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Author: Eric Lofholm
Publisher: Morgan James Publishing
ISBN: 1631955225
Category : Business & Economics
Languages : en
Pages : 270
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Book Description
What’s the secret to succeeding at sales? In Continuous Sales Improvement, master sales trainer Eric Lofholm reveals the simple but powerful strategy he’s taught to tens of thousands of students that anyone can use to improve their sales performance. Eric’s message is that those who are not good at sales can become good, and those who are already good can become great simply by making small, continuous improvements in four key areas: self-improvement, sales skills, product and service knowledge, and technology. He gives readers a game plan for making improvements in each of these areas and provides hundreds of detailed strategies, practical exercises, and actionable instructions to use immediately to begin improving sales results. Each chapter includes a convenient at-a-glance summary, and there’s a quick-review guide so that readers can easily use Continuous Sales Improvement as an ongoing reference. Continuous Sales Improvement includes case studies from legendary figures in the history of sales, plus interviews with some of today’s top performers. It also includes tips for selling in specific industries, including real estate, insurance, financial services, and network marketing. Those who are a salesperson, a sales trainer, or just a business owner who wants better sales results, Continuous Sales Improvement is a must-have.
Author: Eric Lofholm
Publisher: Morgan James Publishing
ISBN: 1631955225
Category : Business & Economics
Languages : en
Pages : 270
Get Book Here
Book Description
What’s the secret to succeeding at sales? In Continuous Sales Improvement, master sales trainer Eric Lofholm reveals the simple but powerful strategy he’s taught to tens of thousands of students that anyone can use to improve their sales performance. Eric’s message is that those who are not good at sales can become good, and those who are already good can become great simply by making small, continuous improvements in four key areas: self-improvement, sales skills, product and service knowledge, and technology. He gives readers a game plan for making improvements in each of these areas and provides hundreds of detailed strategies, practical exercises, and actionable instructions to use immediately to begin improving sales results. Each chapter includes a convenient at-a-glance summary, and there’s a quick-review guide so that readers can easily use Continuous Sales Improvement as an ongoing reference. Continuous Sales Improvement includes case studies from legendary figures in the history of sales, plus interviews with some of today’s top performers. It also includes tips for selling in specific industries, including real estate, insurance, financial services, and network marketing. Those who are a salesperson, a sales trainer, or just a business owner who wants better sales results, Continuous Sales Improvement is a must-have.
Author: Swapnil Sankhe
Publisher: Notion Press
ISBN: 1643246356
Category : Self-Help
Languages : en
Pages : 76
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Book Description
Different sales management processes have been in use over the years, but their ability to add value to the sales rep has been limited or non-existent. As a sales professional myself for over 20 years, I often felt that the current processes of sales management are not holistic and do not relate to “winning”. They focus more on “reporting” or merely creating and tracking the leads data. Using my own experience and gathering from the experiences of other sales and management professionals from around the world, I have created a process named NISEselling™ that integrates lead management, revenue forecasts and revenue delivery into one and helps to build a continuous improvement culture in the sales org. NISEselling™ methodology introduced in this book provides operational, tactical and strategic guidance to the sales rep and to the sales manager. By mastering & deploying the proposed methodology, the sales rep can predict more about the results and bring about continuous improvement in the ability to win. The Sales Rep’s Guide is a must-have tool for sustainable success and career growth for every sales professional.
Author: Daniel M. Stowell
Publisher: Jossey-Bass
ISBN: 9780787908577
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
Make the most of sales and marketing Those who have direct responsibility for sales and marketing organizations, as well as those who want more knowledge about the best practices in these critical areas, will gain new and important insights from Dan Stowell's book. -- Bernard F. Sergesketter, vice president (retired), AT&T Forget the old-school approach to Sales and Marketing. These six winning practices put those departments back on par with the rest of the modern business world, and opens the door to higher profits. Based on studies in more than sixty companies -- many of them winners of the prestigious Malcolm Baldridge National Quality Award -- this resource spotlights six reliable, results-generating improvement techniques, and shows how to deploy them successfully in the sales and marketing departments of any organization. The author describes each winning practice in detail, explains how each applies to sales and marketing, and provides illuminating examples of how Texas Instruments, Federal Express, Xerox and many other equally successful but less well known companies have applied the six practices in their organizations. Includes practical guidance for avoiding common pitfalls, along with an action plan for implementation.
