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Author: Tony Hughes
Publisher: AMACOM
ISBN: 0814439128
Category : Business & Economics
Languages : en
Pages : 264
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Book Description
How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? By learning how to combine time-tested sales processes with cutting-edge social media strategies. Sales expert and author Tony J. Hughes details today’s new breed of chief executive buyers, the channels they use, the value narratives that they find appealing, and the mix of methods that will grab their attention. In Combo Prospecting, you will learn how to: Locate leverage points that matter Secure decision-maker meetings Build a knockout online brand that distinguishes you from the pack Build a constantly growing list of profitable referrals And much more! Old-school prospecting tactics are growing increasingly irrelevant in today’s tech-savvy online business world. However, new-school techniques alone have proven to not be able to provide the answers. The key to your success is to learn how to unleash a killer combination of old and new sales strategies.
Author: Tony Hughes
Publisher: AMACOM
ISBN: 0814439128
Category : Business & Economics
Languages : en
Pages : 264
Get Book Here
Book Description
How do you break through to impossible-to-reach executive buyers who are intent on blocking out the noise that confronts them every day? In a world where everyone is completely inundated by phone calls, drop-ins, pop-up ads, and junk mail, how can you and your product begin to make its impression known in the business world? By learning how to combine time-tested sales processes with cutting-edge social media strategies. Sales expert and author Tony J. Hughes details today’s new breed of chief executive buyers, the channels they use, the value narratives that they find appealing, and the mix of methods that will grab their attention. In Combo Prospecting, you will learn how to: Locate leverage points that matter Secure decision-maker meetings Build a knockout online brand that distinguishes you from the pack Build a constantly growing list of profitable referrals And much more! Old-school prospecting tactics are growing increasingly irrelevant in today’s tech-savvy online business world. However, new-school techniques alone have proven to not be able to provide the answers. The key to your success is to learn how to unleash a killer combination of old and new sales strategies.
Author: Everest Media,
Publisher: Everest Media LLC
ISBN: 1669399907
Category : Business & Economics
Languages : en
Pages : 32
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Book Description
Please note: This is a companion version & not the original book. Sample Book Insights: #1 The passage of time provides us with the lens through which to measure real success. Being able to look at yourself in the mirror and respect who you see is everything. #2 The modern buyer is digitally driven, socially connected, mobile, and empowered. You must have a superior personal brand and social media savvy to break through or meet expectations. Clients treat you as a commodity and resist your efforts to engage. #3 The first commitment to action is to land the first meeting with a dream prospect. You can’t make any progress if you can’t break through and engage a prospect. #4 Selecting the right accounts is just as important as choosing the right messages for them. You will be able to open opportunities with 20 of them in the first two quarters if you follow this method.
Author: Justin Michael
Publisher: HarperCollins Leadership
ISBN: 1400226538
Category : Business & Economics
Languages : en
Pages : 273
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Book Description
Conventional ways of selling are becoming outdated. Learn what it takes to go from the traditional sales mindset to a tech-enabled sales superhero. In tough markets and with more people working remotely, creating a quality sales pipeline in traditional ways is more challenging than ever. As sales technologies continue to evolve and advance, developing technical quotient (TQ) is an essential element of sales success. Record-setting sales expert Justin Michael and bestselling sales leadership author Tony Hughes combine to provide practical guidance on how professional sellers can maximize results with an effective sales tech-stack to increase sales effectiveness for outstanding results. In Tech-Powered Sales, Michael and Hughes share helpful advice that:? Reveal the techniques that enable you to break through with difficult to reach buyers Teach you how sales technologies can be employed for maximum benefit by raising your TQ Enable you to make the jump from being a beginner to a superuser within your sales team Show you how to thrive in the fourth industrial revolution to leverage technology rather than be at risk of being replaced by it Tech-Powered Sales delivers evidence-based strategies salespeople can use to create more opportunities than ever before. If you want to learn how to maximize your abilities to develop new business, this is the book for you!
