting to negotiating the sale, Complex Sales Playbook presents a host of lessons and techniques to help sales executives reach their full financial potential.
Author: Stephen Foley
Publisher: LULU
ISBN: 1483407780
Category : Business & Economics
Languages : en
Pages : 133
Get Book Here
Book Description
Stephen Foley spent twenty-five years as a vice president of sales for technology enterprises ranging from startups to companies divisions earning more than $150 million. Through experiences during which his teams sold a billion dollars in technology, Foley became a complex sales coach-building, executing, and running plays to drive revenue growth for the companies for which he worked. Now Foley shares his selling methodology-the Psycho-Scientific Sales Process, a simple but powerful process for anyone in the business of selling complex products or expensive solutions to corporations and government entities. Incorporating real-life examples, he discusses nine topics that teach salespeople to become A-players and help them close multi-million dollar, enterprise-wide deals. From setting goals to understanding prospecting to negotiating the sale, Complex Sales Playbook presents a host of lessons and techniques to help sales executives reach their full financial potential.
Author: Hilmon Sorey
Publisher: Independently Published
ISBN: 9781798257296
Category :
Languages : en
Pages : 183
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Book Description
A well-designed, relevant, and highly utilized sales playbook creates teams that engage with more prospects, produce more pipeline, and close more deals. A playbook creates more consistent top performers, more quickly. It will also close the gap between your top performers and everyone else. Playbooks are living tools that must continue to be developed, revised, and curated over time. Growing companies are constantly hiring new people, promoting internally, entering into new markets, and facing direct or unforeseen competition. In order to drive success, an understanding of how the business operates, what has worked in the past, what is presently working, and what is anticipated to work in the future is required.
Author: Cory Bray
Publisher: Createspace Independent Publishing Platform
ISBN: 9781546744764
Category :
Languages : en
Pages : 164
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Book Description
In The Sales Enablement Playbook, sales veterans Cory Bray and Hilmon Sorey provide insights into creating a culture of sales enablement throughout your organization. This book provides a series of stand-alone chapters with frameworks and tactics that you can immediately implement, regardless of company size or industry. Whether you are a sales executive, sales practitioner, or a non-sales executive looking for ways to impact growth, The Sales Enablement Playbook will help you identify your role in a thriving enablement ecosystem.
Author: Samantha Stone
Publisher:
ISBN: 9781937985882
Category : Business & Economics
Languages : en
Pages : 244
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Book Description
Unleash Possible is a how-to guide for high-growth marketing in complex selling environments. Author Samantha Stone, the revenue catalyst, shows you how to initiate growth, and how to partner with sales to get the right results.
Author: Lance Tyson
Publisher: Morgan James Publishing
ISBN: 1631957066
Category : Business & Economics
Languages : en
Pages : 114
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Book Description
There’s a science to getting others to buy from you—a secret only the best salespeople, business leaders, entrepreneurs, and thought leaders in the world know: selling, at its core, isn’t really about moving a product or service. It’s about moving people. Having spent nearly three decades meticulously examining the skillsets required for connecting with others—through the training and coaching of thousands of sales leaders and their teams for some of the biggest brands in the world—bestselling author Lance Tyson has mastered the powers of persuasion and influence, while decoding the intricacies of why people buy from others. Whether you’re a seasoned professional or an entrepreneur trying to pitch the next great idea—or maybe you just want to get better at getting what you want—The Human Sales Factor: The Human-to-Human Equation for Connecting, Persuading, and Closing the Deal is for you. This book is a peek under the hood of Lance’s proven, predictable, scalable process. It’s designed for sales leaders and their teams, yet is still approachable and applicable for the person who just wants to open doors and increase the chances of getting anything they want or need. Connecting and persuading are no longer soft skills. They are fundamental skills that can help you attract investors, sell products, build brands, inspire teams, and trigger movements. Despite all the processes, lingo, methodologies, and corporate rhetoric, sales—no matter the industry—has never truly been B2B or B2C. It always has and always will be done Human-to-Human.
Author: Erik Peterson
Publisher: McGraw Hill Professional
ISBN: 0071752587
Category : Business & Economics
Languages : en
Pages : 273
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Book Description
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.
Author: STEVE W. MARTIN
Publisher:
ISBN: 9780999812945
Category : Business communication
Languages : en
Pages : 0
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Book Description
Sales Strategy Playbook provides state-of-the-art sales strategies and advanced tactics for salespeople who want to learn the secrets of becoming a top performer and achieve career success. It is a comprehensive reference guide for winning highly competitive accounts and a perennial resource to solve your toughest sales challenges. Inside, you'll find expert advice on how to: Create the winning sales strategy by controlling the sale cycle Strategically conduct sales calls and use value to differentiate yourself with C-level executives Influence buyers and evaluation committees by truly becoming a trusted advisor Penetrate new accounts using proven account-based marketing strategies Use wider, higher, and deeper client account expansion and cross-selling strategies Psychologically bond with customers using sales linguistics, the study of how the customer's mind uses language Take your career to the next level by learning how top salespeople, sales leaders, and sales organizations perform. This sales reference guide includes 175+ illustrations, 50+ exercises, and extensive real-world examples with both subject chapters and toughest sales challenges table of contents. Consult Sales Strategy Playbook before you start working on a key deal, when you are in a tough situation and need a thought-provoking breakthrough, or whenever you personally require a dose of sales adrenaline.
