Author: Timothy F. Bednarz
Publisher:
ISBN: 9781882181728
Category :
Languages : en
Pages : 50
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Book Description
"Productive Sales Planning" clearly and succinctly illustrates the need for productive sales planning and how to plan for the effective use of your personal resources.You will learn how to conduct a properly executed territory analysis, and the proven strategies and techniques to develop an accurate territory analysis. You will also learn the information a properly executed territory analysis should produce, as well as how to identify the changes and opportunities in your sales territory.You will be instructed in the strategies and techniques to develop realistic goals and objectives, as well as ones to develop a sales strategy to achieve your goals and objectives.You will also learn proven techniques to develop effective account plans, as well as strategies to develop a sales plan to implement your selling strategy.Finally, you will be taught how to implement your sales plans and put them into action, as well as strategies to use to monitor your sales plan.As part of the Pinpoint Skill Development Training Series, each chapter focuses on a single essential concept and shows you how to apply it. To improve your performance, each chapter includes a "Points to Ponder" section, and an "Action Plan" to assist you to easily transfer what you learned to your job. This book is ideal as an informal training tool for coaching or personal development. It can also be used as a handbook and guide for group training discussions.Each book in the Pinpoint Skill Development Training Series was developed from proven strategies and techniques created by Timothy Bednarz to effectively train thousands of employees in Fortune 1000 companies since 1990.
Author: Pam Didner
Publisher: Kogan Page Publishers
ISBN: 0749483652
Category : Business & Economics
Languages : en
Pages : 257
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Book Description
Sales enablement is a proven system for increasing revenue and productivity by creating integrated content, training and coaching for the sales function. Written from a marketer's perspective, Effective Sales Enablement goes beyond sales training and development. Pam Didner presents fresh thinking and creative approaches to improve sales enablement strategies, processes and programmes. Using case studies and examples from well-known brands such as Cisco, Oracle and Google, she provides a blueprint for any organization wanting to create a sales enablement function which will, in turn, accelerate revenue growth. Effective Sales Enablement shows you how to: - Understand trends that impact sales professionals and how to take advantage of them - Become a better marketer with creative ideas on how to support sales - Integrate sales elements into select marketing programmes - and vice versa - Assemble a first-class sales enablement team - Leverage technology to better integrate sales and marketing
Author: Mike Schultz
Publisher: John Wiley & Sons
ISBN: 1118875060
Category : Business & Economics
Languages : en
Pages : 263
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Book Description
What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.
Author: George E. Palmatier
Publisher: J. Ross Publishing
ISBN: 9781932159004
Category : Business & Economics
Languages : en
Pages : 292
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Book Description
An effective sales and operations planning process is essential to successfully implementing any integrated management system, such as enterprise resources planning or supply chain management. Enterprise Sales and Operations Planning: Synchronizing Demand, Supply and Resources for Peak Performance illustrates the effective real world implementation of this powerful process.
Author: McKinsey & Company Inc.
Publisher: John Wiley & Sons
ISBN: 1119281091
Category : Business & Economics
Languages : en
Pages : 320
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Book Description
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.
Author: Dcr Planner Press
Publisher:
ISBN: 9781651367964
Category :
Languages : en
Pages : 114
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Book Description
If you are a Salesperson you need a meeting planner to structure all your key questions and outcomes. Why Sales Planning is so important? Sales Planning is a key function in the procedure of sales management process. Sales planning is an effective method that involves sales forecasting, demand management, setting profit-based sales targets, and the written execution steps of a sales plan. Sales Planning is the process of organizing activities that are mandatory to achieve business goals. A sales plan contains a strategic document that figures out your business targets and several resources. These can be used for some activities which you perform to reach your desired goal. Before launching a new product in the market and proceeding with the set of activities, which generally follow the launch of a product, we have to create a strategic plan for that. Sales Planning is an essential element in the management process. Various Sales Plan techniques are often used in several organizations according to their requirements, whether they need to plan quarterly, half yearly or annually. How do you plan a successful sales day? Set your main priorities Move your good habits early in the morning Review your goals Prospecting activities Meet your customers Follow up This 6x9 is a full focus planner 2020, it's compact and great for those "paper lovers" who still need to touch their sales strategy. This is a professional planner for any organization that may conduct meetings such as Businesses and all organizations non-profits, schools, entrepreneurs and voluntary groups may all benefit too. This Planner starts with a 2020 and 2021 yearly calendar and follow with meeting pages where you'll find space for seven attendees and the note-taker and facilitator of the meeting can both be named. On this template, there is space for ten agenda items and the initials of the person presenting each item. There is also space to keep track of deliverables that are due at the meeting.
