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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: Matthew Dixon
Publisher: Penguin
ISBN: 1101545895
Category : Business & Economics
Languages : en
Pages : 242
Get Book Here
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: Carla Torgerson
Publisher: Association for Talent Development
ISBN: 1950496139
Category : Business & Economics
Languages : en
Pages : 261
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Book Description
Learn to Create Effective Microlearning Microlearning is an essential tool that talent development professionals can use to fully engage their learners and tackle organizational performance needs. How do you know if the microlearning approach is successful? And what works? In Designing Microlearning, the newest volume in ATD’s What Works in Talent Development series, experts Carla Torgerson and Sue Iannone answer these and other questions including: Why choose microlearning for your learners and organization? How do you determine your approach and then execute the implementation? How do you demonstrate success? Where do you go once you’ve started? This guide for practitioners covers the four main uses for microlearning: preparation before a learning event, follow-up to support a learning event, stand-alone training, and performance support. It introduces MILE, the MIcroLEarning Design model, which outlines the details of creating a microlearning resource or program. Discover how to identify performance objectives; determine program technology and structure; create or select resources; promote what you designed; and monitor, modify, and evaluate it. Included are case studies, tips, and resources, as well as more than 20 job aids, checklists, and worksheets. Samples consist of: an assessment of your organization’s readiness and compatibility for microlearning a worksheet to guide the design of your microlearning a tool for aligning your microlearning measurement and evaluation efforts a communication plan for sharing key information with learners, managers, and stakeholders.
Author:
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ISBN:
Category : Air bases
Languages : en
Pages : 324
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Book Description
Author: Tom Eisenmann
Publisher: Currency
ISBN: 0593137027
Category : Business & Economics
Languages : en
Pages : 370
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Book Description
If you want your startup to succeed, you need to understand why startups fail. “Whether you’re a first-time founder or looking to bring innovation into a corporate environment, Why Startups Fail is essential reading.”—Eric Ries, founder and CEO, LTSE, and New York Times bestselling author of The Lean Startup and The Startup Way Why do startups fail? That question caught Harvard Business School professor Tom Eisenmann by surprise when he realized he couldn’t answer it. So he launched a multiyear research project to find out. In Why Startups Fail, Eisenmann reveals his findings: six distinct patterns that account for the vast majority of startup failures. • Bad Bedfellows. Startup success is thought to rest largely on the founder’s talents and instincts. But the wrong team, investors, or partners can sink a venture just as quickly. • False Starts. In following the oft-cited advice to “fail fast” and to “launch before you’re ready,” founders risk wasting time and capital on the wrong solutions. • False Promises. Success with early adopters can be misleading and give founders unwarranted confidence to expand. • Speed Traps. Despite the pressure to “get big fast,” hypergrowth can spell disaster for even the most promising ventures. • Help Wanted. Rapidly scaling startups need lots of capital and talent, but they can make mistakes that leave them suddenly in short supply of both. • Cascading Miracles. Silicon Valley exhorts entrepreneurs to dream big. But the bigger the vision, the more things that can go wrong. Drawing on fascinating stories of ventures that failed to fulfill their early promise—from a home-furnishings retailer to a concierge dog-walking service, from a dating app to the inventor of a sophisticated social robot, from a fashion brand to a startup deploying a vast network of charging stations for electric vehicles—Eisenmann offers frameworks for detecting when a venture is vulnerable to these patterns, along with a wealth of strategies and tactics for avoiding them. A must-read for founders at any stage of their entrepreneurial journey, Why Startups Fail is not merely a guide to preventing failure but also a roadmap charting the path to startup success.
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Category : Business
Languages : en
Pages : 1206
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ISBN:
Category : Science
Languages : en
Pages : 802
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Category : American wit and humor
Languages : en
Pages : 1284
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Book Description
Author: Carlos Gershenson
Publisher: Frontiers Media SA
ISBN: 2889667812
Category : Science
Languages : en
Pages : 116
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Book Description
Author: Julius E. Eitington
Publisher: Routledge
ISBN: 1136355650
Category : Business & Economics
Languages : en
Pages : 754
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Book Description
This book has more ideas on how to add involvement in learning than any one trainer could ever use. Your students and workshop participants will increase their understanding and retention when you design training activities using 'The Winning Trainer'. This updated and expanded edition is richer than ever before. It provides: * more than 100 ready-made handouts, learning instruments, and worksheets... all you do is photocopy * numerous examples, model dialogues, and sample answers * hundreds of exercises, games, puzzles, role plays, icebreakers, and other group-in-action techniques * samples of each technique and ways to effectively use them * advice on subjects such as unwilling participants, use of the outdoors, breaks, program endings, and storytelling Significant new additions to the book include materials on the following topics: * new, easier to accomplish approaches to evaluation - ROE (Return on Expectations) and Customer Satisfaction as a business indicator * a methodology to secure group feedback at the end of the program, concerning the trainer/facilitator's role and participation in the course * an instrument for the early screening of likely obstacles when transferring training * added techniques to ensure that training transfers to the job * a demonstration of how to conduct a quick assessment of needs when under pressure to do so * keys to successful training in other cultures * several new instruments including how to assess one's prowess as a facilitator, how to assess trust in a team, and how to measure one's CQ (creativity quotient) Two new chapters have been added to treat new material on intelligence and learning, principles of adult learning and distance learning. In addition, numerous new group-in-action techniques and conceptual materials have been added to the existing chapters. This is the one-stop source book every trainer needs.
Author:
Publisher:
ISBN:
Category : United States
Languages : en
Pages : 556
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