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Author: Jamie Shanks
Publisher:
ISBN: 9781792978036
Category :
Languages : en
Pages : 128
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Book Description
The ultimate Account-based Sales guide for the modern, digital seller. SPEAR Selling is the battle-tested process for both sales leaders and sales professionals to leverage in their pursuit for greater account-based sales results. Author Jamie Shanks has trained and advised 100's of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). The key to account-based sales results is the focus on upfront planning that leverage key competitive differentiators, used to significantly improve account activation and opportunity creation. Combine this focus on account planning, with a relentless accountability to structured sales activity, and this account-based motion will: -Increase the volume of opportunities in a territory -Shorten the timeline to opportunity creation in key accounts -Increase the conversion of prospective accounts into customers -Select the right accounts -Plan & Storyboard the engagement strategy -Engage with a structured process -Activate & educate with a Bold & Different strategy than the competition -Run or Replace (build sales pipeline with an objective framework). If you or your sales organization is running an account-centric sales motion, and you're not leveraging social proximity as a key competitive differentiator in your account selection process - you've already lost your competitive advantage. Let this book be your guide to being first, bold and different in your service of the modern, digital buyer.
Author: Jamie Shanks
Publisher:
ISBN: 9781792978036
Category :
Languages : en
Pages : 128
Get Book Here
Book Description
The ultimate Account-based Sales guide for the modern, digital seller. SPEAR Selling is the battle-tested process for both sales leaders and sales professionals to leverage in their pursuit for greater account-based sales results. Author Jamie Shanks has trained and advised 100's of companies on SPEAR Selling to increase sales pipeline in all types of sales functions (inside sales, field sales, customer success, channel sales). The key to account-based sales results is the focus on upfront planning that leverage key competitive differentiators, used to significantly improve account activation and opportunity creation. Combine this focus on account planning, with a relentless accountability to structured sales activity, and this account-based motion will: -Increase the volume of opportunities in a territory -Shorten the timeline to opportunity creation in key accounts -Increase the conversion of prospective accounts into customers -Select the right accounts -Plan & Storyboard the engagement strategy -Engage with a structured process -Activate & educate with a Bold & Different strategy than the competition -Run or Replace (build sales pipeline with an objective framework). If you or your sales organization is running an account-centric sales motion, and you're not leveraging social proximity as a key competitive differentiator in your account selection process - you've already lost your competitive advantage. Let this book be your guide to being first, bold and different in your service of the modern, digital buyer.
Author: Steven J. Spear
Publisher: McGraw Hill Professional
ISBN: 0071741402
Category : Business & Economics
Languages : en
Pages : 432
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Book Description
Generate faster, better results—using less capital and fewer resources! Toyota, Alcoa, Pratt & Whitney, and the U.S. Navy's Nuclear Power Program operate in vastly different worlds, but they have one thing in common. Each of these organizations generates constant, almost automatic operational self-improvements at rates faster, durations longer, and breadths wider than any of its competitors. Excellence in operational management is the single element separating industry leaders from all others. The High-Velocity Edge is a blueprint for fueling innovation and improvement at both the management and process level in your own company. It’s not magic, it’s not luck. It’s something that that can be taught, cultivated, practiced, and effectively applied to an organization. Spears explains how to: Build a system of “dynamic discovery” that reveals operational problems and weaknesses Attack and solve problems at the time and in the place where they occur, converting weaknesses into strengths Disseminate knowledge gained from solving local problems throughout the company as a whole Create managers invested in the process of continual innovation Apply the lessons of The High-Velocity Edge, and you will enjoy profitability, quality, efficiency, reliability, and agility unmatched by any of your rivals.
Author:
Publisher:
ISBN:
Category :
Languages : en
Pages : 1112
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Book Description
Author: Alex Goldfayn
Publisher: John Wiley & Sons
ISBN: 1119814650
Category : Business & Economics
Languages : en
Pages : 336
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Book Description
Unlock the power of a simple phone call to boost your sales with guidance from a world-renowned expert In Pick Up The Phone and Sell: How Proactive Calls To Customers and Prospects Can Double Your Sales, sales expert, consultant, and Wall Street Journal bestselling author Alex Goldfayn delivers a comprehensive roadmap to one of the most important weapons in any salesperson’s arsenal: the phone. From the author of Selling Boldly and 5-Minute Selling, the book teaches you techniques to supercharge your sales by making the proactive call the tip of your selling spear. In addition to critical advice on how to call people you don’t know, this timely and important book includes: A thorough introduction to the power of a proactive phone call and links to free call planners and trackers at goldfayn.com Direction on how to use text messaging as an adjunct to phone sales Instructions on the appropriate role of social media, including LinkedIn, in boosting telephone sales Guidance on how to stop being afraid of phone calls and how to effectively warm up any cold call. Perfect for new and experienced salespeople alike, who are more comfortable with email, videoconferencing, social media, and text than they are with the telephone, Pick Up The Phone and Sell is an indispensable guide to one of the most important and lucrative tools in the selling profession.
