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Author: Roy Whitten
Publisher: Niche Pressworks
ISBN: 9781952654060
Category :
Languages : en
Pages : 180
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Book Description
What if selling meant doing the best thing for your prospects-every time? Straight from the work of two expert sales consultants comes "decision intelligence," a genuinely customer-centric approach that turns traditional selling on its head. Ready for bigger deals, flowing pipelines, and higher closing rates? This book is for sales professionals who are tired of the sales target treadmill and disillusioned with the old, manipulative ways of selling. Learning to sell in a new way, however, requires strength stronger than the hardened habits, routines, and mindsets that resist change. This requires a transformative approach-a wholesale shift in the way your people think about selling and the way they actually do it. This genius approach applies the insights of transformative science to expose a root problem in sales: the conviction held by salespeople and clients alike that selling is fundamentally a process of pitching, persuading, and pressuring people to buy. This single conviction initiates a downward spiral that leads to systems of thought and behavior that become dysfunctional and self-limiting for everyone involved. Using real stories from over a decade of field work, the authors put you right into the training room to break through those calcified perspectives in favor of a better way. Follow in the footsteps of thousands of salespeople and executives as you learn to transform your team and develop a consistent selling system. Get to the heart of client-driven sales with an exploration of: -Educating your clients to help them make the right purchasing decision -Aiming your brain to focus on the "why" behind your selling -Mastering your attitude to bring out your best -Generating compelling conversations that lead to real action -Building your sales team into high performers with an effective selling system No hype or hyperbole-just actionable insight from two seasoned executives who believe that selling is the heartbeat of business, and who know that how a company sells will determine its ultimate value to the clients it serves. This is a practical and enjoyable read, with ideas that are both fresh and timeless. Thought-provoking and even eye-popping at times, it will make you proud to be called a salesperson again.
Author: Roy Whitten
Publisher: Niche Pressworks
ISBN: 9781952654060
Category :
Languages : en
Pages : 180
Get Book Here
Book Description
What if selling meant doing the best thing for your prospects-every time? Straight from the work of two expert sales consultants comes "decision intelligence," a genuinely customer-centric approach that turns traditional selling on its head. Ready for bigger deals, flowing pipelines, and higher closing rates? This book is for sales professionals who are tired of the sales target treadmill and disillusioned with the old, manipulative ways of selling. Learning to sell in a new way, however, requires strength stronger than the hardened habits, routines, and mindsets that resist change. This requires a transformative approach-a wholesale shift in the way your people think about selling and the way they actually do it. This genius approach applies the insights of transformative science to expose a root problem in sales: the conviction held by salespeople and clients alike that selling is fundamentally a process of pitching, persuading, and pressuring people to buy. This single conviction initiates a downward spiral that leads to systems of thought and behavior that become dysfunctional and self-limiting for everyone involved. Using real stories from over a decade of field work, the authors put you right into the training room to break through those calcified perspectives in favor of a better way. Follow in the footsteps of thousands of salespeople and executives as you learn to transform your team and develop a consistent selling system. Get to the heart of client-driven sales with an exploration of: -Educating your clients to help them make the right purchasing decision -Aiming your brain to focus on the "why" behind your selling -Mastering your attitude to bring out your best -Generating compelling conversations that lead to real action -Building your sales team into high performers with an effective selling system No hype or hyperbole-just actionable insight from two seasoned executives who believe that selling is the heartbeat of business, and who know that how a company sells will determine its ultimate value to the clients it serves. This is a practical and enjoyable read, with ideas that are both fresh and timeless. Thought-provoking and even eye-popping at times, it will make you proud to be called a salesperson again.