Author: Mark Hunter, CSP
Publisher: HarperCollins Leadership
ISBN: 1400215765
Category : Business & Economics
Languages : en
Pages : 240
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Book Description
For salespeople feeling stressed and disappointed that their customers don’t want to hear from them, this guide is the key to developing the mindset and habits required to reach a new level of sales success. The world of sales can be tough, so it’s easy to get discouraged when the rejections start piling up and your customers stop answering the phone. This allows the wrong thought patterns to start developing, soon you aren’t making quotas and then you begin looking at job listings waiting for your next downfall. Sales expert Mark Hunter can relate as his start to sales was discouraging. The lessons he’s learned throughout his career are revealed in A Mind for Sales. He discovered that sales can be incredibly rewarding, such as customers calling you for advice, thanking you for improving their business, and referring you to colleagues. The difference is simply developing mindset and momentum habits. In A Mind for Sales, you’ll learn how to: Feel energized by renewed purpose and success in your sales role by following the success cycle approach. Receive practical strategies on how to change your mindset and succeed in sales. Learn the daily habits needed to maximize productivity and make hitting the ground running strategy #1. Gain real-world insights from Hunter’s vast experience as a successful sales professional and sales coach. Let this book inspire and prepare you to form the new habits you need to succeed and to realize the incredible rewards that a successful life in sales makes possible.
Author: Russ Jones
Publisher: Quality Press
ISBN: 1636940722
Category : Business & Economics
Languages : en
Pages : 305
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Book Description
The goal of this book is to demonstrate to manufacturing, distributor, and service businesses that there are only seven critical business elements from which continuous improvement projects can be discovered, financially evaluated, and ranked before implementation. They are: Increase sales by increasing the percent of market coverage. Reduce expenses by reducing the percent of labor and non-labor expenses per sales dollar. Reduce lead times to reduce work-in-process inventory investment. Reduce setup costs to minimize product and component inventory investment. Maximize capital asset utilization percent. Minimize asset investment for invoice payment by controlling the collection period within the contracted time period. Maximize employee knowledge worker utilization by empowering them with financial and practical training related to these seven business elements. The information is uniquely organized so it can serve as a frequent reminder for both the experienced and inexperienced of the few principles and financially-based formulas that must be built into company culture if both customers and stockholders are to be satisfied. Project teams are shown how to discover and financially evaluate and rank a vast number of continuous improvement projects.
Author: Mansoor Muallim
Publisher: M M Info Care
ISBN:
Category : Business & Economics
Languages : en
Pages : 148
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Book Description
Chapter 1: The Foundations of Sales Strategy Setting: A cozy coffee shop, where Jammy, the sales strategy expert, and Canny, the enthusiastic learner, are engaged in an enlightening conversation. Jammy: Hey Canny, I'm glad you're interested in learning about sales strategy. It's an exciting and essential aspect of any business. So, let's start with the basics. Sales strategy is all about planning and executing tactics to achieve your sales objectives effectively. It involves understanding your target market, defining your unique selling proposition, and creating a roadmap to reach your sales goals. Canny: Thanks, Jammy! That sounds intriguing. Where should we begin? Jammy: Well, let's start with understanding your customers. Knowing your target audience inside out is crucial. Analyze their needs, preferences, pain points, and buying behaviors. This information will help you tailor your sales approach and offer solutions that resonate with them. Canny: Got it! Knowing my customers better will give me an edge. What's next? Jammy: Once you have a clear picture of your customers, it's time to define your unique selling proposition (USP). What sets your product or service apart from the competition? Focus on the key benefits and features that make your offering stand out and address your customers' specific needs. Canny: That makes sense. I need to highlight what makes us special. How do I create a roadmap to achieve my sales goals? Jammy: Excellent question, Canny! Your sales roadmap outlines the steps you'll take to reach your objectives. Start by setting realistic and measurable goals. Break them down into smaller, achievable targets, and assign responsibilities to your team accordingly. A well-structured plan will keep everyone focused and motivated. Canny: I see the importance of a well-structured plan. But how do I actually sell to potential customers? Jammy: Ah, the sales process. It's a crucial part of your strategy. Begin by prospecting, which means identifying and qualifying potential leads. Next, engage with your prospects by presenting your USP and addressing their needs. Remember, active listening is key here. Ask questions and show genuine interest in solving their problems. Canny: Active listening, got it! What about handling objections? Jammy: Handling objections gracefully is an art. When a prospect raises concerns, don't be defensive. Acknowledge their points and offer well-thought-out responses. Addressing objections shows that you understand their hesitations and are committed to finding the best solution for them. Canny: That's helpful advice, Jammy. Is there anything else I should know to excel in sales strategy? Jammy: One last essential aspect is continuous improvement. Always track your sales performance, learn from both successes and failures, and adapt your approach accordingly. Sales is a dynamic field, and staying open to learning and growth is key to long-term success. Canny: Thank you so much, Jammy! I've learned a lot from our conversation. I can't wait to put these insights into practice. Jammy: You're welcome, Canny! Remember, sales strategy is a journey of learning and refinement. Stay curious and keep honing your skills. Best of luck on your sales adventures! Key Takeaways: The sales strategy involves planning and executing tactics to achieve sales objectives effectively. Understand your target audience's needs, preferences, and buying behaviors to tailor your sales approach. Define your unique selling proposition (USP) to set your offering apart from competitors. Create a well-structured sales roadmap with measurable goals and clear responsibilities. Engage with prospects actively, ask questions, and show genuine interest in solving their problems. Handle objections gracefully by acknowledging concerns and providing thoughtful responses. Embrace continuous improvement, track your sales performance, and adapt your approach as needed.
