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Author: INSIGHT PUBLISHING
Publisher:
ISBN: 9781885640994
Category : Business & Economics
Languages : en
Pages : 244
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Book Description
Showcases the strategies, insights and inspiration from 12 experts whose client list reads like a "who's who" in American business.
Author: INSIGHT PUBLISHING
Publisher:
ISBN: 9781885640994
Category : Business & Economics
Languages : en
Pages : 244
Get Book Here
Book Description
Showcases the strategies, insights and inspiration from 12 experts whose client list reads like a "who's who" in American business.
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: Thomas Baumgartner
Publisher: John Wiley & Sons
ISBN: 1118343514
Category : Business & Economics
Languages : en
Pages : 258
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Book Description
Drawing on interviews of global sales leaders, provides ways to overcome competition, maximize market opportunities, and improve sales growth.
Author: Mark Marone
Publisher: Kaplan Publishing
ISBN: 9780793188604
Category : Business & Economics
Languages : en
Pages : 0
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Book Description
As senior managers at AchieveGlobal, one of the world's leading sales organizations, the authors know what it takes for companies to position themselves for growth. Today's complex selling environment has altered the definition of what it takes to be truly successful. Companies need to do more, more, more: grow more revenue, add more customers, and utilize more marketing channels.Sales performance consultants Mark Marone and Seleste Lunsford, and the team atAchieveGlobal, identified 17 business-to-business (B2B) and business-to-consumer (B2C) organizations from various industries that have successfully and aggressively pursued and implemented cutting-edge global solutions to these issues. They then conducted in-depth phone and face-to-face research with 150 individuals from the high-performing sales organizations, includingMarriott International, HP, Office Depot, Sprint PCS, Yellow Book USA, Ingersol Rand, Fuji-Xerox, andTD Waterhouse.Strategies That Win Salesgoes beyond the nuts and bolts of sales process books by identifying higher-level challenges, including how to:* Segment customers.* Align a sales force with today's more sophisticated and knowledgeable customers.* Extend multichannel strategies, including distributors, e-commerce, teleselling, and face-to- face selling.* Implement e-commerce, customer relationship management, and sales force automation.* Train salespeople to be competitive and grow revenue in this new business environment.The book's narrative format contains examples, cutting-edge solutions, case studies, and quotations from participating companies, as well as trends and predictions for the future.
Author: Joe Girard
Publisher: Simon and Schuster
ISBN: 0743273966
Category : Business & Economics
Languages : en
Pages : 196
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Book Description
Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.
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: 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: Mike Weinberg
Publisher: AMACOM Div American Mgmt Assn
ISBN: 0814431771
Category : Business & Economics
Languages : en
Pages : 242
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Book Description
Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable list of genuine prospects * Draft a compelling, customer-focused "sales story" * Perfect the proactive telephone call to get face-to-face with more prospects * Use email, voicemail, and social media to your advantage * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.
Author: Steve W. Martin
Publisher:
ISBN: 9780979796166
Category : High technology industries
Languages : en
Pages : 0
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Book Description
This is a comprehensive guide for penetrating new accounts, differentiating ones solution during the sales cycle, and closing large deals. Based on extensive interviews with over 1,000 key information technology decision makers and top technology salespeople, the book provides state of the art technology sales strategies and advanced tactics for senior salespeople who want to learn the secrets of top performers. Readers will find advice on how to win over C-level I.T. executives and senior business leaders in finance, operations, manufacturing, human resources, marketing, sales, and engineering; discover how I.T. organisational structure impacts company decision maker: determine how to gain strategic account control based upon the people, process, and politics of selling to complex businesses; and learn to conduct persuasive sales calls with sales linguistics, the study of how the customers mind uses and interprets language, and much more.
Author: Steve Andersen
Publisher: AMACOM
ISBN: 0814437168
Category : Business & Economics
Languages : en
Pages : 304
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Book Description
If you want to gain the winning edge for your sales performance, it’s time to embrace the entire customer life cycle. Your job may be all about sales, but not your customers. Did you know that the average executive spends less than 5 percent of their time engaged in the buying of products and services? Therefore, sales professionals who focus solely on the moment of the sale have made a fatal miscalculation in understanding their customers. Beyond the Sales Process provides you with a proven methodology for driving success before, during, and after every sale. Featuring instructional case studies from companies such as Hilton Worldwide, Merck, and Siemens, this resource reveals 12 essential strategies for salespeople wanting to take their performance to a whole new level, including: Research your customer Build a vision with them for their own success Understand your customer’s drivers, objectives, and challenges Create and realize value together Leverage your results to forge lasting--and mutually beneficial—relationships If you want to successfully sell to your customers, you need to know your customers…beyond the sales process!