Author: Matthew Dixon
Publisher: Penguin
ISBN: 1101545895
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
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. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.
Author: Amos Schwartzfarb
Publisher: John Wiley & Sons
ISBN: 1119597803
Category : Business & Economics
Languages : en
Pages : 199
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Book Description
From Amos Schwartzfarb, serial entrepreneur and veteran Managing Director of Techstars Austin comes the elemental, essential, and effective strategy that will help any startup identify, build, and grow their customers from day 1 Most startups fail because they can’t grow revenue early or quickly enough. Startup CEOs will tell you their early missteps can be attributed to not finding their product market fit early enough, or at all. Founders overspend time and money trying to find product-market fit and make false starts, follow the wrong signals, and struggle to generate enough revenue to scale and raise funding. And all the while they never really knew who their customers were, what product they really needed, and why they needed it. But it doesn’t have to be this way, and founders don’t need to face it alone. Through expert guidance and experienced mentorship, every startup can avoid these pitfalls. The ultimate guide for building and scaling any startup sales organization, Sell More Faster shares the proven systems, methods, and lessons from Managing Director of Techstars Austin and sales expert Amos Schwartzfarb. Hear from founders of multi-million-dollar companies and CEOs who learned firsthand with Techstars, the leading mentorship-driven startup accelerator and venture capital firm that has invested in and mentored thousands of companies, collectively representing billions of dollars in funding and market cap. Schwartzfarb, and the Techstars Worldwide Network of more than 10,000 mentors do one thing better than anyone: help startup entrepreneurs succeed. They know how to sell, how to hire people who know how to sell, and how to use sales to gain venture funding—and now you can, too. Sell More Faster delivers the critical strategies and guidance necessary to avoid and manage the hazards all startups face and beat the odds. This valuable resource delivers: A comprehensive playbook to identify product market direction and product market fit Expert advice on building a diverse sales team and how to identify, recruit, and train the kinds of team members you need Models and best practices for sales funnels, pricing, compensation, and scaling A roadmap to create a repeatable and measurable path to find product-market fit Aggregated knowledge from Techstars leaders and industry experts Sell More Faster is an indispensable guide for entrepreneurs seeking product-market fit, building their sales team, developing a growth strategy, and chasing accelerated, sustained selling success.
Author: Ardath Albee
Publisher: McGraw Hill Professional
ISBN: 0071629440
Category : Business & Economics
Languages : en
Pages : 273
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Book Description
Turn prospects into buyers with a powerful emarketing strategy! “Albee shows how smart business-to-business marketers learn about buyers, tell a story, and greatly influence the B2B lead-to-sale process. This is your guide for Web marketing success.” David Meerman Scott, bestselling author of The New Rules of Marketing and PR and World Wide Rave “A compelling read for both B2B marketing and sales professionals alike, eMarketing Strategies for the Complex Sale is a practical and insightful how-to guide that will enable marketers to drive sales conversions and faster sales results.” David Thompson, CEO, Genius.com, and founder of the Sales 2.0 Conference “Albee lays out a path to understanding buyer personas, building their trust, and delivering contagious content that they want to read. A must-read for B2B marketers looking to engage with today’s buyers.” Steven Woods, CTO, Eloqua, and author of Digital Body Language “If you’re looking for a comprehensive, well-researched, single resource to plan, build, execute, and succeed in your eMarketing efforts, then buy this book!” Barry Trailer, managing partner, CSO Insights “New media, content marketing, social networking . . . Ardath cleverly wraps these concepts in a bow and makes this book required reading. . . . Become the expert resource for your customer and watch your business grow.” Joe Pulizzi, coauthor of Get Content Get Customers and founder of Junta42 About the Book Web 2.0 has reshaped the role of marketing in the Complex Sales process. Because prospects now have instant access to information about your company and its products—and your competitors—they can make buying decisions without ever communicating with you. Doing what you’ve always done simply won’t work anymore; you must entirely rethink how you attract and compel buying behavior. With eMarketing Strategies for the Complex Sale, expert B2B marketing strategist Ardath Albee breaks new ground in the field of digital marketing and new customer acquisition. Albee offers techniques and tools for developing and executing strategies that are guaranteed to generate results. The Internet offers an unprecedented opportunity for creating trusted relationships with your prospects and customers—before you ever “meet” them. Never before have marketers enjoyed such a wide-reaching and varied communication platform. Yet with all the noise, you have to stand above the crowd. The key is to converse about meaningful and relevant topics with your diverse audiences, to share your perspectives on what matters to them. That’s just what Albee teaches us to do. eMarketing Strategies for the Complex Sale shares methods to help you: Create eMarketing strategies based on customer perspectives Use a contagious content structure for competitive differentiation Establish trusted relationships Continuously measure, tune, and improve your effectiveness eMarketing Strategies for the Complex Sale also shares proven approaches to collaborating with sales. You can leverage eMarketing to move leads further into the pipeline while focusing sales time and energy on highly qualified opportunities. The results? Reduced time to sales, increased sales productivity, and growing revenues. eMarketing Strategies for the Complex Sale reveals processes critical to ensuring that you make a powerful, measurable contribution to the lengthy sales process—and to the longterm success of your organization as a whole.