Author: Max F. Cates
Publisher: Financial Times/Prentice Hall
ISBN: 9780135116319
Category : Sales management
Languages : en
Pages : 320
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Book Description
Master today's breakthrough strategy for developing and sustaining high-performance sales teams! Long-time sales team leader Max Cates shows how to go far beyond "old school," "command and control" sales management, unleashing the full power and energy of your salespeople through a participatory management approach that works. Drawing on 36+ years of sales and sales management experience, Cates presents proven tactics for: Developing your own mental toughness, emotional intelligence, strategic thinking, and promotability Becoming a true servant leader in sales: providing the right structure, challenges, respect, involvement, and support Hiring more effective and productive salespeople - including expert tips for interviewing, recruiting, reading body language, using data, and choosing amongst candidates Building winning teams that meet sales objectives and delight customers Empowering sales reps and teams in decision-making that increases sales productivity Measuring individual and team performance towards objectives Keeping people on target without micro-managing them Promoting team growth and continual improvement Leveraging Six Sigma and the Deming Cycle to sustain success, morale, and performance And much more Seven Steps to Success for Sales Managers presents proven sales management tactics in a "bulletized" format that's easy to read - and just as easy to use. Cates combines decades of in-the-trenches experience with cutting-edge research on the latest sales trends and tactics. Whether you're a working sales manager, VP of sales, account team leader, executive MBA program participant, or aspiring sales manager, this guide will help you build an outstanding team, empower it, and lead it to sustained success.
Author: CAM CALDWELL (PH.D.)
Publisher:
ISBN: 9781536165319
Category : Continuous improvement process
Languages : en
Pages : 274
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Book Description
In today's knowledge-, wisdom-, and information-based world, the challenge facing leaders and organizations is to be able to obtain employee commitment and to apply that dedication to constant improvement and change. In a world where technology is rapidly improving and knowledge is increasing exponentially in virtually every field, the ability to adapt and to innovate is essential to organization success and individual development. This book looks at continuous improvement at the individual, group, organizational, and societal levels and identifies commonalities and keys to success. It adopts a "transformative" perspective towards leadership, management philosophy, duties owed, and the obligation to constantly change. The authors/editors have written extensively about the need for leaders and organizations to refine their approach to change and improvement and this book combines their insights into one consolidated explanation.
Author: Gerhard Gschwandtner
Publisher: McGraw Hill Professional
ISBN: 0071510664
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
Cultivating a winning sales team just got easier for sales managers, thanks to this practical, hands-on guide. It's a tested system managers can use to guide their salespeople on the road to continual improvement. Part I is written in workbook format, providing a six-step method for evaluating team member strengths and weaknesses and making performance evaluations more proactive; this section features specific tools for achieving continuous improvement, such as setting benchmarks and offering incentives Part II explains the essentials-including prospecting, presentations, cold calling, and more-that managers can share with team members to help them develop crucial team knowledge, skills, and motivation
Author: Arun Hariharan
Publisher: Quality Press
ISBN: 1636940986
Category : Business & Economics
Languages : en
Pages : 225
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Book Description
Forewords by Mikel J. Harry, Ph.D. and Dr. K.K. Nohria Continuous permanent improvement (CPI) is not a new ism. The purpose of this book is not to expound any new theory or tools, but to share experiences in implementing existing methods with a bias toward business results. In fact, one of the important lessons we have learned is that most existing models or methods, if adhered to in the right spirit, will give results. This book is a distillation of experiences and lessons learned from successes and mistakes in nearly three decades of experience, mostly working with business processes, systematic thinking, customer focus, quality, and performance measurements—in a variety of companies and industries as diverse as financial services, telecom, manufacturing, conglomerate, and management consulting. Not being about any specific companies or industries, the contents of this book can be applied in any industry—service or manufacturing or government or education or nonprofit. The target audience of this book is business, functional, and quality leaders. Business schools and students may also use it as a text or reference book for courses on business excellence or quality. It is intended to share the experience and results of organizations that have derived substantial and sustained business results by focusing on continuous permanent improvement. Its aim is to strengthen the belief of the reader in the strategic importance of CPI, because the stronger your belief, the bigger and more sustained will be your results. The book also covers challenges related to mind-sets and other change management aspects that leaders typically will need to grapple with. Some of the very effective improvement methods and tools are explained in simple language with real examples, with senior business leaders in mind.