Author: Pamela Baker
Publisher: John Wiley & Sons
ISBN: 1119824842
Category : Computers
Languages : en
Pages : 323
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Book Description
Learn to use, and not be used by, data to make more insightful decisions The availability of data and various forms of AI unlock countless possibilities for business decision makers. But what do you do when you feel pressured to cede your position in the decision-making process altogether? Decision Intelligence For Dummies pumps the brakes on the growing trend to take human beings out of the decision loop and walks you through the best way to make data-informed but human-driven decisions. The book shows you how to achieve maximum flexibility by using every available resource, and not just raw data, to make the most insightful decisions possible. In this timely book, you’ll learn to: Make data a means to an end, rather than an end in itself, by expanding your decision-making inquiries Find a new path to solid decisions that includes, but isn’t dominated, by quantitative data Measure the results of your new framework to prove its effectiveness and efficiency and expand it to a whole team or company Perfect for business leaders in technology and finance, Decision Intelligence For Dummies is ideal for anyone who recognizes that data is not the only powerful tool in your decision-making toolbox. This book shows you how to be guided, and not ruled, by the data.
Author: Thorsten Heilig
Publisher: John Wiley & Sons
ISBN: 1394185065
Category : Business & Economics
Languages : en
Pages : 247
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Book Description
Dramatically improve your decisions with data and AI In Decision Intelligence: How to Transform Your Team and Organization with AI-Driven Decision-Making, a team of pioneering decision and AI strategists delivers a digestible and hands-on resource for professionals at every part of the decision-making journey. The book discusses the latest technology and approaches that bridge the gap between behavioral science, data science, and technological innovation. Discover how leaders from various industries and environments are using data and AI to make better future decisions, taking both human as well as business factors into account. This book covers: A demystifying behind-the-scenes peek inside how AI models, forecasts, and optimization for business challenges really work, and why they open up entirely new possibilities. A business-ready introduction to decision intelligence, exploring why traditional decision-making strategies are outdated and how to transition to decision-intelligence. The evolution of Decision Intelligence, coming from analytics and modern techniques like process mining and robotic process automation An examination of decision intelligence at the organizational level, including discussions of agile transformation, transparent organizational culture, and why psychological safety is a crucial enabler for new ways of decision-making in modern companies An overview of why (and where exactly) AI still needs human expertise and how to incorporate this topic in daily planning and decision making Decision Intelligence is essential reading for managers, executives, board members, other business leaders and soon-to-be leaders looking to improve the quality, adaptability, and speed of their decision-making.
Author: Gloria Phillips-Wren
Publisher: Springer Science & Business Media
ISBN: 3540768289
Category : Mathematics
Languages : en
Pages : 414
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Book Description
Intelligent Decision Support Systems have the potential to transform human decision making by combining research in artificial intelligence, information technology, and systems engineering. The field of intelligent decision making is expanding rapidly due, in part, to advances in artificial intelligence and network-centric environments that can deliver the technology. Communication and coordination between dispersed systems can deliver just-in-time information, real-time processing, collaborative environments, and globally up-to-date information to a human decision maker. At the same time, artificial intelligence techniques have demonstrated that they have matured sufficiently to provide computational assistance to humans in practical applications. This book includes contributions from leading researchers in the field beginning with the foundations of human decision making and the complexity of the human cognitive system. Researchers contrast human and artificial intelligence, survey computational intelligence, present pragmatic systems, and discuss future trends. This book will be an invaluable resource to anyone interested in the current state of knowledge and key research gaps in the rapidly developing field of intelligent decision support.
Author: Carlo Vercellis
Publisher: John Wiley & Sons
ISBN: 1119965470
Category : Mathematics
Languages : en
Pages : 314
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Book Description
Business intelligence is a broad category of applications and technologies for gathering, providing access to, and analyzing data for the purpose of helping enterprise users make better business decisions. The term implies having a comprehensive knowledge of all factors that affect a business, such as customers, competitors, business partners, economic environment, and internal operations, therefore enabling optimal decisions to be made. Business Intelligence provides readers with an introduction and practical guide to the mathematical models and analysis methodologies vital to business intelligence. This book: Combines detailed coverage with a practical guide to the mathematical models and analysis methodologies of business intelligence. Covers all the hot topics such as data warehousing, data mining and its applications, machine learning, classification, supply optimization models, decision support systems, and analytical methods for performance evaluation. Is made accessible to readers through the careful definition and introduction of each concept, followed by the extensive use of examples and numerous real-life case studies. Explains how to utilise mathematical models and analysis models to make effective and good quality business decisions. This book is aimed at postgraduate students following data analysis and data mining courses. Researchers looking for a systematic and broad coverage of topics in operations research and mathematical models for decision-making will find this an invaluable guide.