Author: Andy Maslen
Publisher: Marshall Cavendish International Asia Pte Ltd
ISBN: 9814868434
Category : Business & Economics
Languages : en
Pages : 140
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Book Description
How do you persuade someone to buy from you just by writing to them? What does effective copywriting look like – and sound like? Write to Sell has the answers! Read this book and you’ll learn: The confidence and skills to write better copy New ways to gain readers’ attention, respect and trust Hints and tips on turning selling skills into copywriting skills Simple techniques to improve the readability of your copy The impact of design and layout on copywriting The meaning of good written English – the rules you must follow, the rules you can safely ignore
Author: Tim Samuels
Publisher: Random House
ISBN: 1473536049
Category : Social Science
Languages : en
Pages : 278
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Book Description
Of the 200,000 years homo sapiens has been wandering this planet, this has to be the most absurd and challenging time to be a man... How can you hunt and gather in an open-plan office? Is monogamy fighting a losing battle against testes size? Why do men make up 95% of FTSE CEOs yet 95% of the prison population? Trapped in bodies barely changed since caveman days, males are now contending with corporate culture, lifelong commitment, rampant depression and crazy expectations to be a success at work and home. Enter award-winning BBC broadcaster and journalist Tim Samuels with Who Stole My Spear? - which stops at nothing to explore how men should actually be living these days. From relationships, religion, and the rise of ISIS, to porn, fatherhood and the oppression of office life. Nothing is taboo: Is it less serious when a man has an affair? Why don’t new parents want boys? Who Stole My Spear? is an inspiring rallying call for men and ‘good masculinity’ which cannot be ignored – that will leave you rethinking much about life’s big questions. And for women who wonder what’s on a man’s mind, this is the book that offers the entertainingly explosive answer.
Author: Christopher Kinsey
Publisher: Routledge
ISBN: 1135220174
Category : History
Languages : en
Pages : 206
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Book Description
Private Contractors and the Reconstruction of Iraq examines the controversial role of military contractors in the reconstruction of Iraq. When 'Operation Iraqi Freedom' was launched in March 2003, few, if any, of the Coalition's political leaders could have envisaged that within a few months the number of private contractors engaged to keep the troops supplied would exceed their actual combat strength. This alternative 'army' was not only to become the largest assemblage of contractors in living memory to accompany a military force into a war zone, but was also responsible for a fundamental transformation of how military logistics were delivered. This book explains how and why the US and UK governments became so dependent upon military contractors during the war in Iraq. It also examines the ramifications this new dependency will have on future military operations, as the conflict in Iraq has shown that private contractors are now indispensable to the attainment of both the military and political objectives of war. Finally, the book discusses what advantages and disadvantages these companies have brought to the reconstruction of Iraq, and what lessons need to be learned from this experience. This book will be of great interest to students of military and strategic studies, Middle Eastern politics and international security, and as well as policymakers and military professionals. Christopher Kinsey is a lecturer in international security at King's College London, Defence Studies Department, at the Joint Services Command and Staff College, Shrivenham. His previous publications include Corporate Soldiers and International Security: The Rise of Private Military Companies (Routledge: 2006)
Author: Andy Paul
Publisher: Morgan James Publishing
ISBN: 1614480516
Category : Business & Economics
Languages : en
Pages : 200
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Book Description
A comprehensive guide to consistent sales success and effective customer relations. The amount of time customers have to invest in sellers is limited. They want the information they need now. Don’t dress it up. Don’t overdo it. Don’t waste their time. Zero-Time Selling gives every sales professional, sales manager, entrepreneur and CEO the tools to be completely responsive to that customer request. And win more orders in less time. Zero-Time Selling describes the ten essential sales practices that will enable you to: 1. Sell more, faster, without adding headcount 2. Create value for customers and differentiate yourself from competitors by how you sell 3. Convert a greater percentage of your sales leads into orders 4. Build a loyal customer base and increase repeat business 5. Increase the productivity of all your sales channels Refreshingly free of the usual conceptual sales jargon, Zero-Time Selling presents an accessible, straightforward path to consistent sales success. It is incredibly easy to learn and compatible with any selling system or sales methods a company currently uses. Based on his more than thirty years of sales, sales management, and sales consulting experience across every type of sales channel and sales environment, Andy Paul knows how products are bought and sold. Zero-Time Selling reflects his knowledge that in today’s hypercompetitive sales environment “how” a company sells its products and services is as important as “what” they sell in creating value for the customer and effectively differentiating their company and offerings. Praise for Zero-Time Selling “Any sales professional or sales team will quickly see tangible results once they start Zero-Time Selling!” —Marshall Goldsmith, author of the New York Times bestsellers MOJO and What Got You Here Won’t Get You There “Reading this book empowers you to dramatically improve your sales. . . . I can’t think of anyone who wouldn’t benefit immensely from implementing Andy Paul’s strategies for sales success!” —Ivan Misner, New York Times–bestselling author and founder of BNI® and Referral Institute® “Andy Paul . . . is one of those guys who just gets it. He understands how products are bought and sold. He knows what customers really need and want. This book leverages that savvy to show you how to sell and manage customer relationships in a manner that truly differentiates you.” —Keith Ferrazzi, bestselling author of Never Eat Alone and Who’s Got Your Back
Author: United States. Congress Senate
Publisher:
ISBN:
Category :
Languages : en
Pages : 1454
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Book Description
Author: United States. Congress. Senate. Special Committee to Investigate the Munitions Industry
Publisher:
ISBN:
Category : Defense industries
Languages : en
Pages : 1458
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Book Description