Author: Tony John Hughes
Publisher:
ISBN:
Category : Sales management
Languages : en
Pages : 0
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Book Description
Author: Christopher M. Byron
Publisher: John Wiley & Sons
ISBN: 0471681970
Category : Business & Economics
Languages : en
Pages : 416
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Book Description
In Testosterone Inc.: Tales of CEOs Gone Wild, bestselling authorand New York Post columnist Chris Byron chronicles the Gatsby-likesaga of the rise and fall of the celebrity CEO. During the heightof the 1990s bull market, they were America’s new heroes: theheroes of business. They were our bold new leaders, cutting thefat, pushing for productivity, implementing visionary plans, andmaking strategic deals. When the bull market turned to bust and the applause turned tocat-calls, the world was shocked at the truth. Drenched in moneyand public acclaim, our CEO-heroes—mostly white, mostly male,mostly middle-aged—turned out to be not much different than agroup of twenty-something rock stars—drunk on power anddriven by sex, greed, and glamour. Testosterone Inc. goes behind the boardroom doors to show theserial affairs and marriages of these acquisitive corporatetitans. At the center of this story is Jack Welch, thebiggest of America’s rock star CEOs and the former head ofGeneral Electric Co., surrounded by “mini-me” CEOs RonPerelman of Revlon, Al Dunlap of Sunbeam, and Dennis Kozlowski ofTyco—all gone wild in public displays of consumption andpredatory appetites writ large. Byron gets inside the bars where Welch liked to hang out andpick up women with his early “business soul mate”buddies. Byron hovers unseen at the elbow of Ron Perelman and hismistress aboard the Concorde for a week in Paris in his mistakenbelief that his wife knows nothing about his secret affair. Byronpeeks behind the curtains of a U.S. Army officers’ quartersto behold Al Dunlap horrifying his first wife, who claimed in herdivorce action that Dunlap would point his knife at her and say,“I often wondered what human flesh tasted like.” Byronbecomes a fly on the wall to chronicle the longing for respect andserial womanizing of Dennis Kozlowski. Frequently hilarious, sometimes heartbreaking, Testosterone Inc.follows the intertwined lives of these four corporate heroes, fromchildhood to their ultimate moments of glory and the crash-and-burncalamities that followed, as man’s age-old hunger for power,greed, and temptation undid them all. From suicide to murder,from dysfunctional childhoods to dysfunctional marriages inadulthood, from business chutzpah to financial suicide, here is theultimate untold business story of our time: what went on atcentury’s end, when testosterone got the best of businessmeneverywhere, and CEOs went wild.
Author: Jeb Blount
Publisher: John Wiley & Sons
ISBN: 1119144760
Category : Business & Economics
Languages : en
Pages : 311
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Book Description
Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!
Author: Mike Adams
Publisher:
ISBN: 9781925648973
Category : Business & Economics
Languages : en
Pages : 266
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Book Description
How do the best salespeople connect, influence and persuade? With stories. 'Seven Stories Every Salesperson Must Tell' takes you on a high-stakes sales journey, using stories to establish rapport and trust, deliver insight, inspire action and close the deal, and in doing so win new friends and collaborators. When you share purposeful stories in your client conversations, you'll create more new business than you thought possible. Sharing more than 50 stories from around the world, Mike draws on his diverse international sales career to teach and demonstrate the power of storytelling -- from first hello to signed contract. You'll learn stories to help you: Establish rapport and trust Present challenging insights Differentiate your solution Share your company values Unstick negotiation stand-offs Create better business outcomes. This book will change the way you think about selling. Rather than seeing your role as that of a transactional deal closer, you'll become a story master, creating new stories for your clients.
Author: Simon Hughes
Publisher: Hachette UK
ISBN: 0755365615
Category : Biography & Autobiography
Languages : en
Pages : 281
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Book Description
Between 1980 and 1993, Simon Hughes was a regular on the county circuit, playing for Middlesex until 1991 before moving on to Durham at the end of his career. In that time, he played alongside some of the great characters in cricket: Mike Brearley, Mike Gatting, Phil Edmonds and Ian Botham. This is not an autobiography of a good county pro, but a look at the ups and downs, the lifestyle, the practical jokes and sheer hard yakka that make such a poorly paid, insecure job appeal to so many. Now a respected journalist and broadcaster, Simon Hughes has written a brilliant, amusing and wrily self-depracating book, packed with hilarious and embarrassing anecdotes about some of the greatest cricketers of the last 20 years.
Author: Herbert R. J. Grosch
Publisher:
ISBN:
Category : Computers
Languages : en
Pages : 342
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Book Description
Author: Thomas Williams
Publisher:
ISBN: 9781948974028
Category :
Languages : en
Pages : 276
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Book Description
This is more than just a book. It's a reference guide of practical advice on how to handle some of the most difficult challenges in B2B sales encountered today. This book will help both experienced and new sellers prepare and execute more effectively. Take your skills to a new level and read the Seller's Challenge today!