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
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.
Author: Dcr Planner Press
Publisher:
ISBN: 9781651413340
Category :
Languages : en
Pages : 114
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Book Description
If you are a Salesperson you need a meeting planner to structure all your key questions and outcomes. Why Sales Planning is so important? Sales Planning is a key function in the procedure of sales management process. Sales planning is an effective method that involves sales forecasting, demand management, setting profit-based sales targets, and the written execution steps of a sales plan. Sales Planning is the process of organizing activities that are mandatory to achieve business goals. A sales plan contains a strategic document that figures out your business targets and several resources. These can be used for some activities which you perform to reach your desired goal. Before launching a new product in the market and proceeding with the set of activities, which generally follow the launch of a product, we have to create a strategic plan for that. Sales Planning is an essential element in the management process. Various Sales Plan techniques are often used in several organizations according to their requirements, whether they need to plan quarterly, half yearly or annually. How do you plan a successful sales day? Set your main priorities Move your good habits early in the morning Review your goals Prospecting activities Meet your customers Follow up This 6x9 is a full focus planner 2020, it's compact and great for those "paper lovers" who still need to touch their sales strategy. This is a professional planner for any organization that may conduct meetings such as Businesses and all organizations non-profits, schools, entrepreneurs and voluntary groups may all benefit too. This Planner starts with a 2020 and 2021 yearly calendar and follow with meeting pages where you'll find space for seven attendees and the note-taker and facilitator of the meeting can both be named. On this template, there is space for ten agenda items and the initials of the person presenting each item. There is also space to keep track of deliverables that are due at the meeting.
Author: Elay Cohen
Publisher: Greenleaf Book Group
ISBN: 1626340501
Category : Business & Economics
Languages : en
Pages : 250
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Book Description
A playbook that empowers sales managers to think like CEOs and act like entrepreneurs At Salesforce.com, Elay Cohen created and executed the sales productivity programs that accelerated the company’s growth to a $3 billion–plus enterprise. The innovation delivered over these years by Elay and his team resulted in unprecedented sales productivity excellence. Based on that experience, Elay embarked on a journey to help every company in the world grow like Salesforce.com. After working with many organizations and further reflecting on his time at Salesforce.com, it became apparent that one key player was best positioned to accelerate growth in organizations: the first-line sales manager. Empowering sales managers to own and execute their own sales programs, as entrepreneurs would, became the focus of this book and his technology company. First-line sales managers are the backbone of every sales organization. They make it happen. They’re where the rubber meets the road in pipeline generation, revenue growth, and customer success. These sales managers serve as the voice of salespeople to organizations, and as the organizational voice back to salespeople. In this accessible guide, Cohen shares how sales managers can build an inspired, engaged team, equipping them with the tools they need to drive up sales productivity and grow the business. He reveals, among many other lessons, how you can nurture a winning sales culture; build world-class training programs that encourage salespeople to learn from each other; and execute sales processes, playbooks, and deals in a way that gives your salespeople the winning edge.
Author: Dcr Planner Press
Publisher:
ISBN: 9781651409053
Category :
Languages : en
Pages : 114
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Book Description
If you are a Salesperson you need a meeting planner to structure all your key questions and outcomes. Why Sales Planning is so important? Sales Planning is a key function in the procedure of sales management process. Sales planning is an effective method that involves sales forecasting, demand management, setting profit-based sales targets, and the written execution steps of a sales plan. Sales Planning is the process of organizing activities that are mandatory to achieve business goals. A sales plan contains a strategic document that figures out your business targets and several resources. These can be used for some activities which you perform to reach your desired goal. Before launching a new product in the market and proceeding with the set of activities, which generally follow the launch of a product, we have to create a strategic plan for that. Sales Planning is an essential element in the management process. Various Sales Plan techniques are often used in several organizations according to their requirements, whether they need to plan quarterly, half yearly or annually. How do you plan a successful sales day? Set your main priorities Move your good habits early in the morning Review your goals Prospecting activities Meet your customers Follow up This 6x9 is a full focus planner 2020, it's compact and great for those "paper lovers" who still need to touch their sales strategy. This is a professional planner for any organization that may conduct meetings such as Businesses and all organizations non-profits, schools, entrepreneurs and voluntary groups may all benefit too. This Planner starts with a 2020 and 2021 yearly calendar and follow with meeting pages where you'll find space for seven attendees and the note-taker and facilitator of the meeting can both be named. On this template, there is space for ten agenda items and the initials of the person presenting each item. There is also space to keep track of deliverables that are due at the meeting.