Author: B. K. Murthy
Publisher: Springer Nature
ISBN: 9819959977
Category : Technology & Engineering
Languages : en
Pages : 416
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Book Description
This book comprises the select peer-reviewed proceedings of the 3rd International Conference on Information Technology (InCITe-2023). It aims to provide a comprehensive and broad-spectrum picture of state-of-the-art research and development in decision intelligence, deep learning, machine learning, artificial intelligence, data science, and enabling technologies for IoT, blockchain, and other futuristic computational technologies. It covers various topics that span cutting-edge, collaborative technologies and areas of computation. The content would serve as a rich knowledge repository on information & communication technologies, neural networks, fuzzy systems, natural language processing, data mining & warehousing, big data analytics, cloud computing, security, social networks, and intelligence, decision-making, and modeling, information systems, and IT architectures. This book provides a valuable resource for those in academia and industry.
Author: Lorien Pratt
Publisher: Emerald Publishing Limited
ISBN: 9781787696549
Category : Computers
Languages : en
Pages : 0
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Book Description
Why aren't the most powerful new technologies being used to solve the world's most important problems: hunger, poverty, conflict, employment, disease? In Link, Dr. Lorien Pratt answers these questions by exploring the solution that is emerging worldwide to take Artificial Intelligence to the next level: Decision Intelligence.
Author: L. Y. Pratt
Publisher: "O'Reilly Media, Inc."
ISBN: 1098139623
Category :
Languages : en
Pages : 270
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Book Description
Decision intelligence (DI) has been widely named as a top technology trend for several years, and Gartner reports that more than a third of large organizations are adopting it. Some even say that DI is the next step in the evolution of AI. Many software vendors offer DI solutions today, as they help organizations implement their evidence-based or data-driven decision strategies. But until now, there has been little practical guidance for organizations to formalize decision making and integrate their decisions with data. With this book, authors L. Y. Pratt and N. E. Malcolm fill this gap. They present a step-by-step method for integrating technology into decisions that bridge from actions to desired outcomes, with a focus on systems that act in an advisory, human-in-the-loop capacity to decision makers. This handbook addresses three widespread data-driven decision-making problems: How can decision makers use data and technology to ensure desired outcomes? How can technology teams communicate effectively with decision makers to maximize the return on their data and technology investments? How can organizational decision makers assess and improve their decisions over time?
Author: Kim D. Ward
Publisher: Lulu.com
ISBN: 148345472X
Category : Business & Economics
Languages : en
Pages : 307
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Book Description
If we are to produce our greatest levels of selling success, then we must accept the inevitable evolution of selling as a combined effort of buyer and seller cooperation! The Cooperation SellingTM methodology and applications creates an evolutionary convergence of buyer and seller intelligence establishing a seamless collaboration for creating and sustaining optimal selling results. Over the last twenty-five years, I have had the good fortune to educate, coach and observe over 70,000 of the best B2B sellers and sales leaders in the world. I've learned a tremendous amount from both them and their clients. The Cooperation SellingTM method is a natural extension of those experiences. Whether doing business with an individual decision maker or a more complex Decision Influence Group, you will find that the methodology, strategies and proven real world applications this book has to offer will elevate you to the pinnacle of your selling profession.
Author: Miriam O'Callaghan
Publisher: CRC Press
ISBN: 1000880001
Category : Business & Economics
Languages : en
Pages : 280
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Book Description
1. Provides a multidisciplinary approach of building knowledge on DI; 2. Discusses the limits of the human brain and why computer models are better at making decisions; 3. Covers agent programs for AI-powered decision-making agents; 4. Presents a DI framework - flowchart and figures; 5. Includes detailed and comprehensive information on DI tools and technologies; 6. Gives an ethics-focused approach to building DI systems for the protection of human rights and wellbeing.
